We are looking for an experienced Head of Business Development with a strong background in the Facility Services / Integrated Facility Management (IFM) industry . The ideal candidate will be responsible for driving business development, revenue growth, profitability, client acquisition, and operational coordination across facility management services.

The candidate should have a proven track record of managing large B2B accounts, developing strategic relationships with CXOs and key decision-makers, winning large contracts, and ensuring a smooth transition and successful delivery of newly acquired projects.

Industry experience in Facility Management / Facility Services is mandatory.

Business Development & Revenue Generation

- Achieve annual and quarterly revenue, profitability, and business growth targets .
- Develop and execute the overall Business Development strategy for the organization.
- Generate new business opportunities through direct sales, networking, referrals, strategic partnerships, and industry relationships.
- Build and maintain a strong sales pipeline across target industries and geographies.
- Identify and acquire large outsourcing opportunities for:
- Housekeeping Services
- Security Services
- Technical / Engineering Services
- Payroll Services
- Landscaping Services
- Integrated Facility Management (IFM)
- Soft & Hard Facility Management Services
- Develop key account strategies for large enterprise and corporate clients.
- Identify opportunities for new client acquisition, account expansion, cross-selling, and upselling .
- Take ownership of revenue generation from lead generation through contract closure.

Client Acquisition & Business Development

- Build strong relationships with CXOs, CHROs, Facility Heads, Procurement Heads, Administration Heads, and other key decision-makers .
- Conduct client meetings, site visits, site surveys, audits, and solution presentations.
- Understand client requirements, operational challenges, and service expectations.
- Develop customized and commercially viable facility management solutions.




- Lead commercial negotiations and successfully close contracts.
- Maintain strong relationships with existing clients to ensure retention and identify additional business opportunities.

Tender, RFP & Proposal Management

- Lead and manage RFI, RFP, RFQ, EOI, and tender opportunities from qualification to submission and closure.
- Coordinate with Operations, HR, Finance, Legal, Procurement, and other internal teams to prepare technical and commercial proposals.
- Ensure proposals are operationally feasible, commercially competitive, and aligned with required service standards.
- Ensure pricing and commercial proposals achieve targeted gross margins and profitability .
- Participate in commercial negotiations and contract finalization.

Operations & Project Transition

- Take joint ownership of new business implementation and operational transition after contract award.
- Work closely with the Operations team to ensure smooth mobilization and commencement of new projects.
- Review manpower requirements, deployment plans, service processes, SLAs, KPIs, statutory compliance, and operational readiness for new contracts.
- Ensure that commitments made during the sales process are practical, achievable, and successfully delivered by Operations .
- Monitor the initial performance of newly acquired accounts and support Operations in resolving critical issues.
- Conduct periodic reviews of major accounts to ensure service quality, profitability, and client satisfaction.
- Act as a bridge between the client, Business Development team, and Operations team .
- Identify operational challenges that may impact client retention or profitability and drive timely corrective action.

Client Relationship & Account Management





- Develop long-term relationships with key decision-makers and strategic accounts.
- Ensure high levels of customer satisfaction and service quality.
- Conduct periodic business reviews with key clients.
- Resolve escalated commercial and operational issues in coordination with the Operations team.
- Drive customer retention and contract renewals.
- Identify opportunities for cross-selling and upselling additional facility services .
- Support timely collections from newly acquired and key accounts.

Market Intelligence & Strategic Growth

- Monitor competitor activities, pricing strategies, service offerings, and market trends.
- Identify emerging business opportunities in:
- Healthcare
- Education
- Manufacturing
- IT / ITES
- Commercial & Corporate
- Retail
- Hospitality
- Warehousing & Logistics
- Industrial sectors
- Develop market-entry strategies for new segments and geographies.
- Build strategic alliances and partnerships that can generate new business.
- Represent the organization at industry forums, exhibitions, conferences, and networking events.

Team Leadership & Performance Management

- Lead, mentor, and develop Business Development Managers, Sales Managers, and Sales Executives.
- Establish individual and team revenue targets.
- Conduct regular pipeline, forecast, and performance reviews .
- Drive a high-performance culture based on accountability, discipline, and measurable results.
- Coach the team on lead generation, solution selling, negotiations, tender management, and closure.
- Ensure accurate sales forecasting and reporting to senior management.

Financial & Commercial Ownership

- Take ownership of revenue and gross margin performance .
- Ensure current contracts are commercially viable and operationally sustainable.
- Monitor project profitability in coordination with Operations and Finance.
- Support cost optimization and margin improvement initiatives.
- Ensure commercial commitments made to clients are aligned with approved budgets and margins.
- Support collection and realization of revenue from newly acquired accounts.

📌 Head of Business Development (Pune)
🏢 Ethiqual Global
📍 Pune