BMS Account Manager – Reporting to Regional Sales Manager
Location - Glasgow
Job Description
Responsible for managing existing and developing new business opportunities, identifying new routes to market, and developing a strong pipeline to achieve targets against the business plan.
The role focuses on identifying and converting new sales opportunities, building a strong pipeline, and achieving organic growth targets in line with the business plan. Key sales channels include M&E contractors direct end-user business, regional FM companies and management agents.
You will be responsible for:
• Developing and executing a targeted sales strategy that delivers consistent organic growth in client base, recurring revenue, and gross margin.
• Working closely with regional teams, Operational Team, and Engineering Managers to develop customer solutions and ensure first-class service delivery.
• Collaborating across all parts of the business to drive new sales and account development.
• Meeting and exceeding sales and margin targets for both new and existing business year on year.
Responsibilities
• Identify and pursue new sales opportunities, including new markets, sectors and customer segments.
• Develop and maintain a robust pipeline of new business prospects by leveraging local market knowledge and industry contacts.
• Work with existing accounts to identify up-selling and cross-selling opportunities and target new customers and sectors.
• Lead the full sales cycle for new business, from prospecting and qualification to proposal, negotiation, and closing.
• Create and implement client-specific Account Management Plans (AMPs) and engagement strategies tailored to the market.
• Report twice monthly and quarterly on new business activity, pipeline status, green time, and performance against targets.
• Promote and sell the company brand, ensuring a deep understanding of all sales propositions relevant to the market.
• Deliver outstanding customer service and build long-term relationships with key decision makers in new and existing accounts.
• Collaborate with sales, technical, and project teams to ensure clear objectives and winning strategies for new business.
• Take ownership of the bid process for new sales opportunities, ensuring robust governance and alignment with senior management and technical teams.
Relationship Management
• Leadership Team
• Regional Sales Team(s)
• Peer to Peer
• Technical Support
• Operational Delivery Team(s)
• Existing customers
• Partners (e.g., FM companies)
Experience
• Proven experience of working within a target-driven, engineered solutions orientated sales environment.
• Record of consistently meeting/exceeding business sales targets.
• Demonstrable experience of developing client-focused commercial solutions providing differentiated, valued and achievable outcomes.
• Proven experience of driving the sales process from strategy to plan creation, through implementation to successful delivery.
• Highest levels of competence in listening, verbal and written communications, negotiations, presenting skills.
• Candidates should ideally have a minimum of five years’ experience in a similar role.
• Ideally have an in-depth product knowledge of business development, account management, energy, wellbeing legislation, bid management, Building & Energy Management Systems
• Have a good existing relationship with contractors, end users and consultants in the area.
Skills & Experience
• Able to work under own initiative but work as part of a team.
• Ability to Recognise and influence decision makers to close sales opportunities at all levels within a client organisation.
• Superb communication & organisational skills.
• Commercial awareness.
• Good attention to detail.
• Self-motivated, responsible, and accountable.
• Willingness to add value at every level.
• Ability to deliver exceptional customer service.
• Own and resolve customer issues and escalate when necessary.
• Successful “in-life” contract management
• Ability to create and maintain a working relationship with key stake holders to ensure a high level of trust and partnership.
• Use of Excel, Word & Outlook, and service management database & financial systems.
This role requires someone with an exceptional knowledge, awareness and understanding of BeMS industry and its customers