Climate Care Solutions Ltd
Business Development & Delivery Manager – NHS Hard FM
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Location: Home-based, with UK travel approximately 30–50% of working time
Reporting to: Group Managing Director/CEO
Key relationship: Operations Director
Direct reports: None initially; matrix leadership of bid, technical, operational and mobilisation teams
Base Salary: £70-80k
Car Allowance: £600 per month
Bonus: 20% bonus linked to new business and delivery
This role is a mix of developing long term relationships with NHS stakeholders with responsibility for delivery on our promises in the Hard FM sector. In order to be considered for this role please read the Essential Candidate Requirements below
Role purpose
To identify, shape, secure, mobilise and support the successful delivery of profitable hard-FM opportunities with NHS Trusts.
The role will develop relationships with NHS estates and procurement stakeholders, create technically credible solutions for PPM, reactive maintenance and project work, lead tender submissions, protect commercial outcomes and remain accountable through mobilisation and early operational delivery.
Success will be measured by profitable growth, quality of delivery, customer retention and realised margin, rather than contract value alone.
Principal responsibilities
NHS market development and solution selling
- Build a structured target-account plan covering relevant NHS Trusts and healthcare estates.
- Develop relationships with Directors and Heads of Estates and Facilities, Capital Projects teams, Procurement, Finance, Sustainability and other relevant stakeholders.
- Understand each customer’s estate, asset risks, compliance position, maintenance strategy, capital plans and operational pressures.
- Create opportunities around planned preventive maintenance, reactive maintenance, asset condition, lifecycle, compliance, HVAC and M&E reliability, energy performance and minor works.
- Lead customer discovery meetings, site visits, surveys and technical workshops.
- Convert customer problems into measurable, deliverable and commercially sustainable propositions.
Tender and framework management
- Monitor RM6378 and wider NHS opportunities and maintain a reliable tender and renewal calendar.
- Lead bid/no-bid decisions based on strategic fit, capacity, risk, margin and probability of success.
- Coordinate technical, operational, commercial, social-value and sustainability content.
- Write and edit high-quality tender responses and executive summaries.
- Develop win themes, differentiators, method statements, mobilisation plans and contract-management proposals.
- Ensure all commitments made in submissions are properly costed, approved and operationally deliverable.
- Maintain a reusable evidence library containing case studies, CVs, policies, accreditations, social-value evidence, operational processes and performance data.
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Commercial ownership
- Build and challenge pricing models for PPM contracts, reactive services and project work.
- Understand direct labour, subcontractor, materials, mobilisation, CAFM, management, risk, inflation, working-capital and framework costs.
- Own opportunity gross margin, contribution, cash assumptions and commercial risks.
- Lead contract reviews and negotiations with support from finance and legal advisers.
- Establish clear assumptions, exclusions, change-control processes and risk allocation.
- Ensure that variations and additional works are identified, priced and formally instructed.
- Monitor actual performance against the approved bid model after contract award.
Mobilisation and project delivery
- Produce mobilisation plans covering people, assets, systems, supply chain, compliance, CAFM, reporting, customer communications and governance.
- Coordinate asset verification and the creation or validation of PPM schedules.
- Establish risk registers, action trackers, responsibilities, milestones and escalation routes.
- Project-manage selected works from survey and quotation through procurement, delivery, commissioning and handover.
- Make sure health and safety, permit-to-work, infection-control and customer operational requirements are incorporated into delivery.
- Remain accountable during the early operational period and complete a controlled handover to the permanent operational owner.
- Conduct post-mobilisation and post-project reviews and feed lessons back into future tenders.
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Operational and customer governance
- Work closely with group companies and operations to ensure the correct resources and competencies are available.
- Participate in mobilisation meetings, service reviews and strategic customer meetings.
- Track SLAs, KPIs, compliance performance, customer satisfaction, gross margin and cash.
- Identify service improvement, energy, lifecycle and additional project opportunities.
- Intervene where performance is inconsistent with the sold solution.
- Maintain accurate CRM records, pipeline forecasts, probability assessments and monthly board reporting.
Essential candidate requirements
- Substantial experience in hard FM, HVAC, M&E, building services or technical facilities management.
- Evidence of personally taking opportunities from customer engagement through tender, mobilisation and live delivery.
- Experience of PPM, reactive maintenance, minor works and project delivery.
- Healthcare, critical-environment or complex public-sector estates experience.
- Strong understanding of statutory maintenance, compliance, asset data, CAFM and operational risk.
- Proven commercial ownership, including pricing, gross margin, budgets, change control and contract risk.
- Ability to produce persuasive written tender responses and present credibly to senior customers.
- Strong project-management, stakeholder-management and organisational skills.
- Willingness to travel throughout the UK for approximately 30–50% of working time.
- Full UK driving licence.
Desirable requirements
- Direct NHS Estates and Facilities experience or an established NHS customer network.
- Familiarity with NHS Health Technical Memoranda and Health Building Notes.
- Experience of RM6378, RM6232, NHS SBS or comparable public-sector frameworks.
- Knowledge of NHS procurement systems, including Atamis, and public-sector tender portals.
- Experience of TUPE, NEC/JCT contracts, CDM, mobilisation and subcontractor management.
- IWFM, CIBSE, engineering, building-services, APM, PRINCE2, IOSH or NEBOSH qualification.
- Experience developing carbon-reduction, energy-performance and social-value propositions.
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