Spie - Head of Business Development

Spie - Head of Business Development

Candidate Information Pack for the role of Head of Business Development

Contents

1.0 ABOUT SPIE 1.1 Facilities Services 2.0 JOB PURPOSE 2.1 Aims and Objectives 3.0 KEY RESPONSIBILITIES AND ACCOUNTABILITIES 3.1 Health & Safety 3.2 Relationships 4.0 PERSON SPECIFICATION

4.1 Essential 4.2 Desirable

4.3 Services Competencies 5.0 THE SELECTION PROCESS

About SPIE UK

SPIE UK is a subsidiary of SPIE Group; the independent European leader in multi-technical services in the areas of electrical, mechanical and HVAC engineering services and communications systems, as well as in specialised energy services. With 38,000 employees working from close to 600 sites in 38 Countries, SPIE Group achieved consolidated revenues of €5.3 billion in 2015. Our customers rely on us for a complete solution to their needs. We specialise in lifetime support, from design through construction to maintenance, repair and operation. With the emphasis on green technology, we are forward-thinking, innovative and committed to adding value to every project. We believe there is always a better way. Our success depends on our commitment to technical innovation and the constant development of skills and techniques across our teams. In this way, we bring genuine added value that helps us create mutually successful, long-term relationships. Listening to our customers and forming close working relationships with them allows us to bring together all the essential elements of facilities management and support services to deliver the most effective solution every time.

Job Purpose

To identify, target, generate and win new sales to increase turnover and profitable income for the business.

Aims and Objectives

• To increase turnover through winning new business that is aligned with the business development strategy for Facilities Services. • To generate and ensure a healthy, credible and robust sales pipeline for Facilities Services. • To provide accurate and reliable sales performance forecasts and conversion rates. • To manage and motivate the Business Development Department to ensure optimal performance in accordance with its strategy and critical KPI’s (i.e. delivering and sustaining high sales conversion rates). • To work with Regional Directors and Managers to encourage and support efforts to drive sales opportunities through operations (i.e. new clients, cross selling, incremental sales). • To advise the FS Senior Manager Team on sales and business development opportunities to shape the value propositions and marketing initiatives. • Ensure compliance to all SPIE Matthew Hall Group policies and procedures. Liaise closely with the Commercial, Engineering, Estimating and Operations managers.

Key Responsibilities and Accountabilities

• Manage, plan and co-ordinate the total activity of the Business Development Department • Generate and develop new profitable business for Facilities Services. • Achieve set/agreed targets for new sales for Facilities Services. • Manage, motivate and monitor the performance of staff within the Business Development Department.

• Maintain a close working relationship with Commercial, Engineering, Estimating and Operations teams, ensuring cohesion in any new business venture. • Maintain a good knowledge of the industry, emerging markets and business opportunities to ensure effective promotion and local exposure for SPIE FS. • Carry out any reasonable tasks required by line management in a manner that is conducive to good business practice. • To uphold the good name of the company at all times and not to disclose to a third party any information of a confidential nature.

Health and Safety

All Executives are required to fulfil their legal duty to take reasonable care for the health and safety of themselves and others who may be affected by their acts and omissions, and to follow all guidance and instructions given in this respect.

Further details regarding Health & Safety responsibilities are set out in the Health & Safety Policy.

Internal

Relationship

• Interface with Executive Teams, Employees and Support Departments.

External

• Interface with Customers New and Existing, Consultants, Competitors and Supply Chain.

Person Specification

The knowledge, skills, qualifications and experience relevant to the position are:

Essential

• Proven Business Development expertise. • Experience in a Sales/Development position.

• Conversant with a wide range of mechanical and electrical building service systems and equipment. • Proven track-record of securing End User / Framework agreements typically in the £1-5m value range. • Commercial Aptitude, Customer orientated, Flair and Tenacity to get the job done. • Negotiation skills.

Desirable

• Experience of larger Mechanical & Electrical contracts.

Person Specification

The core leadership competency framework for the position are:

• Strategic Leadership – develops and establishes a clear vision for the business. • Cultural Awareness – understands the impact that culture has on the business and ensures that boundaries are addressed/ overcome. • Creative Thinking and Innovation – able to create new ideas and concepts, being entrepreneurial in driving the business forward. • Analysis and Judgement – investigates and interprets >Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10

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