Director New Business Development

Leads Facility Services sales across New England, driving market growth for C&W Services. Develops sector strategies, builds key client relationships, identifies opportunities, and negotiates/ closes deals while staying current on market trends.

This senior role partners closely with Vice Presidents of Client Services, solution development, marketing, and internal teams to expand sales with new and existing clients. Responsible for client outreach, delivering tailored presentations, and growing long-term business aligned to current and future client needs.

The position may require up to 50% travel throughout New England. Responsibilities will vary from time-to-time, market-to-market and regionally dependent; however, the main duties can be summarized as follows:

New Business Development

Consistently exceed annual sales targets

Prospect and network within territory to build a robust pipeline

Research clients and build relationships

Facilitate meetings between client decision makers and C&W Services operations leaders/SMEs

Plan approaches and presentations

Develop proposals with internal teams aligned to client needs, concerns, objectives, and RFPs

Contribute to solution development (win team, win theme, proposal approach)

Participate in solution pricing

Handle objections by clarifying, aligning, and resolving differences

Present a professional image aligned with client expectations

Client Retention

Present new solutions and services and enhance existing relationships

Work with Operations, FMS or other internal colleagues to meet customer needs

Arrange and participate in internal and external client debriefs

Participate in key client account governance activ ies

Business Development Planning

Attend local industry functions, such as association events, conferences and trade shows, and provide feedback and information on market and creative trends

Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market

Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net new business for C&W Services

Using knowledge of the market and competitors, identify and develop C&WS’ unique selling propositions and differentiators

Management and Research

Maintain data in C&WS CRM and ensure data is accurate

Track and record activity on accounts and help to close deals to meet these targets

Ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner

Ensure all team members represent C&W Services in the best light

Research and develop a thorough understanding of the C&W Services’ people and capabilities

Other duties may be assigned. Management reserves the right to change or modify this position description to meet the company’s needs.

Education & Work Experience

Bachelor’s degree or equivalent field experience in a comparable position5-8 years of experience selling Facilities Services, specifically Engineering & Maintenance

Demonstrated s uccess in selling single service, multiple service or bundled service solutions within the prescribed geographic market

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