Business Development Manager

• National Business Development Manager: Facilities Management
• Location: hybrid/field-based with travel as required
• Salary: Up to £70,000 per annum, dependent on experience
• Commission: Highly competitive new-business commission scheme, with commission of up to £100,000 per contract
• Contract: Permanent, Full Time
• Hours: 40 hours per week, Monday to Friday

The Opportunity

Tenon FM is looking for an experienced and commercially driven Business Development Manager to join our Business Development team and play a key role in securing new Facilities Management business and supporting the continued growth of the organisation.

This is a genuine new-business development role for somebody who enjoys identifying opportunities, opening doors, developing relationships and, importantly, converting opportunities into profitable contract wins.

We're looking for a BDM with a genuine hunter mentality and a demonstrable track record of developing, managing and converting their own pipeline within the Facilities Management sector.

You will take ownership of opportunities throughout the complete sales lifecycle, from initial prospecting and lead generation through qualification, solution development, pricing, tender submission, presentations and commercial negotiation to contract award.

Working closely with our Bid, Commercial and Operational teams, you will develop compelling, client-specific solutions that respond to customers' requirements while ensuring that the business we secure is commercially sustainable and operationally deliverable.

We are particularly interested in candidates with a successful track record within Facilities Management, including cleaning, soft services and/or wider FM solutions, who can demonstrate their ability to generate their own pipeline and convert opportunities into new business.

You'll need to be equally comfortable opening doors and closing deals.

Your success will be rewarded.

Key Responsibilities

New Business Development & Pipeline

You will:

• Identify, develop and convert new business opportunities within the Facilities Management market.
• Build and maintain a credible, sustainable and self-generated sales pipeline.
• Generate opportunities through networking, referrals, market intelligence, direct approaches, telephone prospecting, digital engagement and other appropriate business-development activity.
• Research prospective clients, sectors and markets to identify opportunities where Tenon FM can provide a compelling solution.
• Identify target organisations, key decision-makers and appropriate routes into prospective clients.
• Establish and develop relationships with key decision-makers, including senior stakeholders within Facilities, Estates, Property, Procurement, Operations and other relevant functions.
• Develop a strong understanding of prospective clients' organisations, operational challenges, priorities and FM requirements.
• Qualify opportunities effectively, ensuring that time and internal resources are focused on realistic and commercially attractive prospects.
• Develop opportunities through potentially complex and lengthy FM sales cycles, maintaining engagement and momentum throughout.
• Identify opportunities to take market share from competitors and position Tenon FM effectively against incumbent and alternative providers.
• Use a professional and consultative approach to selling, developing solutions around the client's operational and commercial requirements rather than simply selling a standard service.
• Represent Tenon FM professionally at client meetings, networking opportunities, industry events and other appropriate business-development activities.

Sales, Tenders & Proposals

You will:

• Manage opportunities through the full sales lifecycle, from initial engagement through to successful contract award.
• Take ownership of opportunities and coordinate the internal resources required to progress them.
• Work closely with our Bid Writer and wider Business Development team to develop high-quality, compelling and competitive tender submissions.
• Contribute to and support PQQ/SQ, ITT, RFI, RFP and other formal tender and procurement processes.
• Interpret tender requirements and understand what prospective clients are seeking from their Facilities Management partner.
• Provide the operational and commercial information required to develop strong, evidence-based tender responses.
• Develop client-specific propositions that clearly articulate Tenon FM's capabilities, proposed service solution, commercial proposition, differentiators and added value.
• Ensure proposals respond directly to the client's requirements and demonstrate a clear understanding of their organisation and objectives.
• Coordinate effectively with internal stakeholders to obtain the information required for submissions and ensure tender deadlines are achieved.
• Prepare for and deliver professional client presentations and proposal presentations.
• Participate confidently in **post-tender presentations, interviews, clarification meetings and negotiations**.
• Lead or support commercial negotiations through to contract award.
• Maintain strong client engagement throughout the procurement process.
• Actively manage opportunities towards a successful conclusion rather than allowing momentum to be lost during lengthy procurement cycles.

