Customer and Organic Growth Director in Glasgow

Equans is looking for a Customer and Organic Growth Director to join our Sustainable FM team on a permanent basis, responsible for strategic leadership of growth opportunities across the Public Sector North Region.

This is a full-time role working 37.5 hours per week, and can be based anywhere within the North of the UK.

On offer is a competitive salary, company vehicle or allowance, bonus and benefits package.

Reporting to the Managing Director, Public Sector North, the post holder will provide Strategic leadership for the growth phase of our development.

This role is responsible for leading the strategic development of customer relationships, identifying and converting opportunities for organic growth and leading the development of target new business opportunities as supported by the Business Development team across the Sustainable FM - Public Sector North region as we move into the 2nd strategic growth phase of our business strategy.

This role will protect and grow revenue from existing customers, particularly where PFI expiry creates service transition risk and opportunity, while developing a non-PFI estate pipeline including a strategy to evolve our current capital works and projects management proposition outside existing PFI contracts.

The role owns our back-office customer services function(s) providing high quality customer focused contact and administration services to the PS North region.

The role will be expected to develop existing service provision further including the expansion of service delivery potentially creating a revenue stream for Equans.

The role will be responsible for enhancing our relationships across the UK BU, identifying products, service lines and opportunities to work across divisions, creating a broad added value service across the full suite of our capability.

This should also identify and champion innovative products and services from within Equans that can support growth with existing and potential new customers.

The role will also be responsible for driving the insourcing or self delivery capability within Public Sector North, looking for opportunities to reduce reliance on 3rd party supply chain, increasing value add to the end customer and delivering improved margin opportunity.

As a senior leader within the Public Sector North, the post holder will be responsible for acting as a deputy for the Managing Director.

What will you deliver?

• Member of the Sustainable FM North Senior Executive team, setting strategy in conjunction with colleagues aligned to the BU purpose and vision.

As the most senior operational role within the team the role will include occasionally deputising for the Managing Director as required.

• Health and Safety leadership - The post holder will be proactively and visibly leading on the importance of Health and Safety, they must ensure that risk is effectively identified, assessed and controlled; that incidents, near misses and unsafe conditions are reported and investigated promptly with learning shared; and that performance is monitored, reviewed and continually improved.

Safety must be integral to decision-making, commercial planning and operational delivery, with an unwavering focus on preventing harm to colleagues, clients, end users and the public.

• Develop and own a strategic account growth plan for priority customers in healthcare, education, emergency services, local government and leisure.
• Build and maintain executive-level / c-suite relationships with customer decision makers, influencers and stakeholders to understand estate strategies, service pressures, capital plans and procurement intentions.
• Identify, qualify and convert organic growth opportunities within existing PFI contracts, including variations, lifecycle optimisation, compliance services, projects, decarbonisation and service enhancements.
• Expand the business footprint across customers’ non-PFI buildings and wider estates by developing propositions aligned to operational need, value for money and public sector outcomes.
• Lead PFI expiry opportunity planning, including customer engagement, future service solutions, handback-related services, transition support and post-PFI service positioning.
• Lead development of jardinage activities, creating relationships across UKBU and divisional market communities to ensure development opportunities are identified and effective customer solutions are created.
• Work alongside divisional business development to identify and develop new customer opportunities in target sectors, ensuring customer insight and operational credibility are translated into winning strategies, this includes being the lead representation of PS North operations through the bid development and solution process including governance.
• Identify and share potential new markets for Public Sector North, including review of emerging sectors of note for PS North capabilities
• Shape and develop a capital works and projects management business acting as principal contractor, including route-to-market strategy, offer definition, governance, supply chain approach and growth pipeline.

This should include understanding Equans global capabilities and where possible the import of new products and capabilities.

