Do you thrive on opening doors, building trust, and turning complex public‑sector challenges into compelling, outcome‑led solutions?
Are you a confident, values‑driven business developer who enjoys engaging senior commissioners and system leaders — shaping ideas, influencing decisions, and winning work that makes a real social difference?
Do you bring the perfect balance of commercial drive, relationship intelligence and strategic curiosity — building strong pipelines, closing meaningful deals, and helping brilliant work reach the people and places that need it most?
The role
We’re looking for a Business Development & Sales Executive that will be hands‑on, revenue‑generating and responsible for hunting, warming, and closing new business and strategic partnerships for ICE.
As our Business Development & Sales Executive, you will operate credibly with senior commissioners and system leaders across health, public health, local government, ICBs/ICSs, and place‑based partnerships, translating complex needs into clear, outcome‑led ICE propositions.
You will represent ICE’s unique blend of human‑centred design, applied behavioural science and creative delivery and connect this to the priorities and outcomes commissioners care about, including the NHS direction of travel and the government’s three shifts: hospital to community, analogue to digital, and sickness to prevention.
You will be a self‑starter, comfortable with outreach, discovery, proposals and follow‑up, and you will work closely with colleagues across delivery, marketing/engagement, and leadership to shape compelling solutions, support tender responses and win new work that creates measurable.
Key Outcomes of the Role
* Qualified value‑led pipeline aligned to ICE’s strategic rocks
* Closed deals that create measurable social and system impact
* Strong, trust‑based senior relationships across priority systems and places
* Clear contribution to ICE’s growth strategy, reputation, and market position
You will work as part of a fast paced, agile, creative organisation. You will be expected to drive and have access to a car. You will also be expected to travel to other ICE offices from time to time.
Benefits
* We deliver purpose‑led work that directly improves communities, health, and wellbeing.
* Our work is evidence that we are leading behaviour change work across the UK
* We have a culture rooted in insight, creativity, and co‑design.
* We offer opportunities for professional development across behaviour change, design, insight, and digital innovation.
* Hybrid working with trust, autonomy, and a supportive leadership team. The first 12 weeks will be office based to help you onboard into ICE.
* Promise a chance to shape the evolution of ICE’s brand and creative capability.
* Salary Range: £35,000 - £44,000 per annum with income generation bonuses uncapped.
Key elements of the day‑to‑day role
New Business Development & Lead Generation
* Proactively identify and pursue new opportunities aligned to ICE’s services and impact goals (e.g., insight/research & design, social marketing & engagement, leadership & organisational development, lifestyle improvement/wellbeing services).
* Build relationships and engage decision‑makers across NHS/ICBs/ICSs, public health, local authorities and place‑based partnerships; use a structured approach to outreach, follow‑up and meeting booking.
Discovery & Solution Shaping
* Lead/assist discovery conversations to understand needs, outcomes, stakeholders, budgets and timescales; translate commissioner priorities into a clear ICE proposition and scope.
* Maintain an accurate, well‑structured pipeline in the CRM, ensuring robust notes, next actions, forecasting and reporting; keep activity disciplined and visible.
Proposal & Bid Support
* Contribute to written proposals, pricing inputs and tender responses (where relevant), coordinating internal inputs and ensuring submissions are outcome‑led, clear and compliant.
Account Growth & Relationship Management
* Support growth of existing clients through strong relationship management, renewal conversations, extensions, and cross‑sell/upsell opportunities aligned to client outcomes.
Partnerships & Referrals
* Build referral relationships and delivery partnerships with complementary organisations (e.g., VCSE, local authorities, specialist providers) to strengthen ICE’s reach and credibility across systems.
* Stay ahead of sector priorities, policy direction and commissioning trends to inform targeting, propositions and campaigns; feed insight into marketing/engagement activity.
* Work closely with marketing/engagement and delivery teams to develop case studies, proof points and pitch materials; ensure what we sell is deliverable and aligned to ICE values and impact.
Performance & Continuous Improvement
* Work to clear performance goals (e.g., meetings, qualified pipeline, conversion, wins); regularly review results and refine approaches to improve conversion and efficiency.
Operations & Governance
* Act at all times within the Company’s rules, policies, procedures, and financial regulations.
* Observe and comply with employees’ obligations under Health and Safety policy and law.
* Support a progressive approach to Equal Opportunities ensuring that the Company’s commitment to equality of opportunity in service provision and employment practices are present in any work.
* Comply with all information governance policies and procedures at all times.
* Maintain the highest standards of personal and professional integrity and conduct.
Essential existing skills/experience
* Proven commercial/sales capability (through experience and results)
* Confident use of Microsoft Office (Outlook, Word, PowerPoint, Excel)
* Experience generating leads and developing opportunities end‑to‑end (outreach → discovery → proposal → close)
* Evidence of working to targets and managing pipeline/CRM discipline
* Strong interpersonal and relationship‑building skills
* Clear communicator with confident influencing and negotiation
* Organised, consistent and self‑motivated; able to manage multiple priorities
* Resilient, proactive and comfortable with outreach and follow‑up
* Collaborative approach and commitment to integrity and quality
* Knowledge of Microsoft products
* Comfortable using CRM systems, reporting tools, and basic pipeline analytics
* Process improvement and optimisation.
* Prioritisation and risk management.
* Confident leading client meetings.
* Expectation and scope management.
* Clear written and verbal communication.
* Negotiation and influencing skills.
* Ability to manage your own work and deliver across multiple projects.
* Understanding of margins and utilisation.
* Excellent attention to detail and time management skills.
* A collaborative mindset and willingness to learn and grow.
* Comfortable with a hybrid working model (a mix of office and home‑based).
* Experience in using Zoom, Microsoft Teams, and other digital platforms.
* Understanding of public sector procurement/routes to market (frameworks, tenders, quotations)
* Experience selling into NHS/ICBs/ICSs, public health or local government environments
* Experience supporting or contributing to bids/tenders
* Experience selling any of behaviour change, social marketing, research/insight, service design, OD/leadership, wellbeing services
* Confidence presenting to groups/senior stakeholders
* Existing network across health/public sector commissioning
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