Job Description

Job Title:

Business Development Director

Reports to:

Vice President

-

Client Solutions, UK & Europe



PURPOSE OF THE JOB


The Business Development Director collaborates with the VP -Client Solutions, UK & Europe to understand the needs of prospective and existing clients, and development of the BGIS solution offering and related value propositions. They collaborate with internal stakeholders in developing and executing the required sales strategy including but is not limited to lead generation, business development, building a long-term sales pipeline, business case development, delivery model development, proposal development & writing. They lead their team and stay abreast of assigned client vertical markets and actively participates in related industry associations supporting BGIS industry awareness.



KEY DUTIES AND RESPONSIBILITES

Business Development New Clients

Engages with potential clients to build relationships and a pipeline of prospective new business opportunities in line with the vertical markets targeted by the business. Supports development and execution of sales strategies to ensure business growth and profitability in alignment with agreed BGIS growth strategies. Implement the BGIS Way - solutions-based sales approach for all pursuits. Actively track and report on pursuit process using Salesforce.

Business Development Existing Clients

In collaboration with account teams and stakeholders, undertake specific business development assignments with existing clients as required. Support solutioning of retender opportunities and enhancement of wallet share through targeted cross-selling of services.

Solutioning

Supports development of appropriate BGIS delivery solutions that address prospective client's needs and business strategy/objectives and takes into consideration the client's business and value drivers, as well as perceived value of the proposed solution(s). Solutions include all aspects of the required delivery model such as organisational design, process design, financials & business case, savings strategies etc. Support development of all aspects of BGIS delivery solution to meet client needs. Collaborate with BGIS departments to develop solutions in support of business development efforts. Support and consult upon marketing solutions with internal and external resources in targeted campaigns to support the growth of the business and BGIS brand. Leads the Estimating team is creating robust and compelling commercial models.

Proposals

Leads sales opportunities, reviews RFP requirements and supports the VP- Client Solutions, UK & Europe in understanding factors such as client needs, business strategy/objectives, value perception, business and value drivers. Supports development of appropriate strategy which responds to all tender factors. Leads conceiving, writing and editing of RFP responses. Engages with and enhances the compilation of a central bid library for future proposals Supports the Bid Manager is controlling, supporting, and driving the bids

Industry Awareness

Elevates the visibility of the organisation and thought leadership with involvement in the application of industry awards and speaking engagements on behalf of BGIS. Develops and maintains current knowledge of assigned vertical markets, their competitive landscapes and prospective clients.
Actively engages in social media in alignment with BGIS' social media and marketing strategies to champion the brand



KNOWLEDGE AND SKILLS


University graduate or professionally qualified with demonstrated progressive, industry knowledge and related experience that usually comes with more than 5 years of FM or similar industry delivery sales experience Specific client vertical market experience and expertise to support BGIS market growth Fully developed presentation, communication, interpersonal & consultative skills. Excellent writing & presentation development skills Excellent industry knowledge and experience * Experience of compiling costed solutions as part of the tender process