Universal Business Team
New Business Sales Manager
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About the Role
Our client is a profitable, owner-managed contractor delivering interior fit-out and modular new-build projects, principally for the private education sector. Under a new CEO, the business is building the leadership team and operating disciplines required to scale materially over the next five years. A dedicated business development unit is central to that plan: the business has historically relied on a small number of large, relationship-led opportunities and needs a repeatable, forecastable flow of new ones.
The New Business Sales Manager opens the doors the business is not currently through, and shapes what is behind them into opportunities the sales team can convert. This is a senior, client-facing role. It means getting in front of bursars, estates directors, heads and group-level decision makers at schools and building credibility in the room and creating opportunities where none existed.
You will lead 2 operatives generating and setting appointments, alongside personally opening and shaping the larger and more complex opportunities. The New Business Sales Manager creates and qualifies, the sales team then converts.
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PLEASE NOTE - This is a National Role, with the majority of your time spent across London and the Home Counties.
Responsibilities
- Target a list of schools, MATs, independent groups and PE-backed operators across the UK
- Conduct first meetings - secure meetings with bursars, estates and facilities directors, heads, COOs and group-level property or investment leads
- Work direct outreach, LinkedIn, sector bodies such as ISBA and AGBIS, conferences, introducers and the advisory network
- Establish what the client is actually trying to achieve, not simply what they say they want to buy.
- Establish the budget range, funding route, timescale and any fixed date such as summer works, term start, inspection or opening.
- Set the weekly target list, call plan and appointment priorities for the internal BD operatives, so their activity feeds the right doors rather than filling a diary.
- Coaching, develop capability in the team through call reviews, joint sessions and feedback, building a BD function rather than an appointment-setting desk.
- Bid input, contribute to pitches and bids where the relationship warrants it.
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Requirements
- Experienced in a senior business development or consultative sales role, with a demonstrable record of opening significant new accounts from cold.
- Experience selling a considered, high-value, long-cycle purchase, typically £250k to £2m+ into an organisation with multiple stakeholders and a committee approval process.
- Experience directing or coaching a small business development or appointment-setting resource.
- Comfortable in front of a bursar, finance director, COO, head, governor or group executive
- Education sector experience, independent schools, MATs, higher education, or the groups and investors behind them (desirable)
- Exposure to construction, fit-out, FF&E, modular or professional services environments.
- Full UK driving licence and genuine appetite for travel. This is a road role, not a desk role.
Compensation
- Salary: £80,000 - £100,000 basic salary
- Generous Commission Structure
- Car Allowance and benefits package
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