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