Role Description
Facility Performance Consulting (FPC) is a global full-service integrated technology consultancy and professional services company providing Building Performance Services, Digital Building Consultancy, and Facilities Management (FM) services to the built environment.
A Business Development Manager with FPC is a sales-focused professional who uses extensive technical knowledge and experience to identify and deliver technology solutions to clients. The primary role is to provide technical expertise, in collaboration with regional and global teams, to identify, secure, and execute sales opportunities end-to-end through client delivery acceptance. This will be to ascertain the prospective client requirements and develop proposed solutions that meet client technical, business, and budget requirements.
The Business Development Manager represents FPC in delivering services to our Clients and when working with industry partners and suppliers, so will maintain the highest standards of technical and professional performance, and conduct themself with honesty and integrity at all times.
In addition to client-facing role and responsibilities, the Business Development Manager is expected to be an active member of the Service Line teams, to make a positive contribution to the development of the team and wider FPC business, working effectively with all FPC colleagues to successfully deliver projects and support FPC’s business obje
Requirements
The ideal candidate will have a strong background in technical sales and in-depth knowledge of software solutions technology. The key responsibilities for this role include, but are not limited to, the following:
● Sales Engineering Lead
○ Serve as the regional Sales team lead to develop long-term relationships with clients
○ Identify and lead regional Sales pursuits with existing and prospective clients in the areas of Digital
Building Consulting (DBC), Master System Integrator (MSI) and Technology Solutions Services to the built environment
○ Prepare and deliver technical presentations showcasing products, services and technical technology-led solutions to existing and prospective clients
○ Provide pre-sales technical assistance, solutions and education
○ Negotiate tender and contract terms and conditions to meet both client and company requirements
○ Responsible for responding to functional and technical elements of RFIs/RFPs, through to execution of contract/purchase order
● Solutions and project execution Lead
○ This role will be responsible end-to-end and will provide the presales, sales, engineering, technical support, and technical solutions/deliverables to meet client requirements
● Prepares and maintains sales engineering reports by collecting, analysing, and summarising sales information and engineering and application trends
● Support company wide Sales and Marketing activities by attending relevant trade shows, conferences and other marketing events
Experience and Qualifications
The Business Development Manager should possess some or all of the following experience and qualifications:
● Bachelor’s Degree in Computer Science, Software Engineering, or a related field such as Controls & Instrumentation
● Minimum 5 years Sales Engineer experience, preferably in Smart/Digital Buildings, IoT Solutions, Systems Integration related projects or related industries such as Architecture, Design or Construction
● Effective verbal and written communication skills
● Experience in working on projects using either Agile and/or Waterfall project management methods
● Previous work experience as an end to end Sales Solutions Engineer
● Ability to develop big-picture software and/or technology solutions
● Excellent Sales/Project Reporting, Risk and Issue Management and Communications Skills
● Coordinating on Project Reviews and Lessons Learnt activities to feed into Continual internal and external improvement
● Effective Stakeholder Management and communication skills, including attending sales, client and team meetings as required, document writing and presentation skills
● Experience working as part of a delivery team to help coordinate & manage the project from design to handover, including:
○ Client requirements gathering and documentation
○ Competitive Tender (RFP) Procurement
○ SoW and Specification Development
○ Process development including RACI, process, and procedure
○ Project proposal development, estimating and presentation
Benefits
net2phone Canada
ViewSonic
DraftKings
Medtronic
MarketStar
