Position Summary
We are seeking an experienced and results-driven Business Development Manager - Facilities Management to lead business development and sales activities for our Facilities Management (FM) business in Singapore.
The successful candidate will be responsible for identifying new business opportunities, developing strategic client relationships, managing the sales pipeline, and securing profitable FM contracts across commercial, industrial, institutional, healthcare, education, data centre, residential and public-sector markets.
The role requires a strong understanding of Integrated Facilities Management (IFM), hard and soft FM services, tender management, solution selling, contract pricing and client relationship management.
Key Responsibilities
1. Business Development & Sales
- Develop and execute an annual sales and business development strategy for the Singapore FM market.
- Identify, qualify and develop new business opportunities and key target accounts.
- Build relationships with building owners, developers, REITs, property managers, managing agents, government agencies, consultants and corporate clients.
- Generate new leads through networking, industry associations, referrals, market intelligence and direct client engagement.
- Develop opportunities for IFM, hard FM, soft FM, technical maintenance and specialist FM solutions.
- Maintain a healthy sales pipeline and achieve agreed revenue and gross-margin targets.
2. Tender & Proposal Management
- Monitor and identify relevant private and public-sector FM tenders and opportunities.
- Lead the end-to-end tender process, from opportunity qualification through submission, negotiation and contract award.
- Coordinate with operations, engineering, finance, procurement, HR and subcontractors to develop competitive and commercially viable proposals.
- Develop commercial proposals, pricing models, presentations and value propositions.
- Ensure proposals demonstrate measurable value, service quality, productivity, sustainability and operational efficiency.
- Lead commercial negotiations and support contract finalisation.
3. Account & Relationship Management
- Develop strong, long-term relationships with existing and prospective clients.
- Conduct regular account reviews and identify opportunities for contract renewals, extensions, upselling and cross-selling.
- Understand clients operational challenges and translate them into FM solutions.
- Maintain senior-level relationships with decision-makers and influencers.
- Support customer retention and ensure a smooth transition from sales to operations following contract award.
4. Market Intelligence
- Monitor Singapore FM market trends, competitors, pricing and customer requirements.
- Track upcoming developments, building portfolios, major tenders and potential outsourcing opportunities.
- Identify growth opportunities in sectors such as commercial buildings, industrial facilities, healthcare, education, data centres and government properties.
- Monitor emerging FM technologies, Smart FM, energy efficiency and sustainability solutions.
5. Internal Collaboration
- Work closely with Operations to ensure proposed solutions are operationally feasible and commercially sustainable.
- Partner with Engineering and Technical teams to develop technical solutions.
- Work with Finance on pricing, margins, budgets and commercial approvals.
- Coordinate with Procurement and subcontractors for competitive quotations.
- Provide accurate sales forecasts and regular pipeline reports to senior management.
Key Performance Indicators (KPIs)
- Annual sales/revenue target achievement
- Gross profit / gross margin achievement
- New FM contracts secured
- Value of qualified sales pipeline
- Tender win rate
- New client acquisition
- Contract renewal and retention rate
- Cross-selling and upselling revenue
- Sales cycle time
- Client satisfaction and relationship strength
Requirements
Education
- Degree or Diploma in Business, Sales & Marketing, Facilities Management, Engineering, Property Management or a related discipline.
Experience
- Minimum 5-8 years of relevant sales/business development experience, preferably within Facilities Management, Property Management, Building Services, M&E, Engineering or related B2B services.
- Demonstrated track record of securing FM or technical services contracts in Singapore.
- Experience managing complex tenders and commercial negotiations.
- Existing relationships with building owners, property managers, developers, REITs, government agencies or corporate occupiers will be an advantage.
Preferred Technical / Industry Knowledge
Candidates should have good knowledge of:
- Integrated Facilities Management (IFM)
- Hard FM / Technical Services
- M&E and building maintenance
- Cleaning and housekeeping
- Security and concierge services
- Landscaping and pest control
- Preventive and predictive maintenance
- Energy management and sustainability
- Smart FM / CAFM / CMMS / IoT solutions
- Outcome-based FM contracts
- FM tendering and procurement
- BCA FM Registry / FM01 requirements
Core Competencies
- Strong B2B consultative selling skills
- Excellent communication and presentation skills
- Commercial and financial acumen
- Strong negotiation and influencing skills
- Strategic account management
- Tender and proposal management
- Ability to engage C-suite and senior stakeholders
- Strong understanding of the Singapore FM market
- Results-oriented and commercially driven
- Excellent networking and relationship-building capabilities
- Ability to work independently and cross-functionally
Personal Attributes
- Entrepreneurial and proactive
- Strong hunter mentality with the ability to generate new business
- Customer-focused
- Commercially astute
- Resilient and target-driven
- Strong team player
- Professional and credible when dealing with senior clients
- Able to manage multiple opportunities and deadlines effectively
Compensation
Salary: Competitive base salary + Performance-Linked Incentive
Benefits: Company medical benefits, annual leave, and other benefits in accordance with company policy.
