Business Development Manager

Job Introduction

We're recruiting a skilled Business Development Manager to develop, grow and retain Sodexo's business by working closely with the Business Development Director to achieve challenging growth and client retention targets. This requires prospecting and lead generation to contribute to the development of the sales pipeline in keeping with segment strategy.

Role Responsibility

Prospecting

• Support the Business Development Director in the development and ownership of prospecting opportunities in alignment with stated segment sales strategy
• Develop senior prospect relationships so as to proactively influence the target client associated with the Sodexo proposition / value
• Use senior prospect relationships to influence the scope / requirements of what comes to market so as to increase Sodexo’s probability of converting the opportunity
• Constantly look into the market activity and seek to secure new profitable business
• Develop strong relationships and solutions to increase client acquisition and retention Inform the continued development of the Segment sales strategy and proposition development via courting prospective clients and obtaining market intelligence
• Where appropriate lead and support the business with major re-tenders and organic growth bids within existing contracts
• Build a strong pipeline and nurture potential client relationships so as to positively influence Sodexo’s probability of conversion as opportunities come to market
• Approaching and engaging the right people within the client organisations to build a clear picture of not only the organisational requirements but the C Suit and other key decision makers and influencers
• Using the information gathered to truly penetrate the client, influence and guide the bid team accordingly

Sales Process

• Support the segment in major rebids and organic growth of additional services through use of relationship management
• Create and manage account strategy plans for major prospects.
• Work with the bid team to provide solution support to high value, complex bids where appropriate
• Support the Business Development Director in segment business development planning, customer and competitor analysis
• Work closely with the bid team to plan and resource bid solution development, where necessary contributing to the solutioning process
• Ensure best practice is delivered working with other departments and country entities in solutioning the best offer for Sodexo and the client

Growth Accountability

• Maintain on-going relationships with clients and internal personnel after award of contract to build on the Clients for Life philosophy
• Generate holistic solutions that are a compelling proposition to the client by addressing their business and consumer needs and differentiating Sodexo from our competitors while being balanced with commercial requirements
• Ensure all solutions produced by bid or sales activity teams are in line with both Sodexo and client commercial models and how each generates profit
• Ensure all new business contracts achieve revenue and profitability targets and support the objectives of Sodexo operations teams
• Ensure that all target prospects, existing clients and tender opportunities are qualified for building long term growth for Sodexo

The Ideal Candidate

• Graduate calibre
• Negotiation, influencing and interpersonal skills
• 4 years of experience in sales and business development experience
• Experience of using a client relationship management system
• Good organisational skills and excellent attention to detail – thinks ahead and pre-empts possible setbacks and obstacles
• Develops strong working relationships with people at all levels within an organisation – has high levels of impact and influence
• Ability to work as a team and autonomously
• The ability to adapt to meet a frequently changing workplace
• Strong interpersonal skills and rigorous attitude to ensuring plans, deadlines are adhered to
• Strong written and verbal communication skills,
• Excellent project management skills
• Very good Microsoft Office skills (PowerPoint, Excel and Word)

Package Description

£highly competitive salary + attractive benefits

About the Company

In the UK and Ireland, Sodexo employs some 35,000 employees to deliver integrated facilities management services to clients at over 2,000 locations in the corporate, healthcare, education, leisure, defence and justice sectors. With an annual turnover of over £1bn, we provide everything from catering, cleaning and reception to security, laboratory and grounds maintenance services, enabling our clients to focus on their core business.

We are building on our support to the Armed Forces community through the development of specific pathways within our recruitment process to  support ex-forces personnel and reservists, those applying for jobs with us who meet the ideal candidate criteria for the role advertised are guaranteed to progress to the selection process.