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Business Development Manager FM
2 weeks ago
Your Opportunity
At Serco, we strive to create innovative solutions that make a positive impact. Our commitment to inclusivity and gender equality fosters a workplace where everyone feels safe and supported.
Anchored by our values of trust, care, innovation, and pride, the Senior FM Business Development & Sales Manager role will support us in achieving our purpose to impact a better future.
Key Accountabilities:- Drive growth, business development, and sales across Facilities Management (FM) in the Middle East.
- Collaborate with Operations Directors to deliver an effective Business Growth Strategy for FM, focusing on Key Account Management, Proactive Stakeholder Engagement, and Pipeline Development.
- Accountable for achieving Divisional Business Development and Growth targets in conjunction with Operations Directors.
- Develop a pipeline to grow the FM business in accordance with agreed targets.
- Manage and develop multiple customer relationships for key accounts in the region.
- Work with stakeholders to develop business development and sales strategies aligned to the Middle East and Serco Group strategies, aiming to achieve short, medium, and long-term profitable growth & sales targets.
- Shape long-term business development and sales strategies for FM.
- Promote major bids, re-bids, or new bids for new customers.
- Foster governance adherence in line with the Serco Business Governance and Life Cycle Process.
- Maintain market awareness and gain early market intelligence.
- Stay informed about Serco's marketplace, customer trends, and issues, as well as associated solutions to facilitate strategic opportunities.
- Keep up-to-date knowledge of the industry landscape, including technological solutions, service offerings, and delivery capabilities, to foster high-performing partnerships offering innovative solutions.
- Maintain extensive knowledge of competitors and their strategies in own and related markets, supporting the development and maintenance of a current catalogue of competitor analyses.
- Conduct regular competitor/market intelligence reviews and stakeholder analysis.
- Track key political developments relevant to the opportunity.
- Ensure solutions meet customer needs.
- Conduct SWOT analysis.
- Closely collaborate with Solution Architects and SMEs to review and challenge solutions.
- Identify areas adding value to the solution (i.e., role of subcontractors/partners/etc).
Specific Requirements:
- Seven years minimum experience in Business Development or Sales for a multi-national or large regional company in the Facilities Management industry.
- Experience in shaping partnerships and alliances with public and private sector customers and other relevant stakeholders.
- Evidence of successful completion of significant new business in similar sectors to Serco.
- Proven ability to set, monitor, and achieve safety objectives.
- Proven track record of winning new business and delivering challenging growth targets.
- In-depth knowledge of customer base, preferably in Facilities Management.
- A pervasive understanding of business organisations at a strategic level.
- Prior experience working and living in the Middle East is essential.
- Understanding of the Middle East regional business environment from stakeholder behaviour to current contract circumstances.
- Natural consultancy style constructively challenging the business and building relationships at all levels of the organisation.
- Excellent communication skills to convey complex information in an easily understood format.
- Ability to influence senior management, establish and maintain collaborative partnerships, and provide thought leadership.
- Highly skilled influencer with excellent negotiation skills.
- Ability to manage a defined budget, ensuring cost efficiency and value for money; and forecast and prepare team budget plans, and manage the implementation of spend against agreed objectives.
