Duties and Responsibilities:
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Identify and pursue business opportunities in sectors such as:
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Hospitals and healthcare facilities
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Corporate cafeterias and office food programs
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Airport lounges, airlines, and transportation-related facilities
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Hotels, events, and institutional catering
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Food manufacturing, consultancy, licensing, and strategic partnerships
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Conduct market research and mapping to identify potential clients, industry developments, and new areas for business growth.
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·Establish and maintain professional relationships with prospective clients, decision-makers, procurement teams, and business partners.
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Generate leads through client visits, referrals, networking activities, industry events, and other business development channels.
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Evaluate potential opportunities based on business requirements, commercial viability, operational capacity, and strategic alignment.
Sales Pipeline Management
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Develop and maintain an updated pipeline of prospective clients and business opportunities.
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Track leads, proposals, bids, negotiations, expected contract values, and account status.
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Prepare regular sales forecasts, pipeline reports, and business development updates for Management.
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Ensure accurate and timely documentation of client discussions, proposals, and follow-up activities.
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Monitor sales performance, conversion rates, and progress against approved business development targets.
Proposal and Bid Preparation
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Prepare and coordinate professional business proposals, presentations, tender documents, and responses to requests for proposals.
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Gather and consolidate information from Culinary, Operations, Finance, Procurement, Human Resources, Quality Assurance, and other concerned departments.
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Coordinate the development of service concepts, menu proposals, staffing requirements, operational plans, and commercial offers.
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Assist in preparing pricing models, revenue projections, cost estimates, and basic account profitability analyses.
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Ensure that proposals are complete, accurate, competitive, and aligned with company policies and approved commercial parameters.
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Coordinate site inspections, client presentations, product demonstrations, food tastings, and other business development activities.
Commercial Negotiation and Account Closing
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Participate in commercial discussions and negotiations with prospective clients.
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Coordinate proposed pricing, service scope, payment terms, contract duration, renewal provisions, and other commercial requirements with Management and concerned departments.
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Identify and communicate potential commercial, operational, and contractual risks.
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Ensure that client requirements and proposed commitments are properly reviewed and approved before contract finalization.
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Support the completion of required documents and agreements for successfully awarded accounts.
Account Management and Business Expansion
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Maintain positive relationships with existing clients and support contract renewal discussions.
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Identify opportunities for additional sites, service lines, product categories, catering services, or expanded business arrangements.
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Coordinate with Operations and other departments regarding client concerns, business requirements, and potential account improvements.
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Own and maintain client account retention by ensuring clear communication, proactively addressing client concerns, and coordinating effectively between the client and internal teams.
Account Turnover and Internal Coordination
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Facilitate the proper turnover of newly awarded accounts to the Operations Team.
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Ensure that approved proposals, client requirements, commercial terms, service commitments, and implementation timelines are properly documented and communicated.
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Participate in account mobilization, pre-opening activities, and implementation meetings when required.
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Coordinate with relevant departments to support the successful launch and transition of new accounts.
Key Performance Indicators
Performance may be measured based on the following:
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Value and quality of the business development pipeline
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Number and value of new accounts secured
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New annualized revenue and gross profit generated
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Collected revenue and account profitability
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Proposal-to-award conversion rate
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Timeliness and quality of proposals and bid submissions
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Accuracy of pipeline reports and sales forecasts
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Compliance with approved pricing and profitability requirements
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Successful turnover and implementation of new accounts
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Client retention, renewal, and account expansion
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Development of business opportunities across different industries and sectors
Critical Areas of Responsibility / Key Result Areas
New Business Acquisition - 35%
Identifies, develops, and secures new institutional accounts and strategic partnerships.
Revenue Growth and Account Profitability - 25%
Achieves revenue targets while ensuring that new accounts meet approved pricing and profitability requirements.
Proposal Preparation and Contract Negotiation - 15%
Prepares competitive proposals and coordinates commercial terms, presentations, bids, and contract negotiations.
Sales Pipeline Development and Management - 15%
Maintains an active and updated pipeline, monitors opportunities, and provides accurate sales forecasts and reports.
Client Retention, Expansion, and Account Turnover - 10%
Supports client renewals and account expansion and ensures the proper turnover of newly secured accounts to Operations.