Sales & Solutions Director
Location: Hybrid with travel around the South
A market-leading provider of facilities management and engineering services is seeking an accomplished Sales & Solutions Director to drive sustainable growth across complex, integrated FM and technical M&E environments.
This is a senior, high-impact leadership role accountable for converting market opportunity into long-term, profitable contracts. The position spans the full growth lifecycle — from shaping market strategy and originating opportunities through to solution design, commercial negotiation, and successful mobilisation.
Role Purpose
To lead the organisation’s sales and solutions agenda, delivering differentiated FM and M&E propositions that solve client challenges, strengthen market position, and generate consistent, profitable growth.
Key Responsibilities
Sales & Growth Strategy
* Set and deliver the sales and growth strategy for integrated FM and technical M&E services.
* Build and convert a high-quality pipeline of complex, high-value opportunities within target sectors.
* Partner with the Executive team to deliver annual revenue, margin, and conversion targets.
* Develop and execute go-to-market strategies that enhance brand visibility and competitive positioning.
Solutions & Proposition Leadership
* Own the development of client-centric FM and M&E solutions aligned to operational, commercial, and strategic client objectives.
* Lead multidisciplinary teams across engineering, operations, commercial, and finance to create compelling proposals.
* Ensure all solutions are differentiated, operationally deliverable, and commercially robust.
Client & Market Engagement
* Act as senior sponsor for key clients and strategic prospects.
* Lead executive-level engagement including solution workshops, presentations, and commercial negotiations.
* Represent the business externally, maintaining strong market presence across FM and engineering networks and industry events.
Commercial & Financial Leadership
* Define pricing strategies, commercial models, and bid governance for major opportunities.
* Lead complex contract negotiations alongside legal and commercial teams.
* Ensure sustainable value creation across contract lifecycle for both client and business.
Market Intelligence & Innovation
* Monitor market trends, competitor activity, and emerging technologies to inform sales and solution strategy.
* Translate insight into new propositions, service enhancements, and growth opportunities.
* Drive continuous improvement across sales, bid, and solution development processes.
Governance, Pipeline & Performance
* Maintain disciplined pipeline management, forecasting accuracy, and CRM reporting.
* Lead structured bid and opportunity reviews aligned to risk appetite and strategic priorities.
* Embed best practice collaboration between sales, operations, engineering, and commercial teams.
Success Measures
* Delivery of annual revenue growth, margin, and conversion targets.
* Improved win rates across new business, renewals, and contract expansions.
* Strong client satisfaction and retention following mobilisation.
* Increased market share and brand strength within UK FM and M&E sectors.
Candidate Profile
* Senior sales, solutions, or business development leadership experience within integrated FM or M&E services.
* Proven track record winning and closing complex, multi-service FM contracts typically exceeding £1m per annum.
* Strong commercial judgement with a consultative, solution-led approach to sales.
* Comfortable operating at board and executive level with clients and internal stakeholders.
* Experienced leading cross-functional bid, solution, and negotiation teams.
* Highly effective communicator, negotiator, and strategic thinker.