Sales & Solutions Director

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 10m

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 SMEs 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 clients 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 firms 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…