Senior FM Business Development & Sales Manager
Make a difference every day
We are a multinational organisation with a global team of 50,000 colleagues. In the Middle East we operate in the Transport, Defence & Advisory sectors, delivering services in Asset Management, Customer Experience, Fire & Rescue and Air Navigation Services. We are innovators, committed to redesigning and improving public services to fulfil our purpose to impact a better future by "Bringing National Visions to Life".
Your Opportunity
At Serco we do important work that really matters. We bring together the right people, the right technology and the right partners to create innovative solutions that make a positive impact and address some of the most urgent and complex challenges facing the modern world.
Serco is committed to an inclusive and gender-equal workplace where everyone feels safe and supported and where everyone matters. Anchored by our values of trust, care, innovation pride, your contribution through the Senior FM Business Development & Sales Manager role will support Serco in achieving our purpose to impact a better future.
Key Accountabilities
Take responsibility and accountability for Growth, Business Development and Sales across Facilities Management (FM) in the Middle East.
Work with the Operations Directors, take responsibility and accountability for delivering an effective Business Growth Strategy for FM with focus on Key Account Management, Proactive Stakeholder Engagement and Pipeline Development.
Accountable, working in conjunction with the Operations Directors for the achievement of the Division’s Business Development and Growth targets.
Develop the pipeline for FM to grow the business in accordance with agreed targets.
Manage and develop multiple customer relationships for the key accounts in the region.
Work with key stakeholders in developing business development and sales strategies and plans aligned to the Middle East and Serco Group strategies, that will achieve short, medium and long-term profitable growth & sales targets and then implementing those plans.
Shape the long-term business development and sales strategies for FM.
Help win major bids, re-bids or new bids for new customers.
Follow governance is applied in line with the Serco Business Governance and Life Cycle Process.
Shape markets and gain early market intelligence.
Maintain knowledge of Serco marketplace, customer trends and issues and associated solutions to facilitate the development of strategic opportunities.
Maintain up-to-date knowledge of the industry landscape including technological solutions, service offerings and delivery capabilities to facilitate high performing partnerships offering innovative solutions.
Maintain extensive knowledge of competitors and their strategies in own and related markets and support the development and maintenance of a current catalogue of competitor analyses.
Conduct regular competitor/market intelligence reviews and stakeholder analysis.
Track key political developments relevant to the opportunity.
Ensure solution meets customer needs.
Conduct SWOT analysis.
Work closely with Solution Architects and SMEs to review and challenge solution.
Scope out areas which add value to the solution (i.e., role of subcontractors/partners/etc)
Specific Requirements
Seven (7) years minimum experience in Business Development or Sales for a multi-national or a large regional company of Facilities Management industry.
Experience of shaping partnerships and alliances with public and private sector customers and other relevant stakeholders.
Evidence of successful completion of significant new business in similar sectors to Serco.
Proven ability to set, monitor and achieve safety objectives.
Proven track record of winning new business and delivering challenging growth targets.
In-depth knowledge of customer base, preferably in Facilities Management.
A pervasive knowledge of business organisations at strategic level.
Prior experience of working and living in the Middle East is essential.
An understanding of the Middle East regional business environment from stakeholder behaviour to current contract circumstances.
A natural consultancy style which constructively challenges the business and builds relationships at all levels of the organization.
Excellent communication skills with the ability to convey complex information in an easily understood format.
Ability to influence senior management, establish and maintain collaborative partnerships and provide thought leadership.
Highly skilled influencer with excellent negotiation skills.
Ability to manage a defined budget, ensuring cost efficiency and value for money; and to forecast and prepare team budget plans and manage the implementation of spend against agreed objectives.
What’s in it for you?
At Serco, our core values drive everything we do, and we believe in fairly compensating our colleagues for the value they bring to our organization. We are proud to offer a total reward package at Serco which includes:
Competitive monthly pay and allowances that are commensurate with the role and industry standards
Comprehensive medical insurance coverage and life insurance, so our employees can feel secure in their health and financial wellbeing
We recognize the importance of work-life balance, which is why we offer competitive leave benefits that exceed industry standards
We offer an annual airfare allowance to support our expat colleagues to stay in touch and visit their loved ones
We pride ourselves on providing a supportive work environment where we foster a positive Safety-First culture
We care deeply about our colleagues' wellbeing and offer access to wellbeing programs and platforms to support their physical, mental, and emotional health.
As a global organization, we offer a vast array of career paths for our employees to choose from. The scale and breadth of our organization provides our colleagues with opportunities for growth and variety in their career path, both regionally and globally.
Join Us
At Serco, we believe there is a place here for everyone. A place where you can bring your authentic self to work every day. Our workplace culture is one that embraces diversity and fosters equity, respect, and belonging for every individual. We are committed to equal employment opportunities and creating an inclusive environment that proudly celebrates the perspectives and backgrounds that each of our employees bring to work every day.
Join Serco and be part of a values-driven organization that invests in the development and well-being of its employees and offers a rewarding and fulfilling career.
Serco is committed to Equal Employment Opportunities and is committed to ensuring the safety of all of its employees through its Zero Harm initiative. Please visit www.serco.com/careers for more information.