• Partner with operational directors and contract leaders to ensure growth opportunities are identified early, sponsored effectively and incorporated into customer account planning, ensure customer NPS data leads to strategic action plans with direct improvement to customer satisfaction and referrals.
• Maintain a robust pipeline management process with clear qualification criteria, stage gates, forecast accuracy and conversion plans.
• Represent the business externally with senior customers, framework bodies, advisers and sector networks to enhance market profile and credibility.
• Ensure all growth activity aligns with requirements - public procurement requirements, governance standards, risk management expectations and principal contractor obligations.
• Social and environmental value – Embeds social value and sustainability into service delivery and decision-making, driving measurable outcomes (e. g., decarbonisation, waste reduction, local employment and skills) aligned to customer priorities and EQUANS commitments.
• Champion innovation and digital enablement to improve safe, compliance, service resilience and user experience, identifying and scaling new ways of working (e. g., predictive maintenance) that deliver measurable outcomes for customers.

What can we offer you?

On offer is a competitive salary, car or car allowance, bonus and benefits package, which includes;

• 25 days annual leave (+ public holidays)
• Life Cover
• Private Medical Insurance
• Employee discount shopping schemes on major brands and retailers
• Gym membership discounts
• Cycle to work scheme
• Holiday purchase scheme
• 2 corporate social responsibility days per year
• Broad range of learning opportunities, such as professional qualifications, collective/individual training, and personalized support programmes
• Attractive Employee Referral Rewards Scheme
• Access to our growing employee networks including Access Ability (representing those with physical and mental disabilities), Encompass (representing the LGBTQ+ community), RISE (representing people from ethnic backgrounds), WOMEN Together(representing women in Equans), Working Parents, Veterans and Reservists, and Young Professionals.
• 24/7 Employee Assistance Program and access to mental wellbeing app

Who are we looking for?

• Proven senior leadership experience in facilities management, asset management, projects, property services or a related public sector services environment.
• Strong track record of growing revenue through strategic account management, organic growth, solution selling or business development.
• Deep understanding of public sector customer environments, ideally across healthcare, education, emergency services, local government or leisure.
• Commercially astute, with the ability to develop business cases, shape solutions, assess risk and support profitable growth.
• Experience of working with complex estates, lifecycle planning, compliance-led services, projects or capital works.
• Credibility in discussing PFI, service transition, estate strategy, asset condition, procurement and delivery models with senior customers.
• Ability to work across matrix structures, influencing operational, commercial and business development teams without direct control of all resources.
• Strong relationship building, negotiation, presentation and stakeholder management skills.
• Knowledge of health and safety, governance and risk requirements relevant to acting as principal contractor.

Who are we?

Equans is a world leader in energy services with nearly 100,000 employees working in more than 50 countries, with an annual turnover of over 17 billion euros.

In the UK & Ireland, Equans is a provider of technical, FM, regeneration and energy services – with specialist capabilities in smart buildings, green mobility, district & embedded energy and decentralised renewables.

Equans’ 13,500 UK & Ireland employees combine these activities to help businesses, public sector organisations and government to embrace the energy transition towards net zero, and also the digital & industrial transitions that are redesigning the way we move, work and live.

Equans is a Bouygues group company.

As part our commitment to better reflect the markets within which we operate, we encourage applications from women, ethnically diverse individuals and people with disabilities, along with all candidates who identify with protected characteristic groups under the Equality Act 2010.

At Equans we’re committed to delivering a culture where everyone’s voice is heard and supported.

We know the value a diverse workforce creates, delivering better results for our people, customers, and stakeholders.

Diversity and inclusion is at the core of what we do, should you join Equans you'll find a welcoming and open workplace where you're supported and encouraged to be your true self at work.

You’ll also have access to our growing employee networks including Access Ability (representing those with physical and mental disabilities), Encompass (representing the LGBTQ+ community), RISE (representing people from ethnic backgrounds), WOMEN Together (representing women in Equans), Working Parents, Young Professionals and Veterans and Veterans and Reservists Network (Va R).

For this role, you must have evidence of the right to work in the UK.

Unfortunately, we are not able to offer a re-location package with this job role.

Certain roles may require applicants to undergo a Disclosure check, as noted in the role requirements.

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