Archway Facilities is looking for an experienced, commercially driven Business Development Sales Executive to lead new business generation and support the continued growth of our commercial cleaning and facilities management portfolio.
This is not an entry-level sales position. We are looking for someone who understands B2B sales within commercial cleaning, facilities management or a closely related outsourced service environment and can confidently manage the full sales cycle, from prospecting and qualification through to tender, negotiation and contract award.
You will take ownership of the sales pipeline, develop relationships with key decision-makers and convert opportunities into profitable, sustainable contracts.
This is a target and commission-led role, with commission linked to both the revenue generated and the gross margin achieved.
Key Responsibilities
Business Development & Sales
- Proactively identify and develop new commercial cleaning and facilities management opportunities.
- Generate new business through outbound activity, networking, referrals, LinkedIn, procurement opportunities and direct prospecting.
- Build and maintain a strong, qualified sales pipeline.
- Develop relationships with Facilities Managers, Property Managers, Procurement Teams, Managing Agents, Commercial Landlords and other key decision-makers.
- Arrange and attend prospective client meetings, site surveys and presentations.
- Understand prospective clients’ requirements and develop suitable service solutions.
- Prepare quotations, proposals and commercial presentations.
- Manage opportunities from initial contact through to negotiation and close.
- Follow up quotations, tenders and proposals proactively and professionally.
- Identify cross-selling and upselling opportunities within existing client accounts.
- Attend relevant networking events, exhibitions and industry meetings.
- Develop strategic partnerships and referral relationships that may generate future opportunities.
- Monitor procurement portals, tender platforms and framework opportunities.
- Identify suitable PQQs, RFQs, ITTs, tenders and framework opportunities for Archway.
- Interpret tender requirements and coordinate strong, commercially focused responses.
- Support the preparation of bid documents, method statements, service delivery responses, social value responses and mobilisation plans.
- Review pricing schedules, SLAs, KPIs, compliance requirements and accreditation information.
- Coordinate presentations and clarification meetings following tender submissions.
- Manage tender opportunities independently without requiring step-by-step supervision.
- Maintain accurate records of leads, opportunities, activity and next steps within the company CRM.
- Keep the sales pipeline current and provide accurate forecasting.
- Use sales data to prioritise follow-ups and progress opportunities.
- Maintain momentum across longer sales cycles involving multiple stakeholders.
- Provide clear and accurate weekly sales reports.
Commercial & Margin Responsibility
- Understand the relationship between contract value, delivery costs and gross margin.
- Protect agreed margin levels throughout commercial negotiations.
- Avoid discounting simply to secure a contract.
- Recognise commercially unsuitable opportunities and elevate deals that fall outside agreed parameters.
- Balance revenue growth with sustainable profitability.
- Work closely with the Operations team to ensure proposed services can be delivered effectively and profitably.
- Support formal account reviews to identify growth opportunities and potential retention risks.
- Maintain awareness of competitor activity, market conditions and developments within the commercial cleaning and facilities management sectors.
- Use existing industry knowledge and contacts to identify prospective clients, partners and opportunities.
- Take ownership of opportunities and progress without requiring daily management follow-up.
General Responsibilities
All employees are expected to:
- Work in accordance with Company policies and procedures.
- Maintain confidentiality.
- Comply with Health & Safety requirements.
- Promote equality, diversity and inclusion.
- Protect Company assets and information.
- Maintain professional standards of behaviour.
- Participate in training and development.
- Undertake any other reasonable duties commensurate with the level of the role
This Job Description is intended to describe the principal duties and responsibilities of the role. It is not intended to be an exhaustive list, and duties may reasonably change in line with the needs of the business.
- Opportunity to have a direct impact on the growth of Archway Facilities.
- Autonomy and ownership of the business development function.
- Opportunity to develop a substantial commercial pipeline.
- Career development opportunities as the business continues to grow.
Employee Acceptance
I confirm that I have read and understood this Job Description and understand the duties, responsibilities and expectations associated with my role as Business Development Sales Executive
I understand that this Job Description is not exhaustive and that my duties may reasonably change from time to time in line with the needs of Archway Facilities Ltd.
KPIs
- Qualified opportunities entering the pipeline
- Tender and framework opportunities identified
- Tender submissions completed
- Sales pipeline value, accuracy and progression
- New revenue generated
- Contracts secured
- Sales conversion rate, with an initial target win rate of 25% or above
- Gross margin achieved on new contracts
- Upsell and cross-sell revenue
- Accuracy and timeliness of weekly sales reporting
Revenue targets will be phased during the initial ramp-up period before moving to full target expectations.
Person Specification
- Experience within commercial cleaning, facilities management or a closely related outsourced service industry.
- A strong understanding of the commercial cleaning and facilities management marketplace.
- Knowledge of relevant industry sectors, buyers, competitors and procurement routes.
- Proven experience developing and managing a sales pipeline.
- Experience generating your own leads rather than relying solely on inbound enquiries.
- Strong prospecting and business development skills.
- Experience managing longer, consultative B2B sales cycles.
- Experience using CRM systems.
- Strong commercial awareness and an understanding of gross margin.
- Confident negotiation skills with the ability to protect margin.
- Experience preparing commercial proposals.
- Confidence engaging with senior decision-makers.
- Strong written communication and presentation skills.
- Excellent relationship-building abilities.
- Strong organisational and follow-up skills.
- The ability to work independently and take ownership of results.
- Resilience and persistence throughout lengthy sales processes.
- Sound judgement when assessing the commercial value of an opportunity.
- Existing contacts or networks within the commercial cleaning or facilities management industry.
- Tender or bid-writing experience.
- Experience working with procurement portals, PQQs, ITTs and framework agreements.
- Knowledge of commercial cleaning or facilities management specifications, SLAs and KPIs.
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