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Sales Solutions Lead

Location: Hybrid – London, GBR

Salary: £80k plus commission and package

Our client, a prominent player in the real estate and facilities management sector, is seeking a results-driven Sales Solutions Lead to join their team.

You will be based a their London offices on a hybrid working model.

Responsibilities:

·       Collaborate with the Head of Sector, Growth and Value Director, and various business functions to lead prospecting, generating, and solutioning Mechanical and Electrical (M&E) business opportunities.

·       Coordinate a custom team to develop staffing models, detailed savings glide paths, technology offerings, and specific outcomes for client evaluation.

·       Develop clear, articulate, and winning value M&E propositions for presentation to prospective clients, ensuring confidentiality in handling technical inquiries.

·       Identify, engage, and align internal Subject Matter Experts (SMEs) to provide support throughout the client journey.

·       Partner with Operations, functional/technical SMEs, and marketing to deliver tailored, competitive solutions for each qualified prospective client.

·       Share best practices and knowledge across the sales and solutions function to support future bid success and continuous improvement.

·       Support the Head of Sectors and wider Operations team throughout the Solutions Cycle for every prospective client through all phases of the sales process.

·       Keep abreast of all relevant systems, processes, and client requirements to advance solutions proposals effectively.

·       Maintain up-to-date understanding of market conditions, business structure, and model changes.

·       Coordinate the overall development of solutions, including pro forma ownership during RFP negotiations.

·       Collaborate with legal/Commercial to ensure pricing and bid details are accurately reflected in the final agreement.

·       Identify additional sales or growth opportunities during the RFP process, maintaining knowledge of the competitive environment.

·       Ensure application of best solutions, practices, value propositions, and pricing to every deal.

·       Support the Head of Sector in clearly articulating how the products and services drive outcomes adding value to a client’s portfolio.

·       Participate in client-facing sessions to diagnose client needs and customize plans.

·       Own/support/coordinate key deliverables/activities for RFP responses and business planning.

·       Be accomplished in all aspects of finance required for a successful solutions process, including cost modeling, financial pricing, and operational costings.

·       Develop a realistic and actionable pipeline of key prospects, actively driving pure new business opportunities.

·       Qualify prospective opportunities to increase the odds of success while responsibly managing resources.

·       Provide support, insight, and direction for highly strategic multi-region pursuits/presentations.

·       Leverage data from prior pursuits to develop intelligence on trends, consultants, and competitors.

·       Follow and utilize the sales process, protocols, training, and technology for success and consistency.

·       Provide input into service line products, pricing methodology, and future trends for internal review.

·       Participate in monthly pipeline calls for team alignment and best practices sharing.

·       Utilize and leverage Solutions Team, Business Development Managers (BDM), and Pricing Managers to coordinate overall solutions.

Core Competencies:

·       Personal Drive: Ability to positively push through challenges, maintaining a positive focus and providing outstanding offerings to internal and external stakeholders.

·       Analytical Response: Quickly respond to challenges, needs, and requirements, identifying root causes and providing effective solutions confidentially.

·       Service Excellence: Dedication to meeting and exceeding client expectations through the right solution every time without fail.

·       Leadership: Demonstrate strong leadership behaviours in stakeholder/client engagement, solutioning, tender, proposals, creation, and returns.

·       Change Management: Ability to adapt to changes positively and turn them to the advantage of the business and clients.

·       Advanced Communication: Collaboratively communicate across sectors to bring together internal and external stakeholders to a mutually beneficial outcome.

·       Thrives Under Pressure: Ability to thrive and be successful in a high-paced, dynamic, and target-driven environment.

·       Opportunities Creation: Identify, build, and manage a strong pipeline of sale opportunities for technical M&E, maximizing and improving sales efficiency.

·       Technical Understanding: Proven track record in achieving high-quality outputs in a self-delivered M&E technical capacity.

·       Market Sales Approach Understanding: Experience in selling technical M&E solutions into diverse environments.

Key Performance Measures:

·       Strong sales results driving increased and profitable sales year over year.

·       Collaborative team player, contributing to overall firm objectives and personal goals.

·       Utilization of process and tools to drive improved sales.

·       Coordination of solutions resources for quality service offerings.

·       Accountable leader throughout the solution process, ensuring the latest and best solutions are incorporated into competitive offerings.

·       Ensure financial viability matches systems, processes, and services for positive client outcomes.

·       Communicate with transition teams and account management for successful operational hand-off.

·       Support Account Director in mobilizing the account, maintaining positive communications with the client.

·       Build technical M&E solutions for enterprise-level clients, including organizational design and transition planning.

·       Identify and mitigate risks and opportunities in pricing, mobilization, and delivery of technical M&E solutions.

·       Work closely with clients to develop go-to-market strategies for the delivery of technical M&E services.