Business Development Manager

ISS Facility Services - Hong Kong; Hong Kong; On-site; HKD 700,000 - 1,500,000; Full time

Job summary

ISS Facility Services - Hong Kong is seeking a senior Commercial lead to own the end-to-end solution sales process from prospecting to closure. You’ll work with the Country Commercial Director and Country Segment Director to define and execute growth strategies within the Hong Kong market and key accounts.

You will actively generate new leads, manage bids and tenders, and articulate the ISS value proposition across industries such as Banking, Real Estate, Healthcare, and Transportation.

Qualifications

• Degree holder in Marketing, Business or related discipline.
• At least 5–10 years’ working experience in operations commercial/general management, preferably 1–3 years in Facility Management, Cleaning, Security or Engineering.
• Experience with client and customer-suite stakeholders to establish trusted advisor relationships.
• Experience owning and managing bids and tenders.
• Good understanding of Banking & Real Estate, Healthcare, Transportation & Infrastructure segments and how Facility Management plays a role.
• Ability to establish credibility in client organisations at all levels and functions.

Responsibilities

• Be single point of Commercial team for both Customer and ISS teams.
• Hit sales targets to ensure continued business growth.
• Define, develop and deliver a growth strategy for Solution Sales in country with senior leaders.
• Actively generate new leads and engage in customer-facing activities to define prioritized opportunities.
• Develop and execute compelling value propositions per client and sector.
• Drive bids and tenders end to end to win new business.
• Support country directors and key account managers in contract renewals and initiatives.

Skills

Analytical skills

Influencing skills

Sales experience

Presentation skills

English Chinese

Microsoft Office

Education

Marketing or Business degree

Tools

Microsoft Office Suite

Job description

ISS connects people and places to make the world work better. Are you ready to connect to a place where you belong? At our corporate facilities or at client sites – together, we make places while transforming businesses into having even more positive impact on societies, the environment and our people.

Location: Quarry Bay

What you’ll do

• Be single point of Commercial team for both Customer and ISS teams
• Hit sales targets to ensure continued business growth
• Define, develop and deliver a strategy for growth within Solution Sales in country in close collaborate with Country Commercial Director and Country Segment Director
• Actively generate new leads in line with targeted segments
• Manage and engage in customer facing activities to define prioritized new leads, understand the customer’s needs in specific industry environment, communicate the ISS value proposition and deliver a conceptual proposal and service delivery design
• Develop and execute compelling value proposition – per client, per sector
• Creative in coming up and leading competitive and winning solution that bring out the ISS differentiation through solution sales in face of competition and client real needs
• Drive the process of transforming high potential Large/Medium customers into key accounts through solution sales
• Support the Segment Directors and Key Account Managers in contract renewal and initiatives to enable high key account retention where required
• Own and manage tender processes end to end in order to be successful in winning new business
• Assist Country Commercial Director to develop and execute annual growth account plan
• Contribute to senior team on how to grow selected sector(s)/ key accounts
• Expert practitioner/ coach on uncovering Customer Needs techniques
• Communication with internal bid team ensuring timeline are being met for proposal responses. Be hands on in owing bids assigned to you and adapting/crafting much of the solution yourself.
• Perform ad hoc duties as assigned
• Degree holder in Marketing, Business or related discipline
• At least 5-10 years’ working experience in operations commercial/ general management, preferably 1-3 years’ experience gained from Facility Management, Cleaning, Security or Engineering related fields
• With experience with client and customer-suite stakeholders to establish trusted advisor relationships
• Experience of owning and managing bids and tenders
• Good understanding of the focused industry segments, i.e. Banking & Real Estate, Healthcare, Transportation & Infrastructure, and how Facility Management plays a role in their business
• Ability to establish credibility in client organizations at all levels and functions

Personal skills you excel

• Possess an analytical skillset, change ready nature and high influencing skills
• A proven track record of influencing client decision making and winning business
• A proven track record of sales & marketing or equivalent achievement
• Good command of both spoken & written English and Chinese is a MUST
• Proficiency in Microsoft Office Suite Tools
• Strong pipeline analytic and development skills
• Strong presentation and value articulation skills
• Have active client base/ extensive co-loading network preferred

Why ISS

Since our founding in 1901, ISS has been a people-first company. We recognize the power of diversity and celebrate the differences that make us unique. When everyone is free to be themselves, everyone benefits. Our people feel safe, respected, represented, and supported as their authentic selves, allowing them to seize opportunities and reach their full potential. We take seriously our obligation to improve lives, make a difference in our communities, and protect our planet — because when we get things right, the world works better. And that is what drives us.

ISS is a Place to Be You.

Be who you are. Become what you want. Be part of something bigger.

Become more. Become ISS.

ISS seeks to BE a place of belonging and CREATE places where every person is welcomed, embraced, and valued for exactly who they are. Places where people feel safe, respected, represented, and supported as their authentic selves.