Business Development Manager

Thomas Franks; Harrogate; Hybrid; GBP 45,000 - 60,000; Full time

Benefits offered by this job

Free meals on duty

Cycle to work scheme

Volunteer leave

Enhanced maternity/paternity leave

Employee assistance programme

Job summary

Thomas Franks is seeking a Business Development Manager to drive profitable sales growth in the contract catering sector. The role focuses on proactive new business generation through direct telesales, developing strong client relationships, and managing sales information across locations.

You will lead end-to-end sales cycles, target multi-site accounts, and work in a hybrid Head Office role with occasional travel. Previous B2B sales in catering or facilities management is essential.

Qualifications

• Proven B2B sales experience in contract catering, facilities management or related sectors.
• Demonstrated success in proactive outbound sales and telesales-led lead generation.
• Strong negotiation, communication, and relationship-building skills.

Responsibilities

• Proactively identify, target, and secure new business opportunities within the contract catering market.
• Manage the full sales cycle from lead generation and qualification to proposal, negotiation and contract award.
• Achieve and exceed sales targets, revenue growth and margin objectives.
• Develop and maintain a strong sales pipeline through consistent outbound activity.
• Monitor market trends and customer needs to inform sales strategy.

Skills

Proven B2B sales experience

Outbound telesales

Negotiation skills

CRM proficiency

Sales pipeline management

Tools

CRM software

Job description

Contract: Full Time , Permanent
Salary: Competitive + Bonus
Hours: 40 per week

Our head offices based in the beautiful village of Hook Norton near Banbury. Here you will find our teams of finance, HR, purchasing, marketing & creative that support all of our locations across the Thomas Franks family. There is ample parking space available when visiting. This role is hybrid role with travel to locations and occasionally Head Office.

Location: Head Office/Hybrid
Reports to: Sales Director

Job Purpose

The Business Development Manager is responsible for driving profitable sales growth within the contract catering sector. The role focuses on proactive new business generation through direct telesales and outbound activity, developing strong customer relationships, and effectively managing sales and customer information. The postholder will play a key role in expanding market presence and securing long-term, sustainable catering contracts.

Key Responsibilities

Sales Generation & Business Growth:

• Proactively identify, target, and secure new business opportunities within the contract catering market.
• Manage the full sales cycle from lead generation and qualification through to proposal, negotiation, and contract award.
• Achieve and exceed agreed sales targets, revenue growth, and margin objectives.
• Develop and maintain a strong and qualified sales pipeline through consistent outbound activity.
• Monitor market trends, competitor activity, and customer needs to inform sales strategy and opportunity development.

Telesales & Lead Generation:

• Personally conduct outbound telesales activity to generate new leads, appointments, and sales opportunities.
• Research and identify prospective clients, key decision-makers, and target accounts.
• Plan and execute structured calling campaigns aligned with business development priorities.
• Qualify leads effectively to ensure time is focused on high-potential opportunities.
• Maintain a disciplined approach to follow-ups, call scheduling, and pipeline progression.

Customer Relationship Development:

• Build and nurture strong relationships with prospective and existing clients, acting as a trusted commercial partner.
• Understand client needs, challenges, and service requirements to develop tailored catering solutions.
• Lead client meetings, presentations, and site visits as required.
• Ensure a smooth handover of new contracts to operational teams, supporting successful mobilisation and onboarding.
• Identify opportunities for contract renewal, extension, and upselling where appropriate.

Information & Data Management:

• Maintain accurate and up-to-date records of all sales activity, leads, and opportunities within the CRM system.

June 2025

• Track telesales activity, conversion rates, and pipeline performance.
• Produce regular sales reports and forecasts for senior management.
• Use sales data and insights to improve targeting, efficiency, and overall sales effectiveness.
• Ensure compliance with company policies, data protection legislation, and industry standards.

Skills & Experience

Essential

• Proven experience in business development or B2B sales within the contract catering, facilities management, or related service sectors.
• Demonstrable success in proactive outbound sales and telesales-led lead generation.
• Strong negotiation, communication, and relationship-building skills.
• Highly organised, self-motivated, and able to manage a full sales pipeline independently.
• Confident using CRM systems and sales reporting tools.

Desirable

• Experience of tendering and procurement processes within contract catering.
• Knowledge of selling multi-site or long-term service contracts.
• Understanding of catering operations and service delivery models.

Key Performance Indicators (KPIs)

• New business revenue and margin achieved
• Volume and quality of outbound telesales activity
• Lead-to-opportunity and opportunity-to-win conversion rates
• Sales pipeline value and forecast accuracy
• CRM data accuracy and reporting compliance

About us

Thomas Franks is a founder led, fresh food catering business with a focus on excellence and service delivered with individuality, passion and style. We are unique in every approach and our clients, and our people are paramount to our daily success.

Disclaimer

All applicants must be able to demonstrate that they have the Right to Work in the UK to be considered for this role.

An enhanced DBS, Identity & reference checks (covering the last five years) will form part of the selection process. As an organisation using the Disclosure Barring Service (DBS) Disclosure service to assess applicants' suitability for positions of trust, Thomas Franks Ltd complies fully with the DBS Code of Practice and undertakes to treat all applicants for positions fairly. We are committed to safeguarding the welfare of children and undertake not to discriminate unfairly against any subject of a Disclosure based on conviction or other information revealed. However, for any post in a school please be aware that any application is exempt from the Rehabilitation of Offenders Act 1974 and as such any criminal conviction, caution or bind-over must be declared.

Diversity and Inclusion at Thomas Franks

We actively encourage applications from candidates from diverse backgrounds and continue to develop a culture of growth and inclusion and would like to invite applications from groups who are currently under-represented, because we believe greater diversity leads to exceptional results and provides a better working life.

• Wider wallet scheme (discounts at major retailers, restaurants, gyms etc).
• Free meals on duty
• Volunteers leave - up to one day per year.
• Enhanced maternity, paternity and adoptive leave.
• Cycle to work scheme.
• Recommend a friend bonus.
• Unrivalled individual training and development.
• Well established apprenticeship programme.
• Team & company social events.
• Employee assistance programme.
• Excellent career progression within a leading independent contract caterer.