Job Description

Job Category: Business Development & Marketing & Communications
:
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

About Us: BGIS is a global leader in integrated facility management services. Offering a full range of facility and real estate management services, BGIS partners with clients globally to bring forward innovative solutions.
About the Team: BGIS is a global leader in the provision of Facility Management, Project Delivery, Energy & Sustainability, Asset Management, Workplace Advisory, and Real Estate Services. With a combined team of over 8,000 globally, BGIS relentlessly focuses on delivering innovative service solutions that create value for its clients. Globally, BGIS manages over 30,000 facilities totalling more than 320 million square feet across several markets including government, higher education, utilities, telecommunications, financial services, oil & gas, healthcare and cloud enterprise. In addition to managing a diverse portfolio of corporate offices, retail, colleges, hospitals and industrial assets, BGIS is a world leader in the management of data centers and other critical environments.

Skills Required