Job Description
Client Development Manager
Facilities Management M&E HVAC Fire & Security
About the Company
Our client is a rapidly growing Facilities Management provider delivering Mechanical & Electrical (M&E), HVAC, Fire & Security, Planned Preventative Maintenance (PPM), Reactive Maintenance and Project Services across a diverse portfolio of commercial clients throughout the UK.
As part of their continued growth strategy, they are seeking a commercially driven Client Development Manager to take ownership of a strategically important client portfolio and drive incremental revenue growth through account development, cross-selling initiatives and client retention programmes. This is a newly created position that will play a key role in shaping the future commercial success of the business while providing significant visibility across both operational and leadership teams.
The Opportunity
The Client Development Manager will be responsible for developing existing client relationships, reactivating lapsed accounts and progressing customers through the company's tiered account framework. The role is focused on maximising client lifetime value through proactive engagement, strategic account planning and the expansion of service offerings across the client base.
Working closely with operational, technical and senior leadership teams, the successful candidate will identify opportunities to introduce additional services, secure project works, expand maintenance contracts and strengthen the company's position as a trusted Facilities Management partner. This role combines the relationship management aspects of a Key Account Manager with the commercial focus of a Business Development professional.
The Role
The successful candidate will take ownership of a portfolio of strategically important clients and be responsible for developing structured account growth plans designed to increase revenue and strengthen client relationships. Through detailed analysis of client spend, service utilisation and future requirements, they will identify opportunities to introduce additional service lines, increase market share within existing accounts and support the progression of clients through the company's Bronze, Silver and Gold account framework.
A key aspect of the position will involve analysing historical client performance to identify customers whose spend has reduced or ceased entirely. The Client Development Manager will lead re-engagement initiatives, working alongside operational teams to understand the reasons behind reduced activity, develop recovery strategies and rebuild long-term commercial relationships.
The role will also require close collaboration with operational service line leaders to ensure that all growth opportunities are deliverable, commercially viable and aligned with the company's service capabilities. The successful candidate will be expected to maintain a robust pipeline of opportunities, oversee commercial negotiations and ensure the business remains well positioned to secure additional works, contract extensions and expanded service delivery.
Candidate Requirements
Applicants should possess a proven track record within Account Management, Key Account Management, Business Development or Client Development roles gained within Facilities Management, Building Services, M&E, HVAC or Fire & Security environments. They will demonstrate a strong understanding of hard services FM and have experience managing and growing existing client portfolios.
The successful candidate will be commercially astute, capable of identifying and converting growth opportunities while building strong and lasting relationships with key stakeholders. They will possess excellent communication, negotiation and presentation skills, together with the ability to influence decision-makers at all levels.
Experience of managing structured sales pipelines and CRM systems is essential, as is the ability to work collaboratively across operational and commercial functions. Candidates should be highly organised, self-motivated and comfortable operating in a fast-paced environment where revenue growth, client retention and service excellence are key priorities.