In this role you lead the full sales solution cycle for M&E and IFM opportunities, from prospecting to implementation. You coordinate cross-functional teams to craft engineering staffing models, savings paths, and technology offerings that win business. You’ll manage RFPs, negotiations, and market intelligence to sustain high win rates. You work closely with sector leadership and operations to deliver tailored, high-impact solutions. This is a chance to shape enterprise-grade M&E offerings and drive measurable value for clients and the firm.
Responsibilities
Prospect and solution engineering opportunities from inception to implementation
Coordinate a cross-functional team to build staffing models, savings glide paths, and technology offerings
Develop clear, compelling M&E value propositions for client presentations
Engage internal SMEs to support client journeys through award and handoff
Collaborate with Operations, technical experts, and marketing to tailor competitive solutions
Share best practices across sales and solutions to improve future bids
Support the Solutions Cycle across all client phases and maintain up-to-date systems and processes
Understand client requirements to consistently deliver appropriate solutions
Maintain up-to-date knowledge of UK/I structures, market changes, and competitors
Communicate current solutions landscape to clients using CRM tools like Salesforce
Pro forma ownership during RFP negotiations to validate scope and pricing
Coordinate with legal/commercial to ensure bid details are in final agreements
Identify additional growth opportunities during RFPs
Maintain knowledge of competitive environment and articulate value proposition
Demonstrate how WPM/UK/I products drive client outcomes and engage in client-facing needs analysis
Own/support deliverables for RFP responses and business planning
Conduct site tours and develop integrated solutions
Build financial models including portfolio cost modelling and unit economics
Develop a realistic pipeline and meet 4x GAP revenues in rolling 12 months (+40m)
Qualify opportunities to maximize efficiency and outcomes
Utilize data from prior pursuits to inform strategy and share insights
Adhere to sales processes, protocols, and technology for consistency and improvement
Contribute to service line products, pricing methodologies, and future trends
Participate in pipeline reviews and leverage Solutions Team, BDMs, and Pricing Managers
Key requirements
10–15 years of M&E and IFM solution selling in complex environments
Track record of exceeding 1M CI in annual sales and >10m GAP revenues
Experience in building staffing models, and delivering measurable cost savings
Strong negotiation and RFP management skills
Ability to communicate complex solutions succinctly and confidently
Understanding of pricing, P&L, and business case creation
Experience with cross-geography coordination and large-scale enterprise deals
Familiarity with CRM systems, especially Salesforce
Market intelligence and competitive landscape awareness
Proven leadership and stakeholder management in fast-paced settings
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