Login to Apply

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