Business Development Director

Business Development Director

Location: London, UK

Overview

A market-leading facilities management and engineering services provider is seeking an accomplished Sales & Solutions Lead (Director) to spearhead growth across complex integrated FM and technical M&E opportunities.

This is a pivotal, high-impact leadership role — responsible for leading the entire sales and solutioning process from initial prospecting to full implementation. The successful candidate will be instrumental in shaping winning strategies, leading multi-disciplinary teams, and securing new, expansion, and renewal contracts across the UK and Ireland.

Key Responsibilities

Strategic Sales Leadership

• Lead the end-to-end development of technical and integrated FM sales opportunities, from identification through to operational handover.

• Partner with senior leadership to drive sustainable business growth and deliver against annual revenue and conversion targets.

• Develop go-to-market strategies that position the organisation competitively within the FM and engineering sector.

Solution Development & Coordination

• Design bespoke M&E and IFM solutions, incorporating staffing models, operational frameworks, and technology enablement.

• Coordinate cross-functional solution teams to deliver high-quality, client-specific proposals.

• Create compelling commercial and technical narratives that differentiate the offer in a competitive marketplace.

Client Engagement & Relationship Management

• Act as the senior point of contact for prospective and existing clients during major bids and solutioning processes.

• Lead workshops, discovery sessions, and site tours to deeply understand client challenges and tailor solutions accordingly.

• Build and nurture trusted relationships with key decision-makers and influencers.

Financial & Commercial Oversight

• Develop robust financial models, cost structures, and pricing strategies aligned with client requirements and business objectives.

• Work closely with commercial and legal teams to negotiate contract terms and final agreements.

• Ensure solution profitability and operational readiness prior to transition.

Market Intelligence & Strategic Insight

• Maintain a deep understanding of the FM and engineering market landscape, identifying trends and emerging opportunities.

• Leverage data, analytics, and lessons learned to refine future solution strategies.

• Drive continuous improvement across the sales and solutioning function.

Process Excellence & Governance

• Oversee CRM management and pipeline reporting, ensuring data accuracy and compliance with internal protocols.

• Lead structured bid reviews, ensuring solutions are competitive, deliverable, and financially sound.

• Collaborate across business units to embed best practices and knowledge sharing.



Performance Indicators

• Achieve defined win-rate targets across new business, renewals, and expansions.

• Deliver consistent year-on-year growth in profitable technical and integrated FM contracts.

• Ensure seamless handover from sales to operations and client satisfaction post-mobilisation.

Candidate Profile

• 10–15 years’ experience in mechanical & electrical (M&E) and integrated facilities management (IFM) solution selling.

• Proven success in developing and closing complex, multi-service FM deals exceeding £1M in annual contract value.

• Exceptional commercial acumen with the ability to translate client needs into practical, profitable solutions.

• Strong stakeholder engagement skills — credible at board level and comfortable leading cross-functional teams.

• Experience managing bids, RFP processes, and solution design for large-scale contracts in both private and public sectors.