Sales Solutions Director

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Oversee the complete sales solution process from initial prospecting to final implementation.

• Design customized solutions and staffing models for engineering and integrated IFM opportunities in the UK/I.

• Collaborate with cross-functional teams to create compelling proposals.

• Manage RFP processes and engage in client negotiations.

• Maintain up-to-date competitive intelligence and market awareness.

• Partner with sector leadership, Growth and Value, Operations, functional specialists, and marketing to generate and develop solutions.

• Coordinate staffing models, savings glide paths, technology offerings, and client outcomes.

• Craft tailored M&E value propositions and solutions for potential clients.

• Identify and involve internal subject matter experts throughout the client engagement process.

• Share best practices and knowledge within the sales and solutions team.

• Stay informed on organizational systems, processes, documentation, procedures, and technological capabilities.

• Monitor prospective-client solution status using systems like Salesforce.

• Oversee overall solution development and manage the pro forma during RFP negotiations.

• Collaborate with legal and commercial teams to ensure pricing and bid details are finalized in agreements.

• Recognize additional sales and growth opportunities during RFP processes.

• Engage in client-facing yellow pads, site tours, and integrated solution development.

• Build a pipeline of key prospects, seek out new business, and generate a pipeline of 4x GAP revenues over a rolling 12 months.

• Qualify opportunities and design solutions aiming for win rates exceeding 40% for new business, 80% for expansions, and 95% for renewals.

• Utilize pursuit data to gather competitive and market intelligence.

• Adhere to and enhance sales processes, protocols, training, and technologies.

• Contribute insights into service-line products, pricing strategies, and future sales trends.

• Participate in monthly pipeline discussions.

• Coordinate the Solutions Team, Business Development Managers, and Pricing Managers to manage solutions, responses, and presentations effectively.

• Ensure solution resources are coordinated across different geographies and that offerings are financially viable.

• Communicate with transition teams and account management to facilitate smooth operational hand-offs.

• Assist in account mobilization and maintain communication with clients and stakeholders.

• Develop technical M&E solutions for enterprise-level clients, including organizational design and transition/stabilization planning.

• Propose organizational structures for technical M&E solutions.

• Identify and address risks and opportunities in pricing, mobilization, and delivery.

• Formulate go-to-market strategies for technical M&E services.

⛳️ Requirements

• 10–15 years of experience in M&E and IFM solution selling.

• Experience in intricate environments with an annual GAP value exceeding £5m.

• Proven success in exceeding £1M CI in annual sales and achieving GAP revenues over £10m.

• Background in developing custom solutions and staffing models for engineering and integrated IFM opportunities in the UK/I.

• Proven experience in coordinating cross-functional teams and creating successful proposals.

• Experience in managing RFP processes and engaging in client negotiations.

• Knowledge of competitive intelligence and market dynamics.

• Financial acumen in portfolio cost modeling, financial pricing strategies, and operational costing.

• Technical experience in M&E solution selling across small-site portfolios, critical environments, and campus settings.

• Proficiency in using sales systems and technologies such as Salesforce.

• Capability to develop enterprise-level technical M&E solutions, organizational designs, and transition/stabilization plans.

• Proficient in identifying and mitigating risks and opportunities in pricing, mobilization, and delivery.

• Skilled in developing go-to-market strategies for technical M&E services.

• Strong communication and negotiation skills with both internal and external stakeholders.

• Ability to thrive in a fast-paced, high-volume, dynamic, and target-driven environment.

🏝️ Benefits

• Remote work options available.

• Equal opportunity employer committed to diversity.

• Reasonable accommodations provided for individuals with disabilities.