Business Development Manager

Drive profitable growth of Pro-Matrix's Operate business by acquiring new customers and expanding business with existing accounts across facilities management, service and maintenance, equipment lifecycle replacement, upgrades and specialist services. The role owns the commercial opportunity lifecycle from prospecting and qualification through proposal development, negotiation, award and structured handover. It works closely with Operations, Technical Solutions and Commercial to develop practical, competitive proposals and convert customer needs into business.

New Business Development

• Identify and pursue new customers and opportunities aligned with Operate's capabilities and growth priorities.
• Develop relationships with decision-makers through direct outreach, referrals, industry networks, events and relevant partnerships.
• Research customer requirements, upcoming tenders, market developments and competitors to inform sales priorities.
• Qualify opportunities based on customer needs, budget, decision process, timing, profitability and delivery feasibility.
• Develop and execute account acquisition plans with clear actions and milestones.

Existing Account Growth and Client Management

• Develop assigned customer portfolios through regular engagement beyond routine operational meetings.
• Prepare account development plans covering customer priorities, key stakeholders, upcoming expenditure and opportunities to expand services.
• Identify maintenance, replacement, upgrade and additional-site opportunities with support from FM and Service teams.
• Maintain visibility of customer satisfaction and coordinate with the accountable Operations manager on issues affecting retention or future business.
• Lead commercial follow-up on quotations, renewals and opportunities, recording customer feedback and agreed next steps.
• Introduce relevant Operate capabilities to existing customers and develop relationships across their organisations.

Proposal and Tender Management

• Lead the pursuit process for assigned opportunities, including enquiries, RFIs, tenders, quotations and customer presentations.
• Establish submission schedules and allocate responsibilities to ensure timely, complete proposals.
• Coordinate technical scope, manpower plans, delivery assumptions, supplier inputs and costing with the relevant internal teams.
• Develop clear proposals that explain the customer benefit, delivery approach and Pro-Matrix's relevant capabilities.
• Work with Commercial to ensure pricing, margins, contractual terms and exclusions receive the required review and approval.
• Coordinate clarification responses, site visits and presentations throughout the evaluation process.

Negotiation Conversion and Handover

• Actively progress opportunities from enquiry to award through planned customer engagement and follow-up.
• Negotiate within approved commercial parameters and escalate exceptions for approval.
• Record reasons for lost or deferred opportunities and recommend improvements.
• Coordinate a structured handover of awarded work, including agreed scope, exclusions, commitments, commercial assumptions and customer expectations.
• Maintain engagement following award to support continuity and identify further opportunities.

Pipeline Management and Reporting

• Maintain an accurate opportunity pipeline with value, stage, expected award date, next action, owner and deadline.
• Present progress, forecasts, conversion risks and support required during sales reviews.
• Track quotation turnaround, follow-up activity, wins, losses and account development progress.
• Contribute relevant customer insights, case studies and reusable proposal content to improve future sales submissions.

Qualifications and Experience

• Diploma or degree in Engineering, Business or a related discipline, or equivalent relevant experience.
• Preferably at least five years of relevant business development or technical sales experience in facilities management, M&E services, maintenance, critical facilities or related sectors.
• Demonstrated experience acquiring customers, developing existing accounts and converting opportunities into profitable orders.
• Experience coordinating quotations, tenders and proposals involving multiple technical and commercial stakeholders.
• Practical understanding of service contracts, operational requirements and equipment lifecycle needs data centre experience is an advantage.
• Strong customer engagement, proposal writing, presentation and negotiation skills.
• Proficiency in Microsoft Word, Excel, PowerPoint and CRM or sales pipeline systems.
• Proactive, organised and able to progress opportunities independently while coordinating internal teams.

Performance Measures

• New business and existing-account order intake.
• Gross profit of secured business against approved targets.
• Qualified pipeline value and forecast accuracy.
• Quotation and tender conversion rate.
• Timeliness of customer follow-up and opportunity progression.
• Account development and renewal outcomes, shared with Operations and Commercial.

Role Boundaries

The role owns business development and commercial follow-through. Operations retains responsibility for day-to-day customer response, service delivery, manpower and SLA performance. Technical teams own technical assessments and solution design. Pricing and contractual commitments remain subject to the company's approval framework.