Director New Business Development

Leads Facility Services sales across New England, driving market growth for C&W Services. Develops sector strategies, builds key client relationships, identifies opportunities, and negotiates/ closes deals while staying current on market trends.

This senior role partners closely with Vice Presidents of Client Services, solution development, marketing, and internal teams to expand sales with new and existing clients. Responsible for client outreach, delivering tailored presentations, and growing long-term business aligned to current and future client needs.

The position may require up to 50% travel throughout New England. Responsibilities will vary from time-to-time, market-to-market and regionally dependent; however, the main duties can be summarized as follows:

• Consistently exceed annual sales targets
• Prospect and network within territory to build a robust pipeline
• Research clients and build relationships
• Facilitate meetings between client decision makers and C&W Services operations leaders/SMEs
• Plan approaches and presentations
• Develop proposals with internal teams aligned to client needs, concerns, objectives, and RFPs
• Contribute to solution development (win team, win theme, proposal approach)
• Participate in solution pricing
• Handle objections by clarifying, aligning, and resolving differences
• Present a professional image aligned with client expectations

• Present new solutions and services and enhance existing relationships
• Work with Operations, FMS or other internal colleagues to meet customer needs
• Arrange and participate in internal and external client debriefs
• Participate in key client account governance activ
  ies

• Attend local industry functions, such as association events, conferences and trade shows, and provide feedback and information on market and creative trends
• Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market
• Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net new business for C&W Services
• Using knowledge of the market and competitors, identify and develop C&WS’ unique selling propositions and differentiators

• Maintain data in C&WS CRM and ensure data is accurate
• Track and record activity on accounts and help to close deals to meet these targets
• Ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner
• Ensure all team members represent C&W Services in the best light
• Research and develop a thorough understanding of the C&W Services’ people and capabilities

Other duties may be assigned. Management reserves the right to change or modify this position description to meet the company’s needs.

• Bachelor’s degree or equivalent field experience in a comparable position5-8 years of experience selling Facilities Services, specifically Engineering & Maintenance
• Demonstrated success in selling single service, multiple service or bundled service solutions within the prescribed geographic market