Job Overview

Mitie is seeing tremendous growth in developing and delivering integrated FM services where energy and carbon reduction is key in achieving clients' net zero objectives, including decarbonisation through lighting and lighting controls.  We have an exciting opportunity for a Business Development Manager to join our Lighting Projects team.

The Business Development Manager - Lighting (BDML) will be part of our Energy and Decarbonisation Project Team working with our new and existing customer base. Together with our operational and specialist sales functions the BDML will work to develop lighting energy reduction related opportunities for existing clients and create new market opportunities. Your role will be critical in obtaining our business growth objectives.

• This is an external client facing role, liaising with strategic stakeholders targeting opportunities with new customers not currently engaged with Mitie.
• C-suite – Executive Directors, Directors, Heads of Function including Engineering, Procurement, Property, Sustainability, Energy Management and Programme Management.
• Key suppliers and technology developers.
• Identify and pursue new lighting/energy saving opportunities within the commercial, industrial, and PFI sectors, Education, Healthcare, Public Sector Industry and Logistics, Leisure and Hospitality

Main Duties

• Build and maintain a visible pipeline to achieve agreed financial targets.
• Manage and oversee your sales pipeline from initial contact through to project completion.
• Maximise opportunities for new business and lead negotiations with the client to win profitable contracts.
• Identify and pursue new lighting/energy saving opportunities within your sector.
• To provide solutions that help our clients become more energy efficient and embark on a meaningful journey to net zero.
• Organise and attend site surveys, developing detailed quotes and proposals as required.
• Oversee the full bid process from tender to final submission – PQQs and ITTs ensuring all submissions are accurate and demonstrate a thorough understanding of the lighting energy methodologies and project delivery timelines.
• Take lead in bid/no bid, bid submission, customer presentations and negotiations.
• Use the Salesforce CRM platform to update and manage the progression of activities from opportunity creation to close
• Be responsible for ensuring that the highest levels of conduct are always achieved, delivery of savings, presentations, behaviours, report writing, achieving milestones and plans on time, accurate correct levels of detail.
• Maintain an initiative-taking interest in the lighting industry and demonstrate this by being constantly aware of new products and techniques.
• Table new concepts/ideas/strategies/principles to your peers and the Management team.
• Be knowledgeable of the contractual terms surrounding our bids and the requirements allowed for energy reduction on specific contracts (T&Cs differ from contract to contract).
• Be able to maintain records and evidence to comply with audit /accreditations associated with energy performance contracts or similar internal client audits.
• Work collaboratively with others across all service teams to address issues and resolve client issues.

What we are looking for

• Experienced professional with a minimum of 5 years within the lighting or electrical industry.
• Possess a full understanding of lighting services and related products.
• Experience in turnkey installations solutions is desirable but not essential.
• Experience in lighting control solutions is desirable but not essential.
• Excellent communication and negotiation skills.
• Solution-focused, enjoys empowerment to drive innovation, process improvements and new ideas from inception to delivery.
• Excellent communicator, confident and credible presenter, ability to influence at high level.
• Self-motivated, strategic thinker with a results-driven approach.
• Good decision maker.
• Customer focused.
• Thrives under pressure in a fast-paced working environment.
• Must be prepared to have a flexible approach to working.
• Ability to work to critical targets and deadlines.
• Proactive nature with an ability to show initiative.
• Effective communication and presentation skills.
• Financially aware, numerate, and commercially minded.
• Logical with the ability to influence by putting forward strong business cases.
• Able to produce detailed proposals – covering consumption, cost, and margin.

• Education

  • Preferably degree qualified or equivalent or working towards this goal.
  • Competency demonstrated by a formal technical qualification combined with good education standards/industry experience and knowledge.