Contract Award & Mobilisation

• Conduct a structured handover meeting with the Operations / Contracts Manager to transfer full client, site, asset, and commercial context at point of award.
• Coordinate mobilisation milestones with Operations, including RAMS, PPM schedule sign-off, compliance documentation, and client introductions.
• Remain the client’s primary point of contact during the initial mobilisation period until formal handover, supporting Operations in building confidence and service continuity.
• Support with delivery team account reviews with live maintenance clients to assess satisfaction, identify scope expansion, and protect contract renewal.
• Seek testimonials, case study content, and referrals from satisfied maintenance clients to support Primech’s marketing and business development activity.
• Identify upsell and cross-sell opportunities within the existing maintenance base — including additional assets, compliance packages, reactive uplift, and project works — and pass intelligence to SLT.

Reporting & General Responsibilities

• Provide regular pipeline and activity reports to SLT, including recurring revenue forecasts, contract renewal status, win rates, and prospect progress.
• Contribute to the development of Primech’s maintenance marketing strategy, sector positioning, service collateral, and case studies.
• Maintain up-to-date knowledge of Primech’s maintenance service offering, compliance capabilities, and live contract portfolio.

Skills Required

• Strong commercial awareness of the M&E maintenance market, including PPM, reactive, compliance, and hard FM service lines, pricing models, and competitor landscape.
• Proven ability to identify, qualify, and convert maintenance and compliance opportunities into long-term recurring revenue contracts.
• Confident interpreting asset registers, site surveys, maintenance specifications, and compliance schedules to develop accurate, competitive proposals.
• Excellent relationship-building and account management skills, with the gravitas to engage at facilities manager, property director, and C-suite level.
• Strong proposal writing and presentation skills, with the ability to articulate Primech’s maintenance value proposition clearly and compellingly.
• Working knowledge of SFG20, statutory compliance requirements, and relevant legislation (e.g., Electrical Regulations, F-Gas, etc.) sufficient to scope and price maintenance contracts confidently.
• Effective negotiation skills, with the ability to hold a commercial position on pricing and terms while maintaining strong client relationships.
• Self-motivated and target-driven, with the discipline and focus to build a recurring revenue pipeline over both short and long sales cycles.
• Proficient in CRM systems, MS Office, and digital communication tools; comfortable producing pipeline data and recurring revenue forecasts for senior audiences.
• Highly organised with strong attention to detail, capable of managing a large portfolio of active prospects, live contracts, and renewal timelines concurrently.
• A genuine understanding of the built environment and M&E building services maintenance, with the technical curiosity to develop expertise in Primech’s service offering.
• Strong written and verbal communication skills, client presentation delivery, and internal reporting.

Qualifications

Essential

• Valid CSCS card or ability to obtain.
• Evidence of continuous professional development in sales, account management, FM, or a related commercial discipline.
• Full UK driving licence (essential for client site visits and surveys).
• Valid Enhanced DBS or ability to obtain (required for certain client sites, including healthcare and education).
• Valid BPSS (Baseline Personnel Security Standard) or ability to obtain.

Desirable

• A degree or equivalent qualification in Business, Sales, Facilities Management, Building Services Engineering, or a related discipline.
• Formal sales or account management training qualification.
• National Security Clearance (SC or DV) — desirable for public sector / government estate work.

Person Specification

Essential

• A relationship builder and account developer — proactive and genuinely motivated by securing long-term maintenance contracts and growing recurring revenue.
• Embraces accountability for pipeline activity, recurring revenue targets, and contract retention.
• Collaborative team player, able to work effectively with Operations, Estimating, and SLT to ensure what is sold can be delivered to the Primech standard.
• Continuous improvement mindset — always seeking to sharpen proposal quality, conversion rates, and client retention.
• Highly organised, with the ability to manage a diverse portfolio of prospects, live contracts, renewal timelines, and client relationships simultaneously.
• Proven track record in a sales or business development role within M&E maintenance, hard FM, building services, or a closely related sector.
• Demonstrable success in winning maintenance or service contracts and growing recurring revenue within an existing client base.
• Comfortable working in a technical sales environment and able to translate complex M&E maintenance scope into clear, attractive commercial propositions.
• Commercially astute, with the confidence to discuss PPM pricing, contract terms, SLAs, and compliance obligations with clients and internal teams.
• Excellent interpersonal and communication skills, with the professionalism and credibility to represent Primech in front of FM directors, property managers, and procurement teams.

Additional Information

Desirable

• Experience selling M&E maintenance services across multiple sectors (e.g., healthcare, education, local authority, commercial) is highly advantageous.
• An existing network of FM managers, property directors, building owners, or housing association contacts in the South East is a strong advantage.
• A company vehicle or car allowance will be provided; regular client and site visits are an integral part of this role.
• This job description is not exhaustive and may be reviewed and updated from time to time in line with the needs of the business.