Commercial & Pricing Responsibility

You will:

• Understand the commercial elements of FM opportunities and contribute confidently to the development of appropriate pricing models.
• Work closely with Commercial and Operational colleagues to develop solutions that are both competitive and commercially sustainable.
• Understand the key cost drivers associated with Facilities Management contracts, including labour, operational requirements and service-delivery models.
• Contribute to the preparation of costings, pricing schedules, commercial submissions and supporting sales documentation.
• Review pricing and commercial assumptions critically before proposals are submitted.
• Ensure proposed solutions appropriately balance client requirements with commercial return and operational deliverability.
• Maintain awareness of **margin, commercial risk and contract viability** throughout the sales process.
• Review commercial terms and conditions and identify areas requiring further commercial, operational or legal review.
• Ensure appropriate internal stakeholders are involved where contractual or commercial risks are identified.
• Participate in negotiations on pricing and contractual terms with prospective clients.
• Balance the need to win new business with the need to secure the right business, at the right price and on sustainable terms.

Sales Performance & Reporting

You will:

• Take ownership of agreed quarterly and annual new-business targets.
• Maintain an accurate, credible and realistic sales pipeline and forecast.
• Ensure prospects, opportunities and business-development activity are accurately recorded within the company's CRM and other reporting systems.
• Track opportunities through each stage of the sales process.
• Maintain clear visibility of contract values, opportunity stages, probability, anticipated decision dates and required next actions.
• Provide regular reporting to senior management on pipeline development, sales activity, key opportunities and anticipated contract awards.
• Proactively identify risks to opportunities and take appropriate action to maintain progress.
• Review both successful and unsuccessful opportunities to identify lessons and continually improve future sales and tender performance.
• Work collaboratively with colleagues across Business Development, Operations, Commercial, Finance, HR and other support functions to develop and secure new business.

About You

We are looking for an experienced business developer who can demonstrate a strong record of personally generating, developing and winning new Facilities Management business.

This isn't a role for somebody who has relied solely on centrally generated leads or inherited accounts. You should be able to demonstrate how you have personally created opportunities, developed relationships, managed prospects through the sales process and contributed directly to successful contract wins.

Essential Experience & Skills

You should be able to demonstrate:

• A proven and successful track record in Business Development within the Facilities Management sector.
• Demonstrable experience of generating your own new-business pipeline, rather than relying solely on centrally generated opportunities.
• Proven experience of identifying and developing new-business opportunities.
• Evidence of successfully progressing prospects through the sales cycle and converting opportunities into contract wins.
• A strong understanding of the Facilities Management sales lifecycle.
• Experience selling cleaning, soft services and/or wider Facilities Management solutions.
• Experience managing opportunities involving formal procurement and tender processes.
• Experience contributing to PQQs/SQs, ITTs, RFPs, RFIs, tender proposals, pricing and commercial submissions.
• Strong commercial and financial awareness, including an understanding of pricing, margin, commercial risk and contract viability.
• Experience negotiating with prospective clients.
• The ability to develop credible relationships with senior client stakeholders and decision-makers.
• Strong consultative-selling skills and the ability to understand a client's requirements before developing an appropriate solution.
• Excellent written and verbal communication skills.
• Strong influencing and negotiation skills.
• Strong presentation skills and the confidence to present proposals to prospective clients and participate in formal tender presentations.
• The ability to communicate a clear, credible and persuasive value proposition.
• The ability to manage multiple opportunities simultaneously and maintain momentum across a complex sales pipeline.
• Strong organisation, prioritisation and pipeline-management skills.
• A target-driven approach and a willingness to take personal accountability for results.
• The resilience and persistence required to succeed in a competitive new-business environment.
• Strong Microsoft Office and general digital skills.
• The ability to work independently while collaborating effectively with wider operational and support teams.
• A full UK driving licence and willingness to travel as required by the role.

