As the Director of Business Development, my focus is developing strategies for growth in new markets and new services - what can we do differently and how do we do it! From pipeline development to solution implementation , working closely with operations and the growth teams to foster contract retention and growth within client and service focused Compass Group. Working closely with key operational National and General Managers, this role develops a detailed understanding of target customer segments and clients. The role requires a driven, proactive and discipline approach through each stage of the sales process – client relationship development, pre-opportunity planning, proposal development, submission, negotiation and operations handover. Helping our clients implement awesome new service solutions for their facilities and employees.

The Melbourne Awards celebrate and reward the inspirational people and organisations who dedicate their time and energy to help shape our city. The Awards honour Melburnians who have made a significant contribution to the city in the areas of Sustainability, Community and Profile. The judging process is designed to be fair, transparent and independent of the City of Melbourne, and relies on the generosity of an esteemed panel of honorary judges who are highly experienced and respected in their fields, representing a variety of industry sectors across Melbourne.www.melbourne.vic.gov.au/melbourneawards

Key Accountabilities:• Working with the sector General Managers, develop and implement a comprehensive Marketing Plan that utilises opportunities and aligns with Spotless growth strategies and business plan.• Ensure pipeline information is accurate and reflect your BD activities• Responsible for generating lead opportunities and strategically analysing attractiveness of each opportunity• Initiating contact with prospective clients and actively managing and populating pipeline information• Continually cultivating relationships with potential clients through various sales mechanisms, targeting the appropriate decision makers• Responsible for ensuring Spotless is actively represented in peak industry bodies and that we take a lead in relevant conferences, exhibitions etc.• Responsible for understanding and maintaining competitor knowledge to use as potential opportunities• Proactively shaping the deal upfront through the development of relationships with potential clients, with the aim of converting without the client going to market• Lead the strategic development of bid strategies, bid financial model/solution, and bid innovations• Work with the BD team to create bid team comprising writers, analysts and estimators• Understand and critique the financial build-up of any submission• Management of client meetings, industry briefings, presentations and negotiations as required• Participate in and facilitate strategic workshops, key themes and bid planning• Lead bid with Bid Manager in project managing the strategy and assembly of the document • Engagement and management of any consultants required• Where bid is successful, preparation of a clearly articulated and planned handover plan• Responsible for contract review and recommendations pertaining to level of risk we are prepared to assume• Contribute to, and sign-off on the Business Initiative Summary (BIS) with the Bid Analyst and Bid Manager