As Maintenance Sales manager this position is Vital to Primech's MISSON to grow our recurring maintenance revenue by developing long-term client partnerships, securing profitable maintenance and compliance contracts and positioning Primech as the trusted M&E maintenance provider across the public and private sectors.
This key position will lead the sales process from initial engagement through to contract award and mobilisation, you will be responsible for identifying, developing and securing recurring revenue contracts building trusted key long term relationships.
Working at the forefront of the business, you will build a strong pipeline of maintenance prospects — targeting building owners, property managers, Facilities providers, public sector frameworks including Education, Bluelight, Healthcare, Local Authority and end-user clients, in line with Primech's sales strategy.
An individual whom is commercially driven, relationship-led role focused on long-term revenue growth through planned preventative maintenance (PPM) contracts, compliance packages and reactive maintenance agreements. You will work closely with the Operations, Estimating and SLT teams to ensure proposals are competitive and deliverable, while building the recurring revenue base that underpins Primech’s sustained growth.
JOB ROLE & RESPONSIBILITIES
Business Development & Market Intelligence
- Proactively identify and target facilities managers, property managers, trust decision makers, building owners and end-user clients with M&E maintenance requirements.
- Research and monitor the market for contract retenders, expired agreements, new buildings entering service and compliance-driven opportunities to maintain a healthy forward pipeline.
Client Relationship Management
- Build and maintain a structured programme of client contact to nurture existing maintenance accounts, generate referrals and develop new relationships with target clients.
- Act as the primary commercial point of contact for prospects and clients throughout the sales and mobilisation process, ensuring confidence in Primech’s service and team.
- Represent Primech at industry events, FM forums, networking functions and sector-specific events to raise brand profile and generate maintenance leads.
- Maintain a CRM pipeline tracking all prospect and client interactions, contract renewal dates, bid activity, win/loss ratios and recurring revenue forecasts.
- Collaborate with the Operations and Contracts teams at the point of award to ensure a smooth, confident mobilisation of new maintenance contracts.
- Actively pursue approved contractor list applications, framework agreements and long-term service partnerships that generate recurring revenue streams.
- Gather and share market intelligence with SLT on pricing trends, competitor activity, sector demand and client retention risks.
- Ensure all client communications and relationship activity reflect Primech’s brand values, quality standards and commitment to service excellence.
Proposals & Pricing
- Lead initial client and site meetings to understand maintenance scope, compliance obligations, asset register status and budget parameters.
- Manage the bid qualification process, assessing bid-no-bid decisions in collaboration with the Operations team and SLT.
- Coordinate and review maintenance proposals and PPM schedules, ensuring they are commercially competitive, compliant and operationally deliverable.
- Attend site surveys and asset walks to support accurate scoping and build confidence with prospective clients.
- Prepare and deliver compelling client-facing proposals, presentations and mobilisation plans that differentiate Primech’s maintenance offer.
- Work with Operations to structure service level agreements (SLAs), KPIs and response time commitments that are realistic and commercially sound.
- Work with Estimating to develop competitive pricing for PPM, reactive, compliance and bundled maintenance packages.
- Negotiate contract terms, pricing, scope and service levels to achieve successful contract awards while protecting margin.
- Provide structured feedback on unsuccessful bids to continuously improve proposal quality and pricing competitiveness.
Contract Award & Mobilisation
- Conduct a structured handover meeting with the Operations / Contracts Manager to transfer full client, site, asset and commercial context at point of award.
- Coordinate mobilisation milestones with Operations, including RAMS, PPM schedule sign-off, compliance documentation and client introductions.
- Remain the client’s primary point of contact during the initial mobilisation period until formal handover, supporting Operations in building confidence and service continuity.
- Support with delivery team account reviews with live maintenance clients to assess satisfaction, identify scope expansion and protect contract renewal.
- Seek testimonials, case study content and referrals from satisfied maintenance clients to support Primech’s marketing and business development activity.
- Identify upsell and cross-sell opportunities within the existing maintenance base — including additional assets, compliance packages, reactive uplift and project works — and pass intelligence to SLT.
