Enterprise Business Development Manager

Job Details

About First Mile

First Mile is one of the UK’s leading recycling and waste management companies, serving over 30,000 businesses including brands such as Pret A Manger, Netflix and Zara.

We help organisations reduce their environmental impact through smarter waste and recycling services, combining operational delivery with commercial flexibility and service quality.

Our customers range from independent restaurants and retailers through to national hospitality groups, commercial estates, universities and public sector organisations.

As environmental regulation tightens and sustainability becomes a core business priority, demand for scalable, high-quality recycling solutions continues to grow.

We are expanding our commercial capability to win larger, more complex, multi-site customers across the UK.

The Role

This role focuses on winning and converting complex, high-value and tender-led opportunities.

You will lead the commercial approach on enterprise deals, working across multiple stakeholders internally and externally to shape, structure and close contracts that are both operationally deliverable and commercially robust.

Typical opportunities include:

£100k+ contract value

Multi-site or national coverage

Tender-led or procurement-driven processes

Cross-functional input across operations, supply chain and pricing

You will own the full sales cycle, but with a clear focus on deal strategy, bid quality, pricing discipline and conversion — not just pipeline volume.

Key Responsibilities

Win Complex New Business

Identify, develop and secure enterprise opportunities across multi-site and operational customers

Build relationships with senior stakeholders including procurement, estates, operations and facilities leadership

Lead meetings, site visits and commercial discussions with prospective customers

Develop tailored solutions aligned to customer requirements and operational realities

Negotiate pricing, service structure and contract terms to secure profitable agreements

Lead Bid & Tender Opportunities

Own the commercial strategy for tender-led opportunities

Work with internal teams (bid, supply chain, operations) to develop high-quality submissions

Ensure bids are structured, competitive and aligned to customer evaluation criteria

Avoid reactive, last-minute submissions through clear planning and ownership

Pricing & Commercial Ownership

Own pricing approach on enterprise deals

Validate cost inputs and ensure alignment with supply chain and operational delivery

Apply pricing guardrails and maintain margin discipline

Make clear trade-offs between price, service and risk

Pipeline Quality & Deal Management

Build and maintain a credible, qualified pipeline of enterprise opportunities

Manage all opportunities through Salesforce with clear next steps, values and close plans

Maintain momentum across multiple complex deals simultaneously

Rigorously qualify and prioritise opportunities

Conversion & Performance

Improve win rates on complex and tender-led opportunities

Take ownership of deal outcomes, including losses

Continuously refine approach based on performance and feedback

Cross-Functional Leadership

Lead coordination across Supply Chain, Operations, Customer Ops and Finance

Ensure all proposed solutions are feasible, deliverable and commercially sound before submission

Act as the central point of ownership across the deal lifecycle

Requirements

What We’re Looking For

We are looking for commercially strong operators who can lead and close complex B2B deals, not just generate pipeline.

You are likely to have experience selling contracted, operational services into multi-site or enterprise customers.

Relevant backgrounds include:

Waste management

Facilities management

Energy and utilities

Property and building services

Logistics or outsourced services

Public sector or framework-led environments

You will bring:

Proven track record winning complex, multi-stakeholder B2B deals

Experience in tender-led or procurement-driven sales processes

Strong commercial judgement (price vs margin vs risk)

Ability to work cross-functionally to shape solutions

Confidence engaging senior stakeholders

This role is not suited to:

Volume-focused or purely transactional sales profiles

Candidates reliant on heavy structure or large support teams

Individuals focused on revenue without regard for margin or delivery

Skills & Attributes

Strong commercial and negotiation capability

High level of ownership and accountability

Structured approach to deal management and pipeline discipline

Ability to manage multiple complex opportunities simultaneously

Clear, confident communication and presentation skills

Comfortable operating in a performance-driven environment

Benefits

Competitive base salary with commission structure

25 days holiday plus bank holidays, increasing with service

Enhanced maternity and paternity scheme

Monthly wellbeing allowance

Regular company events and team socials

Why This Role Matters

This role plays a key part in:

Improving conversion on higher-value opportunities

Strengthening pricing and margin discipline

Increasing forecast reliability

Building a scalable commercial model to support future growth