National 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 our continued growth.

This is a genuine new-business 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 meet customers’ requirements while ensuring the business we secure is commercially sustainable and operationally deliverable.

We are particularly interested in candidates with a successful track record within cleaning, soft services and/or wider FM solutions. You’ll need to be equally comfortable opening doors and closing deals.

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 and digital engagement.

• Research prospective clients and markets, identify target organisations and establish appropriate routes to key decision-makers.

• Build credible relationships with senior stakeholders across Facilities, Estates, Property, Procurement and Operations.

• Understand prospective clients’ organisations, operational challenges, priorities and FM requirements.

• Qualify opportunities effectively, focusing resources on realistic and commercially attractive prospects.

• Develop opportunities through complex and potentially lengthy FM sales cycles while maintaining client engagement and momentum.

• Identify opportunities to take market share and position Tenon FM effectively against incumbent and alternative providers.

• Sell consultatively, developing solutions around the client’s operational and commercial requirements rather than simply selling a standard service.

Sales, Tenders & Proposals

You will:

• Manage opportunities through the full sales lifecycle from initial engagement to 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 compelling, competitive and client-specific submissions.

• Contribute to PQQ/SQ, ITT, RFI, RFP and other formal tender and procurement processes.

• Interpret tender requirements and provide the operational and commercial insight required to develop strong, evidence-based responses.

• Develop propositions that clearly articulate Tenon FM’s capabilities, proposed solution, commercial proposition, differentiators and added value.

• Coordinate internal stakeholders and ensure tender information and submissions are delivered within required timescales.

• Prepare and deliver client presentations and participate confidently in post-tender interviews, clarification meetings and negotiations.

• Lead or support commercial negotiations through to successful contract award.

Commercial & Pricing

You will:

• Understand the commercial elements of FM opportunities and contribute confidently to pricing models.

• Work with Commercial and Operational colleagues to develop solutions that are competitive, commercially sustainable and operationally deliverable.

• Understand key FM cost drivers, including labour, operational requirements and service-delivery models.

• Contribute to costings, pricing schedules, commercial submissions and supporting sales documentation.

• Critically review pricing and commercial assumptions before submission.

• Maintain awareness of margin, commercial risk and contract viability throughout the sales process.

• Review commercial terms and conditions, escalating contractual, operational or legal risks appropriately.

• Participate in pricing and contractual negotiations with prospective clients.

• Balance the need to win new business with securing the right business, at the right price and on sustainable terms.

Performance & Reporting

You will:

• Take ownership of agreed quarterly and annual new-business targets.

• Maintain an accurate, credible and realistic pipeline and sales forecast.

• Ensure prospects, opportunities and business-development activity are accurately recorded within the company’s CRM and reporting systems.

• Maintain visibility of contract values, opportunity stages, probability, anticipated decision dates and next actions.

• Provide regular reporting to senior management on pipeline development, activity, key opportunities and anticipated awards.

• Review successful and unsuccessful opportunities to identify lessons and improve future sales and tender performance.

• Collaborate effectively across Business Development, Operations, Commercial, Finance and other support functions.

About You

We’re looking for an experienced business developer with 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.

You should be able to demonstrate:

• A successful track record in Business Development within the Facilities Management sector.

• Experience generating and developing your own new-business pipeline.

• Evidence of progressing opportunities from prospecting through to successful conversion.

• A strong understanding of the FM sales lifecycle.

• Experience selling cleaning, soft services and/or wider Facilities Management solutions.

• Experience with formal procurement and tender processes, including PQQ/SQ, ITT, RFI and RFP submissions.

• Strong commercial and financial awareness, including pricing, margin, risk and contract viability.

• Experience negotiating with prospective clients and building credible relationships with senior decision-makers.

• Strong consultative-selling, influencing and negotiation skills.

• Excellent written and verbal communication and strong presentation skills.

• The ability to manage multiple opportunities and maintain momentum across a complex pipeline.

• A target-driven, resilient and accountable approach to new-business development.

• Strong Microsoft Office and general digital skills.

• A full UK driving licence and willingness to travel as required.

Experience across contract cleaning, Soft FM, Integrated FM, Hard FM/Engineering, Security/Front of House, multi-site or national contracts, public-sector frameworks, complex outsourced tenders, mobilisation and multi-service FM solutions would be particularly valuable.

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 recognises both revenue growth and the quality of business secured, with higher commission rates applying to qualifying contracts delivering stronger gross margins.

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

Full details of the applicable Sales Commission Plan and 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 FM services to customers across multiple sectors.

Our people are central to our success and 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 our continued growth by identifying opportunities, developing client relationships and converting them into sustainable long-term partnerships.

What We Offer

• 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

Accountable | Learn & Grow | Ethical | Respect | Teamwork

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

If you’re 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’d 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.