Description
Role DescriptionFacility Performance Consulting (FPC) is a global full-service integrated technology consultancy and professional services company providing Building Performance Services, Digital (Smart) Building Consultancy services and Solutions to the built environment.Reporting to the CEO, and working as part of our global Business Development team, the Business Development Manager (EMEA) is a sales-focused professional who can leverage their industry knowledge and professional network to promote FPC services to potential new and existing clients.
The primary role is to identify and secure opportunities for FPC services in the EMEA region with new clients through outreach in the industry and leveraging a variety of sales and marketing platforms including direct contact, social media, industry events etc. They would be able to grow FPCs brand in the industry and be able to present thought leadership and attend industry events to promote FPC and its services.As new opportunities are identified, this role will ascertain the prospective client requirements and work in collaboration with other technical experts in FPC to develop bid responses and proposals that meet client technical, business, and budget requirements, together with FPC commercial targets and objectives.The Business Development Manager represents FPC in delivering services to our Clients and when working with industry partners and suppliers, so will maintain the highest standards of technical and professional performance, and conduct themself with honesty and integrity at all times. In addition to client-facing role and responsibilities, the Business Development Manager is expected to make a positive contribution to the development of the team and wider FPC business, working effectively with all FPC colleagues to successfully achieve FPC’s business objectives.
Requirements
The ideal candidate will have a strong background in Sales/Marketing practices and in-depth knowledge of technology and its application in the real estate/built environment industry.The key responsibilities for this role include, but are not limited to, the following:
- EMEA Region Business Development and Sales Lead
- Serve as the EMEA regional Sales team lead to develop long-term relationships with clients
- Identify and lead regional Sales pursuits with existing and prospective clients for FPC in the areas of Digital Building Consulting, Master System Integrator, Building Performance services and Technology Solutions and Services
- Lead the preparation and delivery of sales presentations, working with FPC colleagues to showcase services, products and solutions to new prospective clients
- Negotiate tender and contract terms and conditions to meet both client and company requirements
- Responsible for responding to functional, commercial and technical elements of RFIs/RFPs in conjunction with appropriate FPC colleagues, through to execution of contract/purchase order
- This role will be responsible for developing and closing new business opportunities throughout the sales lifecycle, including specifically:
- Identification of new business leads
- Qualification of client requirements
- Working with FPC colleagues to position in the market FPC services and solutions
- Owning the development of proposals / RFP bid responses through to closure/award, working with FPC teams to develop proposals for approval by COO (Commercial) and CTO (Delivery/Technical) prior to submittal to clients
- Prepare and maintain sales reports by collecting, analysing, and summarising sales information and engineering and application trends
- Support company wide Sales and Marketing activities including:
- Supporting the development and execution of the FPC Sales & Marketing Strategy, including both:
- Contributing to development and implementation of the global strategy in conjunction with colleagues in the Business Development team
- Being responsible for the EMEA Regional sales & marketing strategy and its execution
- Leading the development of Sales and Marketing collateral
- Attending relevant trade shows, conferences and other marketing events
- Providing support to Sales & Marketing related aspects of the FPC Innovation Board product development process
Experience and Qualifications
The Business Development Manager should possess some or all of the following experience and qualifications:
- Minimum 8-10 years New Business Sales experience, preferably in Smart/Digital Buildings Consultancy, IoT Solutions, Systems Integration related projects or related industries such as Architecture, Design or Construction
- Effective verbal and written communication skills
- Excellent Sales/Project Reporting, Risk and Issue Management and Communications Skills
- Coordinating on Project Reviews and Lessons Learnt activities to feed into Continual internal and external improvement
- Effective Stakeholder Management and communication skills, including attending sales, client and team meetings as required, document writing and presentation skills
- Experience working as part of a New Business Development team to help coordinate & manage the project from design to handover, including:
- Client requirements gathering and documentation
- Competitive Tender (RFP) Procurement
- Project proposal development, estimating and presentation
- Knowledge of, and preferably experience in, the RIBA Stages of Work or international equivalents
- Experience and or qualification in Construction Projects and Contracting methods
- Basic technical understanding in delivering Digital/Smart Buildings, IoT and/or Technology Solutions projects
- Competent using Google Suite and/or Microsoft Office software applications
Benefits
- Discretionary Bonus
- Private Healthcare Plan
- Discretionary Bonus
- Annual Salary Reviews
- 25 days holiday
- Pension Plans
- Life Assurance
- Work From Home
- Training & Development
- Employee Assistance Programme
