Client Relationship Manager

The Client Relationship Manager collaborates with the Client Solutions Director, UK & Europe to understand the needs of prospective and existing clients, and development of the BGIS solution offeringand related value propositions. The Client Relationship Manager collaborates with internal stakeholders in developing and executing the required sales strategy including but is not limited to lead generation, business development, building a long -term sales pipeline, business case development, delivery model development, proposal development & writing.

Client Relationship Manager stays abreast of assigned client vertical markets,specifically for demise customers in BGIS operatedproperties in London, and actively participates in related industry associations supporting BGIS industry awareness.

Business Development – New clients

• Supports development of appropriate BGIS delivery solutions that address prospective client’s needs and business strategy/objectives and takes into consideration the client’s businessand value drivers,as well as perceived value of the proposed solution(s).
• Identifies and targets potential new customers who are demisedto BGIS’ London based portfolios including, but not limitedto, The Crown Estate, Landsec, and GPE.
• Proactively approaches potential customer and sells BGIS’ services, tailoredto the clients requirements, and aligned with BGIS’ CMS and TMS capabilities.
• Utilises Salesforce to manage both new businessopportunities, and relationship mapping of new and existingcustomers.

Solutioning

• Supports development of appropriate BGIS delivery solutions that address prospective client’s needs and business strategy/objectives and takes into consideration the client’s businessand value drivers,as well as perceived value of the proposed solution(s).
• Engages with ITS, servicepartners, and dedicateddemise Engineering teams to ensureclient solutioning is bespoke, accurate, achievable, and profitable.
• Support development of all aspectsof BGIS delivery solution to meet clientneeds.
• Collaborate with BGIS ProductLines to developsolutions in supportof business development efforts.
• Brings forwardinnovative and improvedways of workingto enhance the Client Solutions offering to new and existing clients.

Proposals

• Leads sales opportunities from target through to contract, reviews RFP requirements, creates high level commercial pricing models, and supports the Client SolutionsDirector, UK & Europe in understanding factorssuch as clientneeds, business strategy/objectives, value perception, business and value drivers.
• Leads conceiving, writing and editingof RFP responses, both directlyand in collaboration with Operations and SME’s.
• Creates visuallycompelling sales and marketing materialand takes part in presentations to new and existing customers where required.

Industry Awareness

• Elevates the visibility of the organization and thought leadership with involvement in the application of industry awardsand speaking engagements on behalf of BGIS Global Integrated Solutions.
• Develops and maintains currentknowledge of assignedvertical markets, their competitive landscapes and prospective clients.
• Actively engagesin social media in alignmentwith BGIS’ socialmedia and marketingstrategies to championthe brand.

• In collaboration with in place account teams and stakeholders, undertake specificbusiness development assignments with existing clients as assigned.
• Support the retention of existing customers through understanding theirneeds and strategicgoals, and reverseengineering bespoke solutions to meet their needs.

Knowledge & Skills

• At least 5-years experience in a businessdevelopment or B2B sales role in the FM, construction, workplace, or a relatedmarket field.
• At least 5-years experience in face-to-face customerrelationship management
• Fully developed presentation, communication, interpersonal & consultative skills.
• Good level of commercial sales knowledge and financial acumen
• A self-starter who can work both independently and as part of the Client Solutionsteam
• Tenacious and ambitious in their approachto growing their client base
• Excellent sales and businessdevelopment track record

At BGIS we believe that diversity and inclusion is a key business driver, such that we never lose sight of its importance as it is woven into the fabric of our organisation. We are committed to maintaining a barrier-free recruitment process by providing equal employment opportunities through recruiting and retention of individuals of all backgrounds. We recognise that promoting diversity is an essential component of our continuing pursuit for organisational success!