​Role: Business Development Director (TFM - Educational Sector)

Salary: £75k plus company car, commission and pension

Job Status: Permanent/Full-Time

Location: Home-based but occasional trips to the London office will be necessary

Vacancy Reference: VR/05009

Role Description:

Bridge Recruitment are currently networking for a Business Development Director to join the Team of one of our clients, an innovative and forward-thinking company supporting clients within FM worldwide. As Business Development Director, you will be responsible for identifying and delivering new profitable contracts around Education, via selling, competitive tendering and maximising reactive opportunities. The ideal Business Development Director will have strong sales or operational experience in the Education sector, and will be able to commit to travelling throughout the UK. The individual would be expected to win approximately £4m - £6m of new business (annualised) per annum and will be supported by strong pricing, bid management and solutioning teams.

Responsibilities:

• Maintain and develop a wide network of contacts, building relationships across the Education marketplace to ensure the Company is invited to as many tenders as possible

• Represent the Company at all meetings as required and to secure new business and build intercompany networks

• Ensure a robust selection process is applied to all opportunities, considering capability, references, margin and competitiveness

• Ensure that all tender responses are innovative, accurate, compliant, timely and professionally presented

• Prepare and deliver all other aspects of the strategic sales process including awareness campaigns, presentations, exhibitions and general market collateral

• Work alongside the sector marketing lead to develop strategy, marketing material and collateral to support focussed sales approach

• Prepare and undertake a thorough hand-over process to operational colleagues once each contract is secured using the Company’s ISO procedures

• Assist with the collection, collation and recording of all statistical data for tender compilation, such as productivity ratings, margins and costs through Salesforce

• Keep abreast of the current market conditions and competitor activity

• Work both individually and as part of a team

• Follow up and provide feedback on sales leads and tender opportunities

• To be up to date with all new industry innovations for inclusion in tender responses

• Maintain a wide network of internal and external colleagues to develop sales opportunities

• Maintain and update Salesforce to ensure accurate sales reporting

• Communicate regularly with staff through formal and informal channels on safety matters to ensure that there is a free flow of ideas, and that morale remains high

• Ensure that the Company safety image is reflected positively through your actions and those of your subordinates

• Direct activities of all subordinates, ensuring that they are properly trained to competently carry out their duties and responsibilities as well as ensuring that they acknowledge and accept a personal responsibility for safety

• Take responsibility for ensuring that a safe system of work is produced and communicated to employees (subordinates) prior to the commencement of the work activity

• Take responsibility for ensuring that plant and equipment is maintained and fit for purpose

• Ensure that work activities are properly managed and supervised

• Manage the Occupational Road Risk of those drivers under your control

• Manage the safety performance of subordinates and take appropriate disciplinary action for any breaches in accordance with Company Procedures

• Be able to quickly develop and build good client and customer relationships

• Demonstrate strong interpersonal skills and work closely with operational colleagues in developing propositions for clients

• Prioritise work effectively and work extensively on your own initiative

• Be a self-starter, proactively selling, maintaining a strong pipeline

• Be a responsible and reliable member of the development team

• Have a detailed knowledge of the marketplace

• Write cohesive strategy documents and tender responses, detailing the unique features of the offer

• Have a particular knowledge and understanding of integrated service solutions and facilities management

• Be actively involved in Facilities Management networking associations

• Identify winnable opportunities and to be selective in bidding enabling at least a 1:3-win ratio

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Requirements:

• Strong experience in a sales role within the FM environment (both Soft and Hard preferable) with a broad understanding of the Education sector if possible

• The individual would be expected to win approximately £4m - £6m of new business (annualised) per annum and will be supported by pricing, bid management and solutioning teams

• Desirable: GCSE, A Level

• Essential: Educated to A level standard or equivalent

• IT literate (PowerPoint, Word and Excel)

• Memberships - preferably BIFM, AHCP, or other relevant bodies

• The successful candidate must be willing to travel across the UK to support the business development role and any other special project activity

• Strong sales or operational experience in the Education sector, particularly in universities, multi-site colleges, local authority schools and private education providers

• Understanding of routes to market for the Education sector

• Good overall understanding of both Soft and Hard Services and the Facilities Management market sector

• Ability to listen and understand client needs

• Positive mental attitude

• Ability to generate a solution to the Client's expressed needs

• Highly numerate and computer literate

• Must have the ability to interpret, manage and present information in an innovative manner

• Be commercially aware with total commitment to customer service and development

• Good communication, organisational and analytical skills

• Neat and professional presentation

• Flexible approach to working hours and location

• Ability to work to deadlines and project manage the bid process

• Ability to work alone and as team