Commercial Manager

The Commercial Manager (BDM) is responsible for driving sustainable revenue growth within the B2B building and engineering consultancy market. Operating at the intersection of relationship management, and solution selling, the BDM identifies, develops, and converts high-value business opportunities across target markets.

Requirements

• Develop and execute an end-market, territory or channel-based business development strategy aligned with firm growth targets.
• Build and maintain a robust, qualified pipeline of opportunities using Salesforce.
• Drive end-to-end sales cycles from lead identification through to contract signature, typically ranging from 3 to 18 months.
• Meet or exceed quarterly and annual revenue targets and new client acquisition KPIs.
• Collaborate with consulting delivery teams to scope, price, and proposal commercial engagements.
• Identify and engage prospective clients through targeted outreach, networking, industry events, and referrals.
• Build and nurture long-term strategic relationships with senior decision-makers, procurement, and executive sponsors.
• Conduct structured discovery meetings to understand client challenges, objectives, and strategic priorities.
• Position the firm as a trusted strategic partner rather than a transactional vendor.
• Manage client engagement through the sales process, ensuring a seamless transition to delivery teams post-award.
• Coordinate with the Bid Team the creation of compelling, tailored proposals, RFP responses, and pitch presentations for your clients.
• Structure commercial proposals including fee models (fixed price, time and materials, retainer, outcome-based).
• Coordinate internal subject matter experts, solution architects, and senior consultants during bid preparation.
• Ensure all proposals align to client needs, commercial frameworks, and the firm's delivery capability.
• Conduct win/loss reviews and apply learnings to continuously improve conversion rates.
• Manage the relationship for allocated end-market clients in line with the ORS Client Management Framework.
• Coordinate with delivery teams on client account planning, relationship management, account growth, cross-sell / upsell initiatives and client retention.
• Negotiate terms, pricing, and contractual arrangements in line with firm's commercial policy.
• Manage pipeline reporting, revenue forecasting, and activity metrics with a high degree of accuracy
• Monitor your allocated end-market trends and competitive landscape.
• Provide market insight to inform service line development, proposition refinement, and go-to-market strategies.
• Represent the firm at industry conferences, roundtables, and networking forums to raise brand profile.
• Collaborate with marketing to develop thought leadership content, campaigns, and sector-specific collateral.

Benefits

• Competitive salary
• Performance-related bonus
• Pension scheme with matching contributions
• Remote-first hybrid model – use your home as a base and any of our office locations as you see fit
• Work from abroad
• Flexible working hours
• Access to over 60 health disciplines through our Kara Connect Platform
• Continuous Professional development (CPD) programme & funding
• Paid maternity, paternity and fertility leave
• Company and birthday annual leave days
• Death in Service benefit
• Tax saver - travel and bike to work
• Culture, social, wellness and CPD committees
• Talent Development Programmes
• Access to leading career coach Gerry Duffy