Salary: Competitive, dependent on experience
Package: Company car / £600 monthly car allowance + excellent benefits + potential EMI share options
The Opportunity
An exciting opportunity has arisen for an experienced Senior Business Development Manager to play a key role in the next phase of growth for a leading organisation within the BMS, Building Controls and Smart Buildings sector.
Working closely with the Business Development Director, CEO and wider leadership team, you will have genuine influence over the sectors, clients, strategic relationships and routes to market the business pursues.
This is not simply an account management or lead-generation role. You will take ownership of the complete sales journey - from identifying and developing opportunities through to proposal, negotiation, contract award and successful handover.
You will be supported by experienced technical, estimating, project, service and delivery teams, allowing you to focus on developing high-value relationships and winning new business.
Key Responsibilities
Identify and develop new business opportunities across agreed sectors and geographical areas.
Grow existing accounts through cross-selling, upselling and wider portfolio opportunities.
Re-engage dormant and underdeveloped client relationships.
Build strong relationships with consultants, end users, FM organisations, main contractors, M&E contractors and strategic partners.
Understand client requirements, commercial drivers, timescales and business challenges.
Own the full sales cycle from initial discovery and qualification through to proposal, presentation, negotiation, award and handover.
Coordinate internal estimating, technical, operational and bid-writing support.
Contribute directly to proposal development, pricing strategy and commercial negotiations.
Ensure opportunities meet required margin, governance and delivery standards.
Maintain an accurate and healthy sales pipeline.
Produce credible sales forecasts and provide regular updates to the leadership team.
Represent the business at relevant industry events, forums and networking opportunities.
Provide market intelligence around client sentiment, competitor activity, barriers and emerging opportunities.
Develop a predictable and sustainable pipeline that supports the company's long-term growth strategy.
What We're Looking For
We're looking for a commercially driven BMS / Building Controls sales professional with a proven track record of winning new business.
You should be able to demonstrate:
Proven success in business development or technical solution sales within BMS, BEMS, Building Controls or Smart Buildings.
Strong knowledge of the UK BMS market and its key routes to market.
An established network across consultants, end users, contractors, FM organisations and senior decision-makers.
A proven ability to personally identify, develop and convert new business opportunities.
Experience managing medium and long-term sales cycles involving multiple stakeholders.
Strong technical credibility and the ability to discuss BMS operation and solutions with both technical and non-technical audiences.
Experience working within multi-manufacturer BMS environments, including platforms such as Trend and Tridium.
Excellent presentation, proposal-writing and negotiation skills.
Strong commercial awareness, including margin, risk, resource requirements and delivery capability.
Excellent communication, organisation and time-management skills.
A proactive, self-motivated and accountable approach.
The ability to work autonomously while collaborating effectively with senior leadership and technical/operational teams.We're not looking for a transactional salesperson. The ideal candidate will bring genuine BMS market knowledge, strong industry relationships and a proven ability to build and convert strategic opportunities.
Relevant Backgrounds
We would be interested in speaking with candidates currently working as:
Senior Business Development Manager
Business Development Manager
BMS Sales Manager
Building Controls Sales Manager
Solutions Sales Manager
Strategic Account Manager
Key Account Manager
BMS Sales Engineer
Smart Buildings Business Development Manager
Energy Solutions Business Development ManagerRelevant experience may come from:
BMS systems integrators
BMS and controls manufacturers
Building controls specialists
Smart building technology businesses
HVAC controls organisations
Energy management and building optimisation companies
Facilities management businesses with a strong technical/controls offering
M&E contractors with established BMS or controls divisionsThe quality of the individual, their relationships and their track record will be more important than their current job title.
What You'll Receive
The package includes:
Competitive salary based on experience.
Company car with a lease value of up to £600 per month OR £600 monthly car allowance.
Contributory pension scheme.
Non-contributory private healthcare, with the option to extend cover to family members.
Employee Assistance Programme for you and your family.
26 days' annual leave + public and bank holidays.
One additional paid day for charity work.
Company laptop and mobile telephone.
Company expenses facility.
Hybrid working across the South East with regular client and site travel.
Structured six-month onboarding and development programme.
Potential participation in the company's EMI share-option scheme, subject to eligibility, approval and scheme rules.The EMI opportunity is designed to give the right individual the chance to participate in the long-term value they help create within the business.
A Structured Start
You won't simply be handed a sales target and left to figure things out.
Your first six months will include a structured onboarding and development programme covering:
Introduction to the leadership and wider business teams.
Understanding the company's strategy, values, culture and technical capabilities.
Reviewing the existing pipeline, active opportunities and historical sales performance.
Understanding lead-generation sources and qualification processes.
Developing an initial 90-day action plan.
Attending live client meetings, presentations and pitches.
Meeting key strategic clients.
Reviewing existing accounts and identifying additional opportunities.
Identifying high-potential target sectors and accounts.
Developing new prospects into a qualified sales pipeline.
Progressively taking ownership of proposals, pricing and negotiations.
Creating a clear sales-development plan for the following six months.
The Opportunity
This is an opportunity to join a business where business development genuinely influences the direction of the company.
You will have the autonomy to develop your own network, target new sectors, build strategic relationships and create opportunities, while having the technical and operational support required to successfully convert them.
For an ambitious BMS / Smart Buildings sales professional looking for greater responsibility, influence and long-term career progression, this is an opportunity worth exploring
Salary description
£60000.00 - £100000.00 per year