Reporting & General Responsibilities
- Provide regular pipeline and activity reports to SLT, including recurring revenue forecasts, contract renewal status, win rates and prospect progress.
- Contribute to the development of Primech’s maintenance marketing strategy, sector positioning, service collateral and case studies.
- Maintain up-to-date knowledge of Primech’s maintenance service offering, compliance capabilities and live contract portfolio.
SKILLS REQUIRED
- Strong commercial awareness of the M&E maintenance market, including PPM, reactive, compliance and hard FM service lines, pricing models and competitor landscape.
- Proven ability to identify, qualify and convert maintenance and compliance opportunities into long-term recurring revenue contracts.
- Confident interpreting asset registers, site surveys, maintenance specifications and compliance schedules to develop accurate, competitive proposals.
- Excellent relationship-building and account management skills, with the gravitas to engage at facilities manager, property director and C-suite level.
- Strong proposal writing and presentation skills, with the ability to articulate Primech’s maintenance value proposition clearly and compellingly.
- Working knowledge of SFG20, statutory compliance requirements and relevant legislation (e.g. Electrical Regulations, F-Gas etc) sufficient to scope and price maintenance contracts confidently.
- Effective negotiation skills, with the ability to hold a commercial position on pricing and terms while maintaining strong client relationships.
- Self-motivated and target-driven, with the discipline and focus to build a recurring revenue pipeline over both short and long sales cycles.
- Proficient in CRM systems, MS Office and digital communication tools; comfortable producing pipeline data and recurring revenue forecasts for senior audiences.
- Highly organised with strong attention to detail, capable of managing a large portfolio of active prospects, live contracts and renewal timelines concurrently.
- A genuine understanding of the built environment and M&E building services maintenance, with the technical curiosity to develop expertise in Primech’s service offering.
- Strong written and verbal communication skills, client presentation delivery and internal reporting.
Qualifications
Essential
- Valid CSCS card or ability to obtain.
- Evidence of continuous professional development in sales, account management, FM or a related commercial discipline.
- Full UK driving licence (essential for client site visits and surveys).
- Valid Enhanced DBS or ability to obtain (required for certain client sites, including healthcare and education).
- Valid BPSS (Baseline Personnel Security Standard) or ability to obtain.
Desirable
- A degree or equivalent qualification in Business, Sales, Facilities Management, Building Services Engineering or a related discipline.
- Formal sales or account management training qualification.
- National Security Clearance (SC or DV) — desirable for public sector / government estate work.
PERSON SPECIFICATION
Essential
- A relationship builder and account developer — proactive and genuinely motivated by securing long-term maintenance contracts and growing recurring revenue.
- Embraces accountability for pipeline activity, recurring revenue targets and contract retention.
- Collaborative team player, able to work effectively with Operations, Estimating and SLT to ensure what is sold can be delivered to the Primech standard.
- Continuous improvement mindset — always seeking to sharpen proposal quality, conversion rates and client retention.
- Highly organised, with the ability to manage a diverse portfolio of prospects, live contracts, renewal timelines and client relationships simultaneously.
- Proven track record in a sales or business development role within M&E maintenance, hard FM, building services or a closely related sector.
- Demonstrable success in winning maintenance or service contracts and growing recurring revenue within an existing client base.
- Comfortable working in a technical sales environment and able to translate complex M&E maintenance scope into clear, attractive commercial propositions.
- Commercially astute, with the confidence to discuss PPM pricing, contract terms, SLAs and compliance obligations with clients and internal teams.
- Excellent interpersonal and communication skills, with the professionalism and credibility to represent Primech in front of FM directors, property managers and procurement teams.
ADDITIONAL INFORMATION
Desirable
- Experience selling M&E maintenance services across multiple sectors (e.g. healthcare, education, local authority, commercial) is highly advantageous.
- An existing network of FM managers, property directors, building owners or housing association contacts in the South East is a strong advantage.
- A company vehicle or car allowance will be provided; regular client and site visits are an integral part of this role.
- This job description is not exhaustive and may be reviewed and updated from time to time in line with the needs of the business.
