Director of Growth & Business Improvement

Full Job Description

JOB TITLE: Director of Growth & Business Improvement– Technical Solutions UK

LOCATION: London

CONTRACT: Permanent, 40 hours per week, Mon - Fri 8:00-17:00

SALARY: Competitive

If you require any additional support or adjustments during the recruitment process, please don't hesitate to contact our Recruitment Department at recruitment@abm.com. We're here to help!

ROLE OVERVIEW AND PURPOSE

Lead profitable growth and business improvement across Technical Solutions, working as a senior partner to the VP Operations. Turn business priorities into opportunities that increase revenue, improve margin and strengthen our ability to deliver.

The remit covers growth within existing accounts, targeted opportunities beyond the current client base, and improvements to delivery models and commercial performance. It extends across technical services, specialist services, projects and lifecycle solutions.

Own the agreed growth and improvement programme from opportunity identification through business case, conversion or implementation, and verification of results. Bring commercial judgement and client understanding to decisions, drawing on technical expertise across ABM.

KEY RESPONSIBILITIES

Leadership and Governance

 Operate across divisions with the VP's mandate to convene opportunity reviews, challenge assumptions and agree actions, owners and deadlines with Divisional Directors and functional leads.

 Work independently within agreed strategic priorities and delegated authority. Recommend investment, resource allocation and bid or no-bid decisions; escalate unresolved barriers and material risks to the VP.

 Lead cross-functional initiatives through influence and agreed delivery responsibilities. Divisional Directors retain account P&L, client delivery and line-management accountability.

 Partner with Sales on market targeting and opportunity ownership; with Commercial and Finance on profitability and benefits; and with Operational Performance, Procurement and Technical Compliance on implementation.

 Commit expenditure, pricing or contractual terms only within ABM approval limits. Technical acceptance, safety and compliance decisions remain with the relevant authorised specialists.

Existing Account Growth and Client Development

 Develop account growth plans with Divisional Directors and account teams, grounded in client priorities, estate needs, investment plans and contractual scope.

 Identify unmet needs and develop opportunities in additional services, asset lifecycle, M&E projects, compliance improvement and energy performance. Lead senior client discussions and progress qualified opportunities to commercial proposals and conversion.

Strategic Solutions and External Growth

 Develop and execute a focused market plan with Sales, identifying sectors and prospective clients where ABM has a credible proposition and the capacity to deliver profitably.

 Build senior relationships and routes to market beyond core accounts, including appropriate partnerships and frameworks. Test client demand before committing significant bid or specialist resource.

 Lead solution development for agreed opportunities, bringing together technical, operational and commercial specialists. Define client outcomes, delivery arrangements, pricing assumptions and risks.

 Drive opportunities through qualification, bid governance and negotiation to an agreed handover.

Ensure delivery teams understand commitments, scope, resourcing and the basis of the commercial model.

Efficiency and Margin Improvement

 Work with Divisional Directors, Finance and Operational Performance to identify where costs, utilisation, delivery choices or commercial leakage constrain profitability.

 Develop business cases for self-delivery, specialist service lines, better use of resources and supplier changes with the relevant operational and procurement owners.

 Evaluate the full economics of each proposal, including investment, mobilisation, capability, ongoing costs, delivery risk and scalability. Challenge revenue growth that does not create sufficient profit or client value.

 Drive approved initiatives into implementation with named operational owners. Verify benefits with Finance against agreed baselines, distinguishing recurring savings, one-off benefits and additional contribution.

 Protect safety, statutory compliance, contractual commitments and service quality when improving efficiency. Involve Technical Compliance and QHSE early in any proposed delivery change.

Execution and Performance Management

 Maintain one prioritised view of growth and improvement opportunities, with value, expected margin, stage, probability, accountable owner, next action and delivery date.

 Use account performance, asset and financial information to target action. Work with Operational Performance to improve the usefulness of management information rather than create parallel reporting systems.

 Bring evidence and recommendations into business reviews, challