Equans UK & Ireland
Customer and Organic Growth Director
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Customer and Organic Growth Director
Equans is looking for a Customer and Organic Growth Director to join our Sustainable FM team on a permanent basis, responsible for strategic leadership of growth opportunities across the Public Sector North Region. This is a full-time role working 37.5 hours per week, and can be based anywhere within the North of the UK. On offer is a competitive salary, company vehicle or allowance, bonus and benefits package.
Role Overview
Reporting to the Managing Director, Public Sector North, the post holder will provide Strategic leadership for the growth phase of our development. This role is responsible for leading the strategic development of customer relationships, identifying and converting opportunities for organic growth and leading the development of target new business opportunities as supported by the Business Development team across the Sustainable FM - Public Sector North region as we move into the 2nd strategic growth phase of our business strategy.
Key Responsibilities
- Protect and grow revenue from existing customers, particularly where PFI expiry creates service transition risk and opportunity, while developing a non-PFI estate pipeline including a strategy to evolve our current capital works and projects management proposition outside existing PFI contracts.
- Own our back-office customer services function(s) providing high quality customer focused contact and administration services to the PS North region. The role will be expected to develop existing service provision further including the expansion of service delivery potentially creating a revenue stream for Equans.
- Enhance our relationships across the UK BU, identifying products, service lines and opportunities to work across divisions, creating a broad added value service across the full suite of our capability. This should also identify and champion innovative products and services from within Equans that can support growth with existing and potential new customers.
- Drive the insourcing or self delivery capability within Public Sector North, looking for opportunities to reduce reliance on 3rd party supply chain, increasing value add to the end customer and delivering improved margin opportunity.
- Act as a deputy for the Managing Director as a senior leader within the Public Sector North.
What will you deliver?
- Member of the Sustainable FM North Senior Executive team, setting strategy in conjunction with colleagues aligned to the BU purpose and vision.
- Health and Safety leadership - The post holder will be proactively and visibly leading on the importance of Health and Safety, they must ensure that risk is effectively identified, assessed and controlled; that incidents, near misses and unsafe conditions are reported and investigated promptly with learning shared; and that performance is monitored, reviewed and continually improved.
- Develop and own a strategic account growth plan for priority customers in healthcare, education, emergency services, local government and leisure.
- Build and maintain executive-level / c-suite relationships with customer decision makers, influencers and stakeholders to understand estate strategies, service pressures, capital plans and procurement intentions.
- Identify, qualify and convert organic growth opportunities within existing PFI contracts, including variations, lifecycle optimisation, compliance services, projects, decarbonisation and service enhancements.
- Expand the business footprint across customers’ non-PFI buildings and wider estates by developing propositions aligned to operational need, value for money and public sector outcomes.
- Lead PFI expiry opportunity planning, including customer engagement, future service solutions, handback-related services, transition support and post-PFI service positioning.
- Lead development of jardinage activities, creating relationships across UKBU and divisional market communities to ensure development opportunities are identified and effective customer solutions are created.
- Work alongside divisional business development to identify and develop new customer opportunities in target sectors, ensuring customer insight and operational credibility are translated into winning strategies.
- Identify and share potential new markets for Public Sector North, including review of emerging sectors of note for PS North capabilities.
- Shape and develop a capital works and projects management business acting as principal contractor, including route-to-market strategy, offer definition, governance, supply chain approach and growth pipeline.
- Partner with operational directors and contract leaders to ensure growth opportunities are identified early, sponsored effectively and incorporated into customer account planning.
- Maintain a robust pipeline management process with clear qualification criteria, stage gates, forecast accuracy and conversion plans.
- Represent the business externally with senior customers, framework bodies, advisers and sector networks to enhance market profile and credibility.
- Ensure all growth activity aligns with requirements - public procurement requirements, governance standards, risk management expectations and principal contractor obligations.
- Embeds social value and sustainability into service delivery and decision-making, driving measurable outcomes aligned to customer priorities and EQUANS commitments.
- Champion innovation and digital enablement to improve safe, compliance, service resilience and user experience.
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What can we offer you?
- Competitive salary, car or car allowance, bonus and benefits package, which includes;
- 25 days annual leave (+ public holidays)
- Life Cover
- Private Medical Insurance
- Employee discount shopping schemes on major brands and retailers
- Gym membership discounts
- Cycle to work scheme
- Holiday purchase scheme
- 2 corporate social responsibility days per year
- Broad range of learning opportunities
- Attractive Employee Referral Rewards Scheme
- Access to our growing employee networks
- 24/7 Employee Assistance Program and access to mental wellbeing app
Who are we looking for?
- Proven senior leadership experience in facilities management, asset management, projects, property services or a related public sector services environment.
- Strong track record of growing revenue through strategic account management, organic growth, solution selling or business development.
- Deep understanding of public sector customer environments, ideally across healthcare, education, emergency services, local government or leisure.
- Commercially astute, with the ability to develop business cases, shape solutions, assess risk and support profitable growth.
- Experience of working with complex estates, lifecycle planning, compliance-led services, projects or capital works.
- Credibility in discussing PFI, service transition, estate strategy, asset condition, procurement and delivery models with senior customers.
- Ability to work across matrix structures, influencing operational, commercial and business development teams without direct control of all resources.
- Strong relationship building, negotiation, presentation and stakeholder management skills.
- Knowledge of health and safety, governance and risk requirements relevant to acting as principal contractor.
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Who are we?
Equans is a world leader in energy services with nearly 100,000 employees working in more than 50 countries, with an annual turnover of over 17 billion euros.
In the UK & Ireland, Equans is a provider of technical, FM, regeneration and energy services – with specialist capabilities in smart buildings, green mobility, district & embedded energy and decentralised renewables.
Equans’ 13,500 UK & Ireland employees combine these activities to help businesses, public sector organisations and government to embrace the energy transition towards net zero, and also the digital & industrial transitions that are redesigning the way we move, work and live.
Equans is a Bouygues group company.
What's next?
If this role is of interest to you, please click below to register, apply, and track your progress! A member of our Resourcing Team will review your application and be in touch.
As part our commitment to better reflect the markets within which we operate, we encourage applications from women, ethnically diverse individuals and people with disabilities, along with all candidates who identify with protected characteristic groups under the Equality Act 2010.
At Equans we’re committed to delivering a culture where everyone’s voice is heard and supported. We know the value a diverse workforce creates, delivering better results for our people, customers, and stakeholders. Diversity and inclusion is at the core of what we do, should you join Equans you'll find a welcoming and open workplace where you're supported and encouraged to be your true self at work.
You'll also have access to our growing employee networks including AccessAbility (representing those with physical and mental disabilities), Encompass (representing the LGBTQ+ community), RISE (representing people from ethnic backgrounds), WOMEN Together (representing women in Equans), Working Parents, Young Professionals and Veterans and Reservists Network (VaR).
For this role, you must have evidence of the right to work in the UK. Unfortunately, we are not able to offer a re-location package with this job role. Certain roles may require applicants to undergo a Disclosure check, as noted in the role requirements.
The Equans Resourcing Team supports this job advert. Agency involvement is not required. All related enquiries must come to the resourcing team not direct to Equans Managers.
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