Sales And Development Manager

Business Development Manager Facility Management

Role Purpose

Drive revenue and margin growth for the Facility Management (FM) business by identifying, winning, and retaining B2B contracts for soft services and related facility management solutions.

Key Responsibilities

1. New Business Acquisition

• Identify and qualify new clients across target segments such as corporate offices, IT parks, hospitals, malls, manufacturing plants, residential complexes, educational institutions, and commercial establishments.
• Generate leads through networking, cold calling, digital outreach, industry events, referrals, and channel partners.
• Develop and execute sales strategies and account plans to achieve quarterly and annual revenue targets.
• Build a strong pipeline of prospective clients and convert opportunities into profitable contracts.

2. Proposal, Tender & Bid Management

• Coordinate with Operations, Finance, HR, Procurement, and Technical teams to prepare techno-commercial proposals, RFP/RFQ responses, and tender documents.
• Lead solution design and pricing, including scope of work, manpower deployment, staffing models, SLAs/KPIs, cost sheets, and value-added services.
• Prepare and deliver compelling client presentations and commercial proposals.
• Lead commercial negotiations and support finalization of contracts, service levels, and terms and conditions.

3. Client Relationship Management

• Build and maintain strong relationships with CXOs, Admin Heads, Facility Heads, Real Estate Heads, Procurement Leaders, and other key decision-makers.
• Work closely with Operations to ensure service delivery meets agreed SLAs and customer expectations.
• Identify opportunities for contract renewals, upselling, and cross-selling of additional services.
• Act as a key escalation point for strategic accounts and ensure timely resolution of client concerns.
• Develop long-term partnerships and improve customer retention.

4. Market Intelligence & Business Strategy

• Track market trends, competitor offerings, pricing benchmarks, and emerging opportunities in the FM industry.
• Monitor regulatory and compliance developments impacting facility management services.
• Identify new sectors, geographies, service lines, and customer segments for business expansion.
• Provide market insights and recommendations to management for improving the go-to-market strategy.

5. Internal Collaboration & Contract Mobilization

• Coordinate with Operations, HR, Procurement, Finance, and Transition teams for smooth mobilization of newly won contracts.
• Ensure proper handover of commercial commitments, manpower requirements, scope of work, and client expectations to the Operations team.
• Support the transition team during the initial implementation of new contracts.
• Ensure all commercial and operational commitments made during the sales process are properly documented.

6. Sales Pipeline & MIS

• Maintain an updated sales pipeline and CRM with accurate opportunity details and stages.
• Prepare regular MIS reports covering leads, opportunities, proposals, tender status, conversion ratios, and revenue forecasts.
• Track sales performance against monthly, quarterly, and annual targets.
• Maintain a database of prospective clients, key decision-makers, and market opportunities.

7. Branding & Business Promotion

• Support business development initiatives through industry events, networking forums, client meets, and conferences.
• Develop client presentations, case studies, capability documents, and reference-site presentations.
• Build the company's brand visibility and market presence within the FM industry.

Qualifications & Experience

• Graduate/Postgraduate in Business Management, Engineering, Facilities Management, Real Estate Management, or a related discipline.
• 3–8+ years of experience in B2B business development, sales, or key account management.
• Experience in Facility Management, Integrated Facility Management (IFM), Engineering Services, Staffing, Security, Housekeeping, or other outsourcing services is preferred.
• Proven track record of acquiring and closing large-value FM/service contracts.
• Strong experience in tender management, techno-commercial proposals, negotiations, and contract closure.
• Established network among corporate, industrial, healthcare, commercial, retail, and real estate clients will be an advantage.

Key Competencies

• Business Development & Sales
• B2B Client Acquisition
• Tender & Bid Management
• Commercial Negotiation
• Key Account Management
• Facility Management Industry Knowledge
• Relationship Management
• Market Intelligence
• Revenue & Margin Management
• Presentation & Communication Skills
• Strategic Thinking
• Strong Networking & Influencing Skills