Business Development Manager

Location: Eastleigh or Surbiton based - National coverage - Full UK Driving Licence essential

Salary: up to £80k plus car allowance

Benefits: 25 days holidays + Bank holidays, Car Allowance, Private healthcare after 6 months, Holiday Buy Scheme - up to 5 days, Discount Shopping, Gym, Days Out, Extensive Learning & Development opportunities - including opportunities for progression.

About EMCOR UK: At EMCOR UK, we revolutionise facilities management by combining our engineering heritage and innovation capability. We prioritise people in everything we do, collaborating closely with our customers to understand all their needs, from the big picture to day-to-day operations. Our purpose is to "create a better world at work". Using our unique insight platform, "One Data World," we harness data-driven intelligence to make informed decisions, adapting our services to meet our customers’ evolving requirements. This allows us to cultivate an enhanced workplace experience for their teams whilst optimising efficiency, meticulously managing every asset, and minimising their impact on the planet. All supported by our commitment to safety, compliance, and assurance. Our partnering approach empowers our customers to shape a better future.

Job Purpose: To work closely with the Director of Business Development to devise, implement and take ownership of commercial proposals and tenders. To be a key member of the BD team, meeting the growth and financial targets for EFS by securing new business opportunities with prospective clients.

Principal Accountabilities:

• Deliver business development targets, revenue, gross margin, profit and regularly review progress taking appropriate action as necessary to achieve target.
• Understand customers' needs, provide sound information and expert advice on the services that EFS can provide in order to maximise the opportunity for EFS such that clients benefit from realistic and workable solutions that leverage the full range of services that we can offer.
• Input into strategy process and deliver specific actions.
• Develop and take ownership of bids, to ensure robust commercial proposals are submitted.
• Develop and take ownership of the business risk management processes, including full governance.
• Ensure all tenders and proposals are progressed through the BMF process and completed before submission.
• Formulate innovative business solutions for current and prospective customers, looking for business critical processes and developing or modifying new service offerings that create a real competitive advantage for EFS and EMCOR as a whole.
• Lead, develop and present high quality business proposals both in written form and ‘high impact’ presentations utilising up to date techniques as appropriate.
• When formulating bid proposals, understand sources of potential risk and ensure that these are taken into full account, balancing risk with reward, prior to bid submission.
• Liaise with the commercial team to ensure properly costed estimations are submitted and supported by appropriate contract terms and conditions.
• Provide the Director of Business Development and Business Stream Directors with regular updates highlighting progress against business development targets.

Person Specification

Qualifications and Experience:

• Proven and successful experience gained in a business development commercial role at a senior level in at least one large professional and quality orientated FM business.
• Proven experience and thorough knowledge of the full range of outsourced service provision within the FM market.
• A high degree of knowledge of the full range of requirements for the provision of soft, hard and integrated FM services.
• A thorough understanding of the customer’s drive and motive to outsource with success in large and complex bid proposals.
• Can demonstrate an enviable record and proven success in securing integrated services and profitable opportunities in excess of £10m.
• A thorough understanding and knowledge of up to date competitor and market intelligence.
• Educated to degree level with a professional qualification in Business Management or equivalent.
• Knowledge of latest estimating and management systems and techniques.
• An obvious empathy with customers and clients and an ability to quickly develop relationships.
• Good personal organisational skills and ability to prepare and follow up short term plans.
• Tenacious and determined to get results.
• First class presentation skills, both written and orally.
• Commercially minded, analytical and able to identify risk.
• Confident and outward going.
• The energy and infectious enthusiasm to get things done.

Objectives:

• Support delivery of yearly sales targets.
• Profit delivered as forecast on bids won.
• Ensure compliance with commercial governance requirements.
• Ensure buy in from operations to commercial proposals.
• Complete risk assessments on all tenders.
• Ensure smooth mobilisations of new contracts.