Description:
As the Head of Strategic Partnership, you will take ownership of our client’s relationships with major FM companies. Reporting to the Group Sales & Marketing Director, this role is responsible for building and managing high-value partnerships, driving revenue growth, and positioning our client as the go-to compliance services provider within the FM sector
Main duties and responsibilities:
- Strategic Relationship Management: Develop and nurture long-term, strategic relationships with key Facilities Management (FM) partners, positioning our client as a trusted, value-driven partner. Ensure that the value of our compliance services is continuously communicated and recognised through ongoing relationship-building and tailored solutions that meet client needs.
- Business Development & Growth: Lead proactive business development efforts within the FM sector, identifying new opportunities, sectors, and geographical areas to expand market share. Leverage industry relationships and market insights to propose solutions that contribute to revenue growth, whilst aligning with the company’s overall strategic objectives.
- Account Management: Act as the principal relationship manager for FM partners, ensuring high levels of customer satisfaction and engagement. Anticipate and respond to client needs, ensuring the continuous alignment of our services with their evolving requirements, thus enhancing client retention and long-term partnerships.
- Revenue & Commercial Strategy: Work closely with the sales, operations, and finance teams to develop innovative and competitive pricing models, tailored service packages, and contract terms that reflect the specific needs of the FM sector. Ensure that commercial strategies are aligned with company goals and deliver profitable outcomes while maintaining client satisfaction.
- Industry Engagement: Be an active ambassador at FM-related events, conferences, and forums. Network with key stakeholders, industry leaders, and potential clients to promote the company’s brand and identify emerging industry trends. Foster the company’s reputation as a thought leader in compliance services.
- Cross-Functional Collaboration: Lead cross-functional collaboration with sales, marketing, operations, and product development teams to create and execute business growth strategies. Ensure alignment of business goals and resources, driving the seamless delivery of services and continuous improvement in client satisfaction.
- Market Analysis: Continuously monitor and analyse industry trends, competitor activity, regulatory changes, and customer feedback within the FM and compliance sectors. Leverage insights to inform decision-making, anticipate market shifts, and adapt strategies to ensure the company remains competitive and responsive to market demands.
The requirements for the Head of Strategic Partnership - FM:
- Proven experience in a senior business development, partnerships, or account management role within Facilities Management (FM) and compliance services, or a closely related field, where you have successfully led initiatives, built client relationships, and managed large-scale accounts.
- You will already have great relationships with major FM companies such as CBRE, EMCOR, ISS, Mitie, Sodexo to name a few
- In-depth knowledge of FM companies' operations, procurement processes, and compliance requirements, which has been essential in providing clients with tailored solutions and adhering to industry standards
- Demonstrated success in developing and executing strategic growth initiatives with measurable success, resulting in increased revenue and market share for previous employers
- Extensive background in managing complex client relationships and contract negotiations to achieve profitable agreements while ensuring client satisfaction and compliance
- Strong understanding of the regulatory landscape within Facilities Management, ensuring compliance and risk mitigation across all areas of operation.
- Thorough understanding of market trends, client needs, and competitor analysis, enabling effective strategic decision-making and growth planning.
- Excellent written and verbal communication abilities, capable of delivering clear, persuasive messaging across various platforms and to diverse audiences.
- Ability to manage revenue targets and execute contract negotiations, consistently meeting or exceeding financial goals through strategic planning and execution.
- Proactive, results-driven mindset that thrives in autonomous settings, ensuring that business development goals are met with a focus on continuous improvement and innovation