Particularly Valuable Experience

We would be especially interested in candidates with experience of one or more of the following:

• Contract cleaning
• Soft Facilities Management
• Integrated Facilities Management
• Hard FM / engineering services
• Security and Front of House services
• Multi-site Facilities Management contracts
• National or large corporate accounts
• Public-sector procurement and frameworks
• Complex outsourced service tenders
• Mobilisation and operational solution development
• Developing and winning opportunities with significant annual contract values
• Selling multiple FM service lines as part of an integrated solution
• Competing against incumbent FM providers and successfully securing market share
• What We're Looking For

This role will suit somebody with a genuine hunter mentality.

You're comfortable creating opportunities rather than waiting for leads to arrive. You actively identify target organisations, find routes to decision-makers and create conversations that can develop into genuine commercial opportunities.

You understand that winning business isn't enough, it needs to be the right business, at the right price and on sustainable terms. You understand margin, risk and the commercial realities behind the proposed service.

You're comfortable sitting across the table from senior client stakeholders and representing Tenon FM professionally. You can establish credibility with Facilities, Estates, Property and Procurement professionals and understand the issues that matter to them.

You want to understand the client's organisation, challenges and objectives before proposing a solution. You're capable of selling a tailored FM solution rather than simply presenting a standard service offering.

You understand that significant Facilities Management opportunities can involve long sales cycles, multiple stakeholders and complex procurement processes. You maintain momentum and relationships throughout.

You take ownership of your pipeline, forecasts, activity and results. You understand what's happening with every significant opportunity and what needs to happen next.

You recognise that major FM contracts aren't won by one person. You'll bring together Bid, Operations, Commercial and other colleagues to develop the strongest possible proposition.

And, ultimately, you're motivated by winning new business and converting opportunities into profitable, sustainable long-term client relationships.

Rewarding Your Success

In addition to a salary of up to £70,000 per annum, dependent on experience, the role benefits from Tenon FM's highly competitive new-business commission scheme.

The scheme is designed to recognise both revenue growth and the quality of the business secured, with higher commission rates applying to qualifying contracts that deliver stronger gross margins.

Commission can be worth up to £100,000 per contract, providing significant earning potential for a successful Business Development Manager who delivers substantial, commercially sustainable new business.

Full details of the applicable Sales Commission Plan and its qualifying conditions will be provided as part of the recruitment and offer process.

About Tenon FM

Tenon FM is an established Facilities Management company employing more than 1,000 people across the UK and providing a broad range of hard and soft Facilities Management services to customers across multiple sectors.

Our people are central to our success and to our ability to deliver high-quality services and long-term value to our clients.

As Business Development Manager, you'll play a direct role in Tenon FM's continued growth by identifying new opportunities, developing client relationships and converting those opportunities into sustainable, long-term partnerships.

• What We Offer

In addition to a salary of up to £70,000 per annum, dependent on experience and our new-business commission scheme, you will have access to a range of benefits, including:

• Highly competitive new-business commission scheme
• Health Cash Plan covering you and eligible dependent children
• 24/7 Employee Assistance Programme
• GP Anytime
• Workplace pension scheme
• Discounted gym membership
• Employee rewards and discounts platform
• On-site and discounted parking where available
• Free mortgage advice through Charles Cameron & Associates
• Discounted shopping card
• Paid volunteer day
• Ongoing learning and development opportunities

Our Values

Our values underpin the way we work and the relationships we build with our customers and colleagues:

Accountable: We take ownership of what we do and deliver on our commitments.

Learn & Grow: We continually look for opportunities to improve, develop and learn.

Ethical: We act with integrity and make responsible decisions.

Respect: We treat colleagues, customers and partners with professionalism and respect.

Teamwork: We work collaboratively to achieve the best possible outcomes.

Tenon FM is an equal opportunities employer and an Investors in People accredited organisation.

If you are an experienced Facilities Management Business Development professional with a strong record of creating opportunities, developing your own pipeline and converting prospects into profitable contract wins, we would like to hear from you.

Apply today to join Tenon FM and play a key role in the next stage of our growth.

Strictly no agencies.

We reserve the right to close this vacancy early if we receive a high volume of suitable applications.

INDAD