Sales Director

Job Title : Interim Group Sales Director / Consultant

Location : UK with offices in Yorkshire

Company : Confidential

Industry : Built Infrastructure Services (Facilities Management, Energy Efficiency, Fire Safety, Refurbishment and Compliance Surveys)

Company Overview

Our client is a dynamic, multi-business organisation specialising in built infrastructure services across public and private sectors.

Key divisions include;

• Energy efficiency upgrades, void maintenance and refurbishment projects
• Passive fire protection specialists including compliance surveys and maintenance
• Facilities management services for the public and private sectors

The Group holds strong positions on multiple frameworks, particularly in local authority and private sector projects, but seeks to accelerate growth through expanding its client base in both the private and public sectors. The focus now is on proactive pipeline development to fuel expansion, targeting scalable revenue in high-margin ad-hoc and consultative services.

Position

This is a 6 month interim role to establish a robust Group-wide sales function, driving a proactive business development strategy that will be delivered by the existing teams across all operating companies. Reporting to the senior leadership team and working with the existing bid team and operational delivery leaders, the Interim Sales Director will initially conduct a comprehensive gap analysis of current processes, work winning collateral, and service proposition. They will then benchmark their findings across the industry to ensure that the business is operating in the right areas and targeting the right opportunities.

The Interim Manager will develop and implement a tailored sales strategy aligned with 3-5 year growth ambitions that will ultimately influence RFPs through early client engagement, this will maximise framework opportunities. A major part of this assignment is to coach existing team members so they build sustainable pipelines that include profitable quality work. The role is to create the capability of all three businesses to sell in a consultative and collegiate way through networking and offering quick-win openers (e.g. site surveys or compliance tools) to secure spot business and create the opportunity to build long-term client relationships. It requires cross-business collaboration, public/private sector agility, and a process-driven approach to sales operations that includes reporting, go/no-go gateways and accountability.

Objectives for the Position:

In 3 Months:

• Complete a gap analysis of current sales processes, business development collateral, and sales propositions across all the businesses (4-6 weeks).
• Taking into account Industry benchmarks, agree a high-level sales strategy (including propositions) with the senior leadership team and business heads.
• Create a growth delivery plan based on the agreed sales strategy and communicate this across the whole organisation.
• Develop initial pipeline targets and reporting frameworks; begin coaching the internal sales resource on daily/weekly/monthly client engagement and networking tactics.
• Identify 5-10 priority opportunities including joint pursuits, securing 2-3 early consultative discussions with existing or new clients.

In 6 Months:

• Implement sales processes, including RFP evaluation, go/no-go gateways, CRM integration and KPI dashboards to generate an increase in qualified pipeline opportunities that include; ad-hoc, high margin and spot business.
• Launch targeted client outreach campaigns (e.g. public sector funding streams and private fire safety leads) and enable business leads to execute BD activities.
• Establish cross-business best practices for internal/external comms and website optimisation to support the sales pipeline and enhance proposition development.
• Conduct a progress review with recommendations and actions so the client can continue to deliver its growth plan.

The Successful Candidate Will Demonstrate:

• 10+ years in B2B and B2G sales leadership within aligned sectors like FM, construction, or built environment / infrastructure services.
• Strategic thinker aligned to 3-5 year growth; pragmatic, results-focused and able to enable rather than execute day-to-day BD.
• A proven track record building pipelines and high performing sales teams serving public/private clients with short and long-cycle sales.
• Strong sales process orientation: Expertise in sales strategy development, gap analysis, reporting and coaching.
• Consultative mindset with fresh eyes for multi-business integration; ability to profile customers, develop propositions, and drive quick-win engagements (e.g., surveys).
• Excellent communicator and networker, with interim management or consultancy experience preferred; adaptable to greenfield sales functions in £50-250m+ turnover groups.