Business Development Manager

Role Description:

Key Responsibility:

Job Purpose: 

• To work with and, where appropriate, lead the operations team and members of the work winning team in the generation, management and conversion of a sustainable pipeline of work that reflects the current and anticipated Business Plan. This is achieved through programmes of research and intelligence gathering, the interpretation and communication of data and the preparation and implementation of appropriate action plans.


• To manage and lead the work winning activity by developing and implementing winning strategies in the business development process.


• Be the first point of contact for current and potential clients with regards to new work opportunities.
  Review, analyse and manage the response to client RFP’s and support the Khidmah response to tender requirements.


• Liaise with external stakeholders with regards to clarifications and site understanding.


• Make recommendations at SMT level that ensures strategic objectives are met and benchmarks Khidmah’s capability with the competition.


• Negotiate and close deals.

Roles, Responsibilities, Duties: 

1. Manage the FM opportunities for Khidmah from start to finish


2. Develop an understanding and advising on key opportunities, markets and clients


3. Hold an up-to-date understanding of the macro economic environment.


4. Consider the implication of this for the key Sectors within which we operate and target


5. Anticipate and understand how key players will respond


6. Research to understand the business and project drivers of Sectors, customers and opportunities


7. Engage with Sectors and customers to anticipate potential business opportunities and implement actions that will position Khidmah with differentiated advantage


8. Ensure the maintenance and up-dating of Sector, Business Unit and Customer Account plans


9. Analyse the customer base across the Region or Sector to establish a common approach to retention and growth


10. Hold introduction and update meetings with current and potential clients


11. ‘Sell’ the Khidmah service offering and ensure Khidmah are added to the tender lists of clients in our target sectors


12. Prepare programmes of external communication, customer engagement and brand promotion that will contribute to the achievement of Khidmah’s objectives


13. To convert work winning opportunities into successful and profitable contracts


14. Work with the Business Development Director, Bid Manager & Operations Leads to develop alternative commercial models and offerings


15. Lead and manage the business development process


16. To create a business development strategy and work with the bid team and work winning resources to identify, capture and develop win themes


17. To ensure that submission documents are complete and fully responsive to formal and informal questions posed in the clients bid documentation.


18. To determine the likely response of competitors and to seek to positively differentiate the Khidmah offering


19. To ensure that a bid is submitted on time and in the required format


20. To monitor and challenge technical solutions and costs


21. Ability to work independently


22. Strong communication and networking skills


23. Proactive and uses initiative to self-motivate and drive team


24. Understands the ‘long game’


25. Possess strong analytical skills


26. Ability to adapt and work flexibly with a multicultural team and in a multicultural context


27. Builds strong relationships


28. Able to operate within a corporate environment, structures and processes


29. Ensuring compliance with contractual, legal and legislative obligations at all times.

Requirements:

Qualifications

1. Education level Degree or equivalent in a Business or FM related discipline.


2. Relevant Business Development training and certification and/or accreditations.


3. Preferable worked in the Facilities Management Sector with a minimum of 10 years' relevant experience.

Experience:

1. 10 years’ experience in Business Development and Lead Generation activities, preferably with facilities management or related experience


2. Skilled user of Microsoft Office Suite


3. Time Management – Be able to manage one's own time and the time of others to meet deadlines.


4. Coordination – Have flexibility to adjust actions in response to changes in priorities


5. Decision Making – Be aware of the impact of decisions on the team and be able to make decisions based on limited information


6. Problem Solving – Being aware of and understanding the implications of new information for both current and future proposals


7. Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems


8. Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions


9. Proactive – Seek out and identify important data that can be used in proposals or stored for use in future proposals