Strategic Sales Director

Job Overview

• To drive new business growth in our integrated facilities management (IFM) team, winning contracts worth in excess of £20,000,000 (total contract value)
• Ownership and responsibility for discovering and delivering significant new growth opportunities that are aligned to your sectors' strategic growth plan. Created as a result of building and enhancing senior c suite level relationships and networks across the sectors, strategic partners and competitors
• Support the existing key strategic clients for extension, realignment, restructuring and rebid opportunities by working closely with, and building strong relationship across the operational Strategic Account Managers (SAMs)
• To develop and implement a programme of activity across the UK to build and enhance relationships with key stakeholders in the (allocated) sector(s), thus improving awareness of Mitie's capability within the sector
• To work closely with the Managing Director responsible for the Sector(s) in managing new business development opportunities that arise as a result of their activity. Ensuring support is obtained where required from either the operational team, subject matter experts or from the bidding centre of excellence.
Main Duties Strategy and planning:
• To create and own a detailed three-to-five-year strategic sales plan, (updated annually) that sets out Mitie's Sector(s) opportunity, approach and revenue target
• To ensure that the Managing Director responsible for sector(s), their senior team are involved with the above planning process.
Relationship management (external):
• Relationship maps to be created and maintained for the sector(s) using Salesforce, with plans in place that ensure all stakeholders have a Mitie executive mapped against them and engagement plans in place that are maintained and reported on monthly.
Growth opportunities
• To find new opportunities for Mitie Group within the (allocated) sector(s) that sit outside those that Mitie would be eligible to bid for through known tenders and possess significant revenue growth
• Identify new routes to market that Mitie should consider delivering new growth from either existing services or those that may be outside current service provision but within our capability e.g. complex outsourcing or solution delivery.
• To lead and encourage joint initiatives across the Mitie divisions on bids which maximise resource to win cross-organisational opportunities e.g. energy/ de-carbonisation and projects
• Consider strategic relationships with suppliers or adjacent competitors to find opportunities within either; a joint venture, teaming agreement or tier 1 or 2 arrangement
Insight and knowledge:
• Provide knowledge and insight for all bidding activity within the (allocated) sector(s)
• To grow and enhance their sector knowledge by attending relevant events, seminars or meetings and networking across C-Suite level people within your (allocated) sector(s) across the UK
• To be actively involved in relevant Associations and Industry Bodies as an ambassador of Mitie
• Join and attend relevant sector networking groups to establish/promote Mitie position in the market and develop new opportunities
• Set up relevant steering groups with key stakeholders across the Mitie divisions to educate, identify and support net new opportunities within the sector(s)
Relationship management:
• To work with subject matter experts and sector senior leadership team to ensure they are aware of key activity and opportunities that will impact upon their activity, thus supporting effective planning
• To build good working relationships across Mitie with all functional experts and ensure you keep yourself fully up to date with all innovation and initiatives from across the group.
Reporting
• Weekly team updates and weekly calls will keep the business informed of changes in the pipeline
• On a monthly basis work with the Finance team to produce a high-level board report that summarises activity & opportunities (including financial data) together with relevant intel and insights, based on Salesforce data
• On a quarterly basis attend all reviews with MDs, SAMs or clients to outline the progress and penetration being made within the (allocated) sector(s).
Governance Setting the standard by ensuring Mitie's sales governance and process is adhered to in order to win and execute best practice procedures by way of meeting corporate and legal requirements. What we are looking for
• Possess a thorough understanding of the intricacies of the (allocated) sector(s)
• Able to communicate and influence senior-level/C-Suite client contacts and maintain positive working relationships
• Strategic operational management experience and proven track record in large IFM sales contracts within the private sector
• Holds relevant professional, technical or management qualifications
• Able to work effortlessly within a matrix style organisation
• Strong decision maker
• Strong and effective communications and leadership skills
• Strong engagement and influencing skills capable of effecting cultural change
• Analytical thinker with demonstrable problem-solving skills
• Leads by example in all role activities
• Customer focused
• Professional integrity
  
  Possess a thorough understanding of the intricacies of the (allocated) sector(s)
• Able to communicate and influence senior-level/C-Suite client contacts and maintain positive working relationships
• Strategic operational management experience and proven track record in large IFM sales contracts within the private sector
• Holds relevant professional, technical or management qualifications
• Able to work effortlessly within a matrix style organisation
• Strong decision maker
• Strong and effective communications and leadership skills
• Strong engagement and influencing skills capable of effecting cultural change
• Analytical thinker with demonstrable problem-solving skills
• Leads by example in all role activities
• Customer focused
• Professional integrity