Business Development Manager

Business Development Manager

Edinburgh

Contract: Full Time, Permanent
Salary: Competitive + Bonus
Hours: 40 per week

As Scotland’s leading ethical, family-owned caterer, we take immense pride in our commitment to ‘Intrinsically Independent’ principles. Our culinary teams at Thomas Franks Scotland immerse themselves in the bounty of Scottish produce, crafting menus that not only satisfy the palate but also celebrate the distinctive flavours of this magnificent land.

Location: Scotland/Hybrid
Reports to: Head of Sales Scotland

Job Purpose

The Business Development Manager is responsible for driving profitable sales growth within the contract catering sector. The role focuses on proactive new business generation through direct telesales and outbound activity, developing strong customer relationships, and effectively managing sales and customer information. The postholder will play a key role in expanding market presence and securing long-term, sustainable catering contracts.

Key Responsibilities

Sales Generation & Business Growth

• Proactively identify, target, and secure new business opportunities within the contract catering market.
• Manage the full sales cycle from lead generation and qualification through to proposal, negotiation, and contract award.
• Achieve and exceed agreed sales targets, revenue growth, and margin objectives.
• Develop and maintain a strong and qualified sales pipeline through consistent outbound activity.
• Monitor market trends, competitor activity, and customer needs to inform sales strategy and opportunity development.

Customer Relationship Development

• Build and nurture strong relationships with prospective and existing clients, acting as a trusted commercial partner.
• Understand client needs, challenges, and service requirements to develop tailored catering solutions.
• Lead client meetings, presentations, and site visits as required.
• Ensure a smooth handover of new contracts to operational teams, supporting successful mobilisation and onboarding.
• Identify opportunities for contract renewal, extension, and upselling where appropriate.

Information & Data Management

• Maintain accurate and up-to-date records of all sales activity, leads, and opportunities within the CRM system.
• June 2025
• Track telesales activity, conversion rates, and pipeline performance.
• Produce regular sales reports and forecasts for senior management.
• Use sales data and insights to improve targeting, efficiency, and overall sales effectiveness.
• Ensure compliance with company policies, data protection legislation, and industry standards.

Skills & Experience

Essential

• Proven experience in business development or B2B sales within the contract catering, facilities management, or related service sectors.
• Demonstrable success in proactive outbound sales and telesales-led lead generation.
• Strong negotiation, communication, and relationship-building skills.
• Highly organised, self-motivated, and able to manage a full sales pipeline independently.
• Confident using CRM systems and sales reporting tools.

Desirable

• Experience of tendering and procurement processes within contract catering.
• Knowledge of selling multi-site or long-term service contracts.
• Understanding of catering operations and service delivery models.

Key Performance Indicators (KPIs)

• New business revenue and margin achieved
• Volume and quality of outbound telesales activity
• Lead-to-opportunity and opportunity-to-win conversion rates
• Sales pipeline value and forecast accuracy
• CRM data accuracy and reporting compliance

Benefits

• Wider wallet scheme (discounts at major retailers, restaurants, gyms etc).
• Free meals on duty
• Volunteers leave – up to one day per year.
• Enhanced maternity, paternity and adoptive leave.
• Cycle to work scheme.
• Recommend a friend bonus.
• Unrivalled individual training and development.
• Well established apprenticeship programme.
• Team & company social events.
• Employee assistance programme.
• Workplace pension
• Excellent career progression within a leading independent contract caterer.

About us

Thomas Franks is a founder led, fresh food catering business with a focus on excellence and service delivered with individuality, passion and style. We are unique in every approach and our clients, and our people are paramount to our daily success.

Disclaimer Scotland Schools

All applicants must be able to demonstrate that they have the Right to Work in the UK to be considered for this role.

An enhanced PVG, Identity & reference checks (covering the last five years) will form part of the selection process. As an organisation using the Protecting Vulnerable Groups (PVG) Disclosure service to assess applicants' suitability for positions of trust, Thomas Franks Ltd complies fully with the PVG Code of Practice and undertakes to treat all applicants for positions fairly. We are committed to safeguarding the welfare of children and undertake not to discriminate unfairly against any subject of a Disclosure based on conviction or other information revealed. However, for any post in a school please be aware that any application is exempt from the Rehabilitation of Offenders Act 1974 and as such any criminal conviction, caution or bind-over must be declared.

Diversity and Inclusion at Thomas Franks

We actively encourage applications from candidates from diverse backgrounds and continue to develop a culture of growth and inclusion and would like to invite applications from groups who are currently under-represented, because we believe greater diversity leads to exceptional results and provides a better working life.

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