Location: London, Flexible Working, 3 days in office
Lead and build the tender, bid and pricing engine for a successful FM business, defending and growing existing contract and framework positions with commercial discipline.
This is a genuine build-and-professionalise mandate, not a caretaker role.
What You Will Own:
- Tender and bid leadership pricing strategy, differentiation, and working with a bid team to win competitively
- Defence and growth of existing hard FM framework and contract positions
- The sales operating rhythm CRM discipline, pipeline stages, forecasting cadenceNew business creation and key account growth beyond the existing framework base
- Coaching and developing the sales and bid team
What Success Looks Like
- A disciplined, adopted bid and pricing process that improves win rate without eroding margin
- Existing framework and contract positions actively defended and grown, not just maintained
- A sales and bid team that is measurably stronger than when you arrived
What You Will Bring Essential:
- Genuine FM sector experience able to speak specifically to M&E maintenance, technical/compliance-led services, and the distinction between TFM, hard FM and bundled models
- A personal track record of leading and winning competitive hard FM tenders, with a defensible win rate and evidence of beating a bigger or incumbent competitor
- Experience designing and embedding a sales operating system (CRM discipline, pipeline management, forecasting) and working effectively with a bid team
What You Will Bring Desirable / Developable:
- Specific client base and framework portfolio (can be learned quickly)
- Familiarity with specific systems and reporting (covered in onboarding)
How You Will Operate:
With genuine autonomy to build, balanced by close working with the Managing Director and Sales team. Commercially demanding of your team, but building trust rather than relying on authority alone particularly important when introducing bid discipline into a team used to relationship-led renewal.
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