BMS Account Manager
Job description
Responsible for managing existing and developing new business opportunities across Scotland, 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, management agents and opportunities within Scotland.
Previous BEMS/ Prior Building services or M&E sector experience is required
You will be responsible for
Developing and executing a targeted sales strategy for Scotland that delivers consistent organic growth in client base, recurring revenue, and gross margin.
Working closely with regional teams, the 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.
Main Duties & Responsibilities
Identify and pursue new sales opportunities across the Scotland region, 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 Scottish market.
Report twice monthly and quarterly on new business activity, pipeline status, green time, and performance against targets.
Promote and sell the brand, ensuring a deep understanding of all sales propositions relevant to the Scottish 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)
Specific job knowledge, Skills & Experience
Proven experience of working within a target-driven, engineered solutions-oriented 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 in 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, and 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 and Aptitudes:
Able to work under own initiative but work as part of a team.
Ability to recognize 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 stakeholders 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