Business Development Manager

About the role

Balfour Beatty is recruiting for a Business Development Manager to operate across the Central Belt of Scotland.

Role

Purpose:

• Support operations and functional teams in Key Account Management and externally facing relationships, ensuring best-in‑class brand management, consistent messaging, and insightful analysis of customer behaviours and interactions. This helps ensure our client knowledge and relationships remain industry‑leading.
• Provide expert functional support across marketing strategy, PR, customer conflict management, and leadership personal brand development, alongside guidance on Business Development (BD) and Customer Relationship Management (CRM).
• Collaborate with Business Unit management, operational delivery teams, and the wider BD function to identify and develop strategic opportunities that drive business growth, revenue, and margin targets.
• Lead the sales process through Gates 0–2 in partnership with operations teams, ensuring full adherence to the Balfour Beatty gated lifecycle, governance, and processes. Provide challenge and influence to maximise value, remaining engaged through to Gate 4 on larger opportunities where required.

• Deliver end‑to‑end Business Development within the assigned area, maintaining an accurate pipeline and ensuring thorough handover in line with the gated lifecycle, while supporting the Senior Business Development Manager in delivering the wider strategy.
• Build and maintain strong strategic relationships with customers, identifying opportunities to add value, increase revenue and margin, and grow market share.
• Ensure sales objectives are achieved through a strong, flexible pipeline and effective conversion rates.
• Manage sales processes from Gates 0–4 on smaller opportunities, including preparing quotes and proposals, and working with operations teams to maximise utilisation and margin.
• Develop high‑quality internal and external presentations, delivering them directly or coaching senior leaders to present effectively.
• Prepare customer proposals aligned to High Value Selling principles.
• Identify and develop opportunities to expand market share.
• Follow direction from BD and wider business units to align with strategic priorities.
• Ensure compliance with the Balfour Beatty gated lifecycle and BD governance processes.
• Support Key Account Management plans, ensuring they are current and aligned with account owners.
• Engage with clients through capture planning, Target Opportunity Reviews (TORs), and solution workshops as required.
• Create and maintain individual Key Account Management plans for assigned key customers and supply chain partners.
• Manage and respond to client feedback through customer surveys and other feedback mechanisms.

• Strong knowledge of Business Development, ideally within the multi‑disciplinary infrastructure sector, gained through delivery and/or sales/bidding experience.
• Experience supporting business units in building and maintaining strong customer relationships.
• Confident in presenting to external clients and managing internal stakeholders.
• Understanding of market dynamics and pricing methodologies is desirable.
• Proven track record of delivering sales targets and contributing to business growth.
• Forward‑thinking with a strong drive to exceed expectations.
• High attention to detail and ability to follow defined processes.
• Demonstrated capability in sales, achieving targets, building customer portfolios, and identifying cross‑selling opportunities.
• Experience working collaboratively in high‑pressure environments and meeting deadlines.
• Strong understanding of CRM processes and customer engagement strategies.
• Commercially astute, particularly in tendering and business proposals.
• Leadership capability with the ability to motivate others and drive performance.
• Excellent verbal and written communication skills.
• Operates with integrity and professionalism at all times.
• Takes personal accountability, continuously striving to improve while ensuring safety and quality are never compromised.

Day in, day out, our teams deliver some of the UK’s most ambitious, exciting and meaningful projects; developing,…