Sales & Solutions Director

Job description

Role Introduction The position requires someone to lead the entire sales solution process from prospecting through implementation, with key responsibilities being: • Building custom solutions and staffing models for engineering and integrated IFM opportunities in the UK/I. • Coordinating cross-functional teams to develop winning proposals • Managing the RFP process and client negotiations • Maintaining competitive intelligence and market knowledge • Achieving specific win rate targets (>40% for new business, >80% for expansions, >95% for renewals) The role demands 10-15 years of M&E and IFM solution selling experience in complex environments of >£5m annual GAP value with a proven track record exceeding £1M CI in annual sales and GAP revenues over £1 0m Key Responsibilities of the Sales Solution Lead Partnering with Head of Sector, Growth and Value Director and business functions to be ultimately accountable for prospecting, generating and solutioning engineering and IFM business opportunities from inception to successful implementation. Coordination of a custom team to build staffing models, detailed savings glide paths, technology offerings and specific outcomes that our clients will use to evaluate our solution within their selection process. Coordinating the development of clear, articulate, and winning value M&E propositions for presentation to our prospective clients with the ability to confidential understand and answer any questions technical or otherwise in a succinct manner Identifying, engaging and bringing along internal SME’s on the client journey to provide the right level of support from inception to completion and award of the account from the client Partnering with Operations, functional/technical subject matter experts and marketing to put forth a tailored, competitive solution for each qualified prospective client. Sharing best practice and knowledge, working across the sales and solutions function obtaining and retaining knowledge which will support the future success of prospective bids which will allow you to pivot, learn and improve when solutioning for customers in the future. Support the Head of Sectors and wider Operations team in every aspect of the Solutions Cycle for every prospective client through all phases of the sales process Responsible for keeping yourself up to date with all systems, processes and technology capability of the organisation Responsible for obtaining a key understanding of a client’s requirements to advance the solutions proposal by providing the right solution to meet the client needs every time without fail Accountable for having an up to date understanding of WPM UK/I business structure, model, and market changes to keep up to date with current conditions and stay ahead of our competitors where solution provision is concerned. Responsible for obtaining up to date knowledge where systems, documentation, process, and procedures are concerned to stay relevant with the solutions cycle. Ability to confidently communicate current solutions landscape on all new prospective clients, stating what stage of the process they are at, utilising all available systems such as Sales Force to update the Head of Sector Coordinate and support in the overall development of the solution. Pro forma owner during RFP negotiations to validate scope and price changes on P&L Partner with legal/Commercial to ensure all details from pricing and bid make it into the final agreement Help identify additional potential sales or growth opportunities during the RFP process. Maintain a thorough knowledge of the competitive environment and articulate the firm’s value proposition. Ensuring our best solutions, practices, value prop and pricing is applied to every deal. Understand and support the Head of Sector in clearly articulating how WPM/UK/I products and services drive outcomes that add value to a client’s portfolio and why obtaining our services would be the best option for them. Participate in client-facing ‘yellow pads’ to help diagnose client needs and customize our plan. Own/support/coordinate these deliverables/activities that will be key for RFP response and business planning. Site Tours Integrated solution Be accomplished at all aspects of finance that are required for a successful solutions process which includes but are not limited to: Portfolio cost modelling (details involved in client RFP), Financial pricing model (internal pro forma used during approval processes), Operational costings, such as people resource, IT, mobilisation, fleet etc. Develop a realistic and actionable pipeline of key prospects. Actively prospect and drive net new business opportunities. Pipeline generation of 4x GAP revenues in a rolling 12 months (+£40m annually) Qualify prospective opportunities to increase the odds of success, while being a responsible steward of the firm's resources. Own/Support the development of the overall solution for clients which ensures a win rate for all business pursuits of >40% for all New Business, >80% for expansions and >95% for renewals. Leverage data from prior pursuits to develop intelligence on trends, consultants and competitors – share with others in meaningful manner. Follow and utilize the sales process / protocols / training / technology to ensure success and consistency. Balance this by supporting process improvements that help streamline and allow for better focus on sales or clients. Provide input into service line products, product pricing methodology, and future trends or tactics that should be reviewed internally. Participate in monthly pipeline calls to ensure team alignment and best practices sharing. Utilise and leverage Solutions Team, Business Development Managers (BDM) and Pricing Managers in pursuits to help coordinate the overall solution and “project manage” the creation of the solution, response, and presentation as appropriate to minimize the cost and maximize the return. Core Competencies: Personal Drive – ability to positively push through challenges and support the wider team to maintain a positive focus to break down barriers and provide an outstanding offering to internal and external stakeholders Analytical Response – ability to quickly respond to challenges, needs and requirements identifying root causes, providing effective solutions in a timely manner to ensure that traction, progress, and confidence is maintained Service Excellence - dedicated to meeting, enhancing and at time exceeding client’s expectations, ensuring excellence in service delivery are achieved through the right solution every time without fail Leadership – to demonstrate strong leadership behaviours in every aspect of your role which includes stakeholder/client engagement, solutioning, tender, proposals, creation and returns Change Management – ability to adapt to changes to a positive manner and turn them to yours, the businesses and the clients advantage and to project a forward thinking narrative Advanced Communication – ability to collaboratively communicate across sectors to bring together internal and external stakeholders to a mutually beneficial outcome by negotiation and influence Thrives Under Pressure – ability to thrive and be successful in a high paced, high volume, dynamic and target driven environment Opportunities Creation – identifying, build and manage a strong pipeline of sale opportunities for technical M&E maximising and improving our sales efficiency Technical Understanding – proven track record in achieving high quality outputs in a self-delivered M&E technical capacity Market Sales Approach Understanding – experience in selling technical M&E solutions into small site portfolio, critical and or campus environments Key Performance Measures: Strong sales results that drives increased and profitable sales YOY. Works well within the team and helps drive overall firm’s objectives as well as team and personal goals. Utilisation process and tools to drive improved sales. Coordinate solutions resources across geographies to ensure quality of proposed service offering Accountable Leader through the solution process, coordinating, providing insight and partnering with service line subject matter experts to ensure the latest and best solutions are incorporated into the most competitive offering possible for each client. Ensuring that the solutions offering is financially viable for WPM UK/I and matches the systems, processes and services to ensure that we start in a positive manner with the ability to meet the client’s day 1 and future requirements Communicate with the transition team and account management organisation to help facilitate operational hand-off. Support Account Director to mobilise the account, maintain positive communications with the client and be a focal point of contact to all stakeholders, leading and displaying role model behaviours/traits. Build technical M&E solutions for enterprise level clients, including the organisational design and transition and stabilisation planning. Creation of the proposed organisation structure for technical M&E solutions providing tactical reviews and guidance to benefit both the business and client. Be able to identify and mitigate risks and opportunities in the pricing mobilisation and delivery of technical M&E solutions. Ability to work closely with clients to develop go to market strategies for the delivery of technical M&E services