Sales Director (Private Sector FM)

Key Responsibilities

Sales Strategy & Growth:

• Uphold and deliver against the UK & Ireland sales growth strategy within the relevant sector.
• Create and own a detailed three-year strategic sales plan (updated annually) that sets out market opportunities, growth approach, target customers and revenue objectives for the sector.
• Liaise with the Sector Managing Director, marketing and sales teams to identify, develop and penetrate new customers and market opportunities.
• Identify, develop and secure new business opportunities, whilst growing existing customer relationships.
• Ensure the sales pipeline is qualified, balanced and sustainable to achieve annual sales and profitability targets.
• Own and develop strategic relationships with key customers, consultants, partners and prospects.
• Lead sector-specific go-to-market initiatives and ensure alignment with wider business growth objectives.
• Monitor market trends, competitor activity and customer requirements to identify opportunities for growth and innovation.

Bidding, Commercial & Contractual Management:

• Lead major tender opportunities, including where required, re-tender activity across the sector.
• Design win strategies in collaboration with sales, solutions and bid teams.
• Ensure all commercial and contractual processes are followed in line with group governance requirements.
• Support commercial negotiations and contract discussions with prospective and existing clients.
• Ensure the development of compelling value propositions that differentiate OCS within the marketplace.

Leadership & Performance:

• Provide sales leadership and direction for the sector sales team, ensuring a strong collaborative culture and close alignment with operational and functional leadership teams.
• Develop and sustain sales operational excellence and strong sales process management.
• Monitor sales objectives, targets, performance and other agreed KPIs.
• Monitor and manage team performance through regular 1:1s and effective use of CRM systems (Salesforce).
• Ensure focus on management by fact, identification of root causes of issues and implementation of corrective action plans where necessary.
• Support the wider sales community in developing high-performing teams and a culture of continuous improvement.
• Assist in the recruitment, development and retention of sales talent, ensuring robust sales development programmes are adopted.
• Promote a culture of collaboration, accountability, customer focus and commercial excellence.

Team Support

Bid, Commercial & Legal:

• Collaborate with legal, bid, pricing and commercial functions to maximise productivity and improve win rates.
• Support the mobilisation and transition of new contracts through effective collaboration with internal stakeholders.

Tele-Marketing:

• Ensure the sales team works effectively with tele-marketing and lead generation partners to identify and qualify target prospects within the relevant sector.
• Support the development of targeted prospect lists and account-based sales strategies.

Internal SMEs / Functions:

• Collaborate with operational leaders, subject matter experts and support functions (e.g. IT/IS, ESG, HR, Finance, Procurement and Mobilisation) throughout the business development process.
• Ensure customer solutions are operationally deliverable, commercially viable and aligned to strategic objectives.

Marketing:

• Assist in the development and execution of marketing campaigns within the relevant sector.
• Work alongside marketing teams to identify target customers, market opportunities and sector-specific propositions.
• Support thought leadership, customer engagement and brand awareness activities to strengthen market positioning.

Skills

• Strong knowledge of facilities management and integrated service solutions.
• Proven experience of delivering challenging sales targets with consistently strong win ratios.
• Able to communicate and influence senior-level client contacts, gaining buy-in to tailored solutions and sustainable commercial models.
• Proven track record of leading strategic business development activity and major bid opportunities.
• Able to work effectively within a matrix organisation.
• Strong interpersonal, engagement and influencing skills.
• A strong quality orientation and commitment to continuous improvement.
• An influential and persuasive communicator with excellent written and verbal communication skills.
• A clear and analytical thinker, able to develop innovative solutions and balance multiple stakeholder requirements.
• Excellent people leadership and coaching capabilities.
• Strong commercial and financial acumen.
• Strong decision-making and problem-solving skills.
• Strong communication and leadership capability.
• Ability to drive engagement and influence cultural change.
• Analytical thinker with demonstrable critical thinking skills.
• Leads by example in all role activities.
• Customer and client-focused with a passion for delivering value and long-term partnerships.
• Strong pipeline, forecasting and CRM management capability.