BMS Account Manager

EH20 group; Glasgow; On-site; GBP 40,000 - 60,000; Full time

Job summary

A leading engineering solutions company located in Glasgow is seeking an experienced BMS Account Manager. You will manage existing clients and develop new business opportunities, focusing on achieving sales targets and building strong relationships within the BeMS industry. The ideal candidate should have at least five years of sales experience, strong communication skills, and a proven record of meeting or exceeding targets. Joining this forward-thinking team offers a chance to drive growth and foster client relationships in a dynamic environment.

Qualifications

• Minimum of five years’ experience in a similar sales role.
• Proven experience in target-driven engineered solutions sales.
• Demonstrated ability to meet and exceed sales targets.

Responsibilities

• Manage existing and develop new business opportunities.
• Identify and pursue new sales opportunities in various markets.
• Lead the full sales cycle from prospecting to closing.

Skills

Sales strategy development

Client-focused solutions

Communication skills

Commercial awareness

Team collaboration

Tools

Excel

Word

Outlook

Job description

Overview

BMS Account Manager – Reporting to Regional Sales Manager

Location - Glasgow

Job Description

Responsible for managing existing and developing new business opportunities, identifying new routes to market, and developing a strong pipeline to achieve targets against the business plan.

The role focuses on identifying and converting new sales opportunities, building a strong pipeline, and achieving organic growth targets in line with the business plan. Key sales channels include M&E contractors direct end-user business, regional FM companies and management agents.

You will be responsible for

• Developing and executing a targeted sales strategy that delivers consistent organic growth in client base, recurring revenue, and gross margin.
• Working closely with regional teams, Operational Team, and Engineering Managers to develop customer solutions and ensure first-class service delivery.
• Collaborating across all parts of the business to drive new sales and account development.
• Meeting and exceeding sales and margin targets for both new and existing business year on year.

Responsibilities

• Identify and pursue new sales opportunities, including new markets, sectors and customer segments.
• Develop and maintain a robust pipeline of new business prospects by leveraging local market knowledge and industry contacts.
• Work with existing accounts to identify up-selling and cross-selling opportunities and target new customers and sectors.
• Lead the full sales cycle for new business, from prospecting and qualification to proposal, negotiation, and closing.
• Create and implement client-specific Account Management Plans (AMPs) and engagement strategies tailored to the market.
• Report twice monthly and quarterly on new business activity, pipeline status, green time, and performance against targets.
• Promote and sell the company brand, ensuring a deep understanding of all sales propositions relevant to the market.
• Deliver outstanding customer service and build long-term relationships with key decision makers in new and existing accounts.
• Collaborate with sales, technical, and project teams to ensure clear objectives and winning strategies for new business.
• Take ownership of the bid process for new sales opportunities, ensuring robust governance and alignment with senior management and technical teams.

Relationship Management

• Leadership Team
• Regional Sales Team(s)
• Peer to Peer
• Technical Support
• Operational Delivery Team(s)
• Existing customers
• Partners (e.g., FM companies)

Experience

• Proven experience of working within a target-driven, engineered solutions orientated sales environment.
• Record of consistently meeting / exceeding business sales targets.
• Demonstrable experience of developing client-focused commercial solutions providing differentiated, valued and achievable outcomes.
• Proven experience of driving the sales process from strategy to plan creation, through implementation to successful delivery.
• Highest levels of competence in listening, verbal and written communications, negotiations, presenting skills.
• Candidates should ideally have a minimum of five years’ experience in a similar role.
• Ideally have an in-depth product knowledge of business development, account management, energy, wellbeing legislation, bid management, Building & Energy Management Systems
• Have a good existing relationship with contractors, end users and consultants in the area.

Skills & Experience

• Able to work under own initiative but work as part of a team.
• Ability to Recognise and influence decision makers to close sales opportunities at all levels within a client organisation.
• Superb communication & organisational skills.
• Commercial awareness.
• Good attention to detail.
• Self-motivated, responsible, and accountable.
• Willingness to add value at every level.
• Ability to deliver exceptional customer service.
• Own and resolve customer issues and escalate when necessary.
• Successful “in-life” contract management
• Ability to create and maintain a working relationship with key stake holders to ensure a high level of trust and partnership.
• Use of Excel, Word & Outlook, and service management database & financial systems.

This role requires someone with an exceptional knowledge, awareness and understanding of BeMS industry and its customers