Senior FM Business Development and Sales Manager

Key Accountabilities Take responsibility and accountability for Growth Business Development and Sales across Facilities Management FM in the Middle East Work with the Operations Directors take responsibility and accountability for delivering an effective Business Growth Strategy for FM with focus on Key Account Management Proactive Stakeholder Engagement and Pipeline Development Accountable working in conjunction with the Operations Directors for the achievement of the Division s Business Development and Growth targets Develop the pipeline for FM to grow the business in accordance with agreed targets Manage and develop multiple customer relationships for the key accounts in the region Work with key stakeholders in developing business development and sales strategies and plans aligned to the Middle East and Serco Group strategies that will achieve short medium and longterm profitable growth sales targets and then implementing those plans Shape the longterm business development and sales strategies for FM Help win major bids rebids or new bids for new customers Follow governance is applied in line with the Serco Business Governance and Life Cycle Process Shape markets and gain early market intelligence Maintain knowledge of Serco marketplace customer trends and issues and associated solutions to facilitate the development of strategic opportunities Maintain uptodate knowledge of the industry landscape including technological solutions service offerings and delivery capabilities to facilitate high performing partnerships offering innovative solutions Maintain extensive knowledge of competitors and their strategies in own and related markets and support 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 solution meets customer needs Conduct SWOT analysis Work closely with Solution Architects and SMEs to review and challenge solution Scope out areas which add value to the solution i e role of subcontractors partners etc Specific Requirements Seven 7 years minimum experience in Business Development or Sales for a multinational or a large regional company of Facilities Management industry Experience of 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 Indepth knowledge of customer base preferably in Facilities Management A pervasive knowledge of business organisations at strategic level Prior experience of working and living in the Middle East is essential An understanding of the Middle East regional business environment from stakeholder behaviour to current contract circumstances A natural consultancy style which constructively challenges the business and builds relationships at all levels of the organization Excellent communication skills with the ability 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 to forecast and prepare team budget plans and manage the implementation of spend against agreed objectives You will be redirected to the company website to apply for this position