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About the Role
This role requires leading the entire sales solution process from prospecting through implementation, focusing on building custom solutions and staffing models for engineering and integrated IFM opportunities in the UK/I. Key responsibilities include coordinating cross-functional teams, managing the RFP process, client negotiations, and maintaining competitive intelligence to achieve specific win rate targets.
Responsibilities
- Partner with Head of Sector, Growth and Value Director and business functions to be accountable for prospecting, generating and solutioning engineering and IFM business opportunities from inception to successful implementation.
- Coordinate a custom team to build staffing models, detailed savings glide paths, technology offerings and specific outcomes for client evaluation.
- Develop clear, articulate, and winning value M&E propositions for prospective clients, answering technical questions succinctly.
- Identify, engage and bring along internal SMEs on the client journey to provide support from inception to completion.
- Partner with Operations, functional/technical subject matter experts and marketing to present a tailored, competitive solution.
- Share best practice and knowledge across the sales and solutions function to support future bid success.
- Support the Head of Sectors and wider Operations team in all aspects of the Solutions Cycle.
- Stay up-to-date with all systems, processes and technology capabilities of the organization.
- Obtain a key understanding of a client’s requirements to advance the solutions proposal.
- Maintain an up-to-date understanding of WPM UK/I business structure, model, and market changes.
- Obtain up-to-date knowledge of systems, documentation, process, and procedures.
- Confidently communicate the current solutions landscape for new prospective clients, stating their process stage and utilizing systems like Sales Force.
- Coordinate and support the overall development of the solution.
- Act as 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 are included in 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.
- Ensure best solutions, practices, value prop and pricing are applied to every deal.
- Understand and support the Head of Sector in articulating how WPM/UK/I products and services drive client value.
- Participate in client-facing ‘yellow pads’ to diagnose client needs and customize plans.
- Own/support/coordinate deliverables/activities for RFP response and business planning.
- Be accomplished in all aspects of finance for a successful solutions process, including portfolio cost modelling, financial pricing models, and operational costings.
- Develop a realistic and actionable pipeline of key prospects, actively prospecting and driving net new business opportunities.
- Qualify prospective opportunities to increase success odds and steward firm resources.
- Own/Support the development of the overall solution for clients to ensure target win rates.
- Leverage data from prior pursuits to develop intelligence on trends, consultants and competitors.
- Follow and utilize the sales process/protocols/training/technology, while supporting process improvements.
- Provide input into service line products, product pricing methodology, and future trends or tactics.
- Participate in monthly pipeline calls for team alignment and best practices sharing.
- Utilize and leverage Solutions Team, Business Development Managers (BDM) and Pricing Managers in pursuits to coordinate the overall solution and project manage the creation of the solution, response, and presentation.
- Coordinate solutions resources across geographies to ensure quality of proposed service offering.
- Act as an accountable leader through the solution process, coordinating, providing insight and partnering with service line subject matter experts.
- Ensure the solutions offering is financially viable and matches systems, processes and services to meet client requirements.
- Communicate with the transition team and account management organization to facilitate operational hand-off.
- Support Account Director to mobilize the account, maintain positive client communications and act as a focal point of contact.
- Build technical M&E solutions for enterprise-level clients, including organizational design and transition/stabilization planning.
- Create the proposed organization structure for technical M&E solutions, providing tactical reviews and guidance.
- Identify and mitigate risks and opportunities in the pricing, mobilization, and delivery of technical M&E solutions.
- Work closely with clients to develop go-to-market strategies for the delivery of technical M&E services.
Requirements
- 10-15 years of M&E and IFM solution selling experience in complex environments of >£5m annual GAP value.
- Proven track record exceeding £1M CI in annual sales and GAP revenues over £10m.
- 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.
- 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.
Skills
- Personal Drive
- Analytical Response
- Service Excellence
- Leadership
- Change Management
- Advanced Communication
- Thrives Under Pressure
- Opportunities Creation
- Technical Understanding
- Market Sales Approach Understanding
Location
- UK/I
Work Type
- Full-time
Experience Level
- 10-15 years
About the Company
- WPM UK/I business structure, model, and market changes.