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- Tasks: Lead complex B2B deals and develop tailored solutions for enterprise customers.
- Company: First Mile, a top UK recycling and waste management company.
- Benefits: Competitive salary, commission structure, 25 days holiday, and monthly wellbeing allowance.
- Other info: Join a dynamic team with opportunities for professional development and career growth.
- Why this job: Make a real impact on sustainability while driving business growth.
- Qualifications: Experience in B2B sales, strong negotiation skills, and ability to engage senior stakeholders.
The predicted salary is between 60000 - 80000 £ per year.
About First Mile
First Mile is one of the UK’s leading recycling and waste management companies, serving over 30,000 businesses including brands such as Pret A Manger, Netflix and Zara. We help organisations reduce their environmental impact through smarter waste and recycling services, combining operational delivery with commercial flexibility and service quality. Our customers range from independent restaurants and retailers through to national hospitality groups, commercial estates, universities and public sector organisations. As environmental regulation tightens and sustainability becomes a core business priority, demand for scalable, high-quality recycling solutions continues to grow. We are expanding our commercial capability to win larger, more complex, multi-site customers across the UK.
The Role
This role focuses on winning and converting complex, high-value and tender-led opportunities. You will lead the commercial approach on enterprise deals, working across multiple stakeholders internally and externally to shape, structure and close contracts that are both operationally deliverable and commercially robust. Typical opportunities include:
- £100k+ contract value
- Multi-site or national coverage
- Tender-led or procurement-driven processes
- Cross-functional input across operations, supply chain and pricing
You will own the full sales cycle, but with a clear focus on deal strategy, bid quality, pricing discipline and conversion — not just pipeline volume.
Key Responsibilities
- Win Complex New Business
- Identify, develop and secure enterprise opportunities across multi-site and operational customers
- Build relationships with senior stakeholders including procurement, estates, operations and facilities leadership
- Lead meetings, site visits and commercial discussions with prospective customers
- Develop tailored solutions aligned to customer requirements and operational realities
- Negotiate pricing, service structure and contract terms to secure profitable agreements
- Lead Bid & Tender Opportunities
- Own the commercial strategy for tender-led opportunities
- Work with internal teams (bid, supply chain, operations) to develop high-quality submissions
- Ensure bids are structured, competitive and aligned to customer evaluation criteria
- Avoid reactive, last-minute submissions through clear planning and ownership
- Pricing & Commercial Ownership
- Own pricing approach on enterprise deals
- Validate cost inputs and ensure alignment with supply chain and operational delivery
- Apply pricing guardrails and maintain margin discipline
- Make clear trade-offs between price, service and risk
- Pipeline Quality & Deal Management
- Build and maintain a credible, qualified pipeline of enterprise opportunities
- Manage all opportunities through Salesforce with clear next steps, values and close plans
- Maintain momentum across multiple complex deals simultaneously
- Rigorously qualify and prioritise opportunities
- Conversion & Performance
- Improve win rates on complex and tender-led opportunities
- Take ownership of deal outcomes, including losses
- Continuously refine approach based on performance and feedback
- Cross-Functional Leadership
- Lead coordination across Supply Chain, Operations, Customer Ops and Finance
- Ensure all proposed solutions are feasible, deliverable and commercially sound before submission
- Act as the central point of ownership across the deal lifecycle
Requirements
What We’re Looking For
We are looking for commercially strong operators who can lead and close complex B2B deals, not just generate pipeline. You are likely to have experience selling contracted, operational services into multi-site or enterprise customers. Relevant backgrounds include:
- Waste management
- Facilities management
- Energy and utilities
- Property and building services
- Logistics or outsourced services
- Public sector or framework-led environments
You will bring:
- Proven track record winning complex, multi-stakeholder B2B deals
- Experience in tender-led or procurement-driven sales processes
- Strong commercial judgement (price vs margin vs risk)
- Ability to work cross-functionally to shape solutions
- Confidence engaging senior stakeholders
This role is not suited to:
- Volume-focused or purely transactional sales profiles
- Candidates reliant on heavy structure or large support teams
- Individuals focused on revenue without regard for margin or delivery
Skills & Attributes
- Strong commercial and negotiation capability
- High level of ownership and accountability
- Structured approach to deal management and pipeline discipline
- Ability to manage multiple complex opportunities simultaneously
- Clear, confident communication and presentation skills
- Comfortable operating in a performance-driven environment
Benefits
Competitive base salary with commission structure, 25 days holiday plus bank holidays, increasing with service, enhanced maternity and paternity scheme, monthly wellbeing allowance, regular company events and team socials.
Why This Role Matters
This role plays a key part in improving conversion on higher-value opportunities, strengthening pricing and margin discipline, increasing forecast reliability, and building a scalable commercial model to support future growth.
Enterprise Business Development Manager employer: First Mile
Contact Detail:
First Mile Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Enterprise Business Development Manager
✨Tip Number 1
Network like a pro! Get out there and connect with industry professionals on LinkedIn or at events. Building relationships can open doors to opportunities that aren’t even advertised.
✨Tip Number 2
Prepare for those interviews! Research the company, understand their values, and be ready to discuss how your experience aligns with their needs. Confidence is key, so practice your pitch!
✨Tip Number 3
Follow up after interviews! A quick thank-you email can leave a lasting impression. It shows you’re genuinely interested and keeps you on their radar.
✨Tip Number 4
Don’t forget to apply through our website! We’ve got loads of opportunities waiting for you, and applying directly can sometimes give you an edge over other candidates.
We think you need these skills to ace Enterprise Business Development Manager
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Enterprise Business Development Manager role. Highlight your experience in winning complex B2B deals and working with multiple stakeholders, as this is what we’re really looking for!
Showcase Your Commercial Acumen: We want to see your strong commercial judgement in action! Include examples of how you've successfully navigated pricing, service structures, and contract negotiations in previous roles. This will help us understand your approach to deal management.
Be Clear and Concise: When writing your application, keep it clear and to the point. Use bullet points where necessary to make your achievements stand out. We appreciate a structured approach that makes it easy for us to see your qualifications at a glance.
Apply Through Our Website: Don’t forget to submit your application through our website! It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it shows you’re keen on joining our team!
How to prepare for a job interview at First Mile
✨Know Your Stuff
Before the interview, dive deep into First Mile's services and their impact on sustainability. Understand their customer base and be ready to discuss how your experience aligns with their mission of reducing environmental impact.
✨Showcase Your Commercial Acumen
Prepare examples that highlight your ability to negotiate complex deals and manage multi-stakeholder relationships. Be ready to discuss specific instances where you successfully closed high-value contracts and how you navigated challenges.
✨Engage with Confidence
Practice your communication skills to ensure you can confidently engage with senior stakeholders. Use role-play scenarios to simulate discussions about pricing, service structures, and contract terms, showcasing your negotiation prowess.
✨Plan for Success
Demonstrate your structured approach by outlining how you would manage the sales cycle for enterprise opportunities. Discuss your strategies for maintaining a credible pipeline and ensuring bids are competitive and aligned with customer evaluation criteria.