Business Development Manager (BDM) — ICE Drainage
Job Purpose
The Business Development Manager (BDM) is responsible for generating new business and winning profitable contracts for ICE Drainage. This role focuses on prospecting, converting opportunities, and building long-term client relationships to grow revenue across drainage services (e.g., reactive call-outs, planned maintenance, jetting, CCTV surveys, lining/repairs and compliance-related works where applicable).
Reporting Line
Reports to: Managing Director / Sales Director (SMT)
Key Responsibilities & Duties
1. New business growth
o Actively seek out, qualify and convert new business opportunities for ICE Drainage.
o Own the end-to-end new business process: lead generation, discovery, site visits, proposal, negotiation, close and handover.
o Deliver agreed targets for new client acquisition and incremental sales revenue.
2. Client engagement & relationship management
o Be the face of ICE Drainage in meetings, site visits and presentations.
o Build strong long-term relationships with new clients to promote loyalty, repeat work and contract renewals.
o Follow up promptly and consistently on all leads, enquiries and tender opportunities.
3. Proposals, presentations & tendering
o Produce professional proposals, presentations and pricing submissions.
o Support tender responses and framework applications, ensuring submissions are accurate, compelling and on time.
o Use relevant business data (pipeline, margins, service capabilities, case studies) to strengthen sales pitches.
4. Service understanding & surveying
o Develop the knowledge and skills to survey potential drainage projects (as appropriate), including understanding access, scope, risks and client requirements.
o Work closely with operations to ensure proposed solutions are deliverable, compliant and profitable.
5. Market awareness & company profile
o Monitor market trends, competitor activity and pricing; produce competitor insights and recommendations.
o Raise the ICE Drainage profile by attending trade fairs, networking events and seminars.
o Suggest new ideas (service development, sectors, packages, partnerships) to open new markets.
6. Internal collaboration & reporting
o Provide regular pipeline updates, forecasts and performance reporting to the SMT.
o Educate and support colleagues on best practice for new business selling and account management.
o Maintain a positive, proactive attitude that supports a high-performance culture.
Person SpecificationQualifications
· Good standard of education (minimum 5 GCSEs or equivalent).
· Proven experience in a Business Development, Sales Manager or Key Account role.
Skills & Experience
· Experience in drainage, utilities, facilities management, construction services, environmental services or a related field (drainage/emergency response preferred).
· Confident communicator with excellent written, verbal and presentation skills.
· Strong “hunter” mindset: proactive prospecting and consistent conversion of new business.
· Excellent analytical and problem-solving skills; able to interpret data and present findings credibly.
· Effective relationship builder with strong negotiation skills.
· Able to lead by example and promote best practice selling techniques.
· Excellent time management; able to work independently and prioritise a busy pipeline.
· Strong IT skills (CRM usage, MS Office/Google Workspace; comfortable working with data).
Desirable
· Existing network (“black book”) of relevant contacts (FM, property management, retail, hospitality, industrial, local authorities, housing associations, main contractors).
· Experience selling reactive and planned maintenance contracts.
· Full UK driving licence.
Key Performance Indicators (KPIs)
· New clients won (monthly/quarterly)
· Revenue and gross margin generated
· Pipeline value and conversion rate
· Proposal/tender win rate
· Activity metrics (qualified meetings, site visits, calls)
· Client retention/renewals for accounts introduced
Pay: £50,000.00-£60,000.00 per year
Benefits:
- Company pension
- Free parking
- Gym membership
- On-site parking
Location:
- Dartford DA2 6QD (preferred)
Work Location: In person
