Client Solutions Manager
BGIS · London
Job Description
The Client Solutions Manager collaborates with the Client Solutions Director, UK & Europe to understand the needs of prospective and existing clients, and development of the BGIS solution offering and related value propositions. The Client Solutions 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 Solutions Manager stays abreast of assigned client vertical markets and actively participates in related industry associations supporting BGIS industry awareness.
Key Duties & Responsibilities
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 business and value drivers, as well as perceived value of the proposed solution(s). Solutions include all aspects of the required delivery model such as organisational design, process design, financials & business case, savings strategies etc.
- Support development of all aspects of BGIS delivery solution to meet client needs.
- Collaborate with BGIS Product Lines to develop solutions in support of business development efforts.
- Brings forward innovative and improved ways of working to enhance the Client Solutions offering to new and existing clients.
Proposals
- Leads sales opportunities, reviews PQQ & RFP requirements and supports the Client Solutions Director, UK & Europe in understanding factors such as client needs, business strategy/objectives, value perception, business and value drivers.
- Supports development of appropriate strategy which responds to all tender factors.
- Leads conceiving, writing and editing of RFP responses, both directly and in collaboration with Operations and SME’s.
- Monitors portals for opportunities and engages with Salesforce to ensure pipelines and bid trajectory is accurate and up to date.
- Creates visually compelling presentation material and 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 awards and speaking engagements on behalf of BGIS Global Integrated Solutions.
- Develops and maintains current knowledge of assigned vertical markets, their competitive landscapes and prospective clients.
- Actively engages in social media in alignment with BGIS’ social media and marketing strategies to champion the brand.
Business Development Existing Clients
- In collaboration with in place account teams and stakeholders, undertake specific business development assignments with existing clients as assigned.
- Implement BGIS Way – consultative sales approach for all pursuits. Actively track and report on pursuit process using Salesforce.
- Support the retention of existing customers through understanding their needs and strategic goals, and reverse engineering bespoke solutions to meet their needs.
Knowledge & Skills
- University graduate or Professionally qualified with demonstrated progressive, industry knowledge and related experience that usually comes with more than 5 years of FM or similar industry delivery sales experience
- Specific client vertical market experience and expertise to support BGIS market growth
- Fully developed presentation, communication, interpersonal & consultative skills.
- Collaborative and innovative in approach
- A team player who will enhance and expand upon the positive culture within the Solutions team
- Excellent writing & presentation development skills
- Excellent industry knowledge and experience
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! #BGISUK #LI-JC2