Job Description

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.

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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.

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Industry experience in Facility Management / Facility Services is mandatory.

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Business Development & Revenue Generation

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

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- Build strong relationships with CXOs, CHROs, Facility Heads, Procurement Heads, Administration Heads, and other key decision-makers.
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- Conduct client meetings, site visits, site surveys, audits, and solution presentations.
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- Understand client requirements, operational challenges, and service expectations.
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- Develop customized and commercially viable facility management solutions.
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- Lead commercial negotiations and successfully close contracts.
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- Maintain strong relationships with existing clients to ensure retention and identify additional business opportunities.
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Tender, RFP & Proposal Management

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

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

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

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

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

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- Take ownership of revenue and gross margin performance.
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- Ensure new contracts are commercially viable and operationally sustainable.
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- Monitor project profitability in coordination with Operations and Finance.
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- Support cost optimization and margin improvement initiatives.
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- Ensure commercial commitments made to clients are aligned with approved budgets and margins.
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- Support collection and realization of revenue from newly acquired accounts.
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📌 Head of Business Development (Pune)
🏢 Ethiqual Global
📍 Pune