Commercial Manager – Business Development | Security & FM

Signal88 Security; Melbourne; On-site; AUD 120,000 - 170,000; Full time

Job summary

Signal88 Security in Melbourne is seeking a Commercial Manager – Business Development to lead the end-to-end BD process for security and FM services. You will prospect, meet with decision-makers, develop service solutions, and prepare proposals, with a strong focus on profitable growth and client relationships.

The role requires strategic thinking, negotiation skills and the ability to hand over new contracts to delivery teams, ensuring seamless transition and ongoing client satisfaction.

Qualifications

• Proven track record of winning new B2B contracts.
• Familiarity with franchising processes and franchise relationships.
• Strong networking with senior decision-makers.

Responsibilities

• Generate new business through outreach, networking and referrals.
• Build relationships with managers and owners across clients.
• Identify opportunities to offer FM services including security and cleaning.
• Conduct client meetings and site assessments.
• Prepare proposals, quotes and tenders with pricing that protects margins.
• Negotiate new contracts focused on profitable, sustainable growth.
• Maintain CRM and pipeline with accurate forecasts.
• Ensure smooth handover to service delivery teams.

Skills

New business development

B2B sales

Negotiation

CRM management

Tools

CRM systems

Job description

Commercial Manager – Business Development | Security & FM

You will own the business development process, from prospecting and initial meetings through to proposals, negotiation, and the successful handover of new contracts to our service delivery teams. The main focus of this role is new business development: identifying opportunities, opening doors and winning profitable contracts across facilities management services, including security. You'll work alongside our existing commercial and operational teams, building relationships with decision-makers and developing service solutions that meet clients' needs.

Key responsibilities

Proactively generating new business through direct outreach, networking, referrals and targeted prospecting

Building relationships with property managers, facilities managers, owners corporations, commercial businesses, schools and other prospective clients

Identifying opportunities to provide commercial cleaning, security and complementary FM services, individually or as a coordinated service offering

Conducting client meetings and site assessments to understand requirements and develop practical, well-scoped solutions

Preparing proposals, quotations and tender submissions, working with operations to ensure pricing protects margins and service commitments are achievable

Negotiating and securing new contracts, with a clear focus on profitable, sustainable growth

Maintaining an accurate CRM and sales pipeline, with consistent follow-up, realistic forecasts and clear reporting against agreed targets

Applying your knowledge of franchising processes and systems when working with our team and franchise partners

Ensuring new contracts are handed over properly, with clear responsibilities, service expectations and communication

Helping resolve issues constructively and identifying further opportunities within established client relationships

About you

A demonstrated track record of winning new B2B contracts, ideally in commercial cleaning, security, facilities management or a related service industry

Knowledge of franchising processes, systems and the relationship between a franchisor, franchise partners and clients

Strong relationship-building skills and the confidence to engage with senior decision-makers

Sound commercial judgement, including an understanding of pricing, margins, contract scope and service delivery costs

Clear written and verbal communication, presentation and negotiation skills

Practical problem-solving skills and the ability to remain calm and constructive when challenges arise

Strong organisation, disciplined follow-up and a commitment to doing what you say you will do

A genuine team-player attitude, with respect for the people responsible for delivering the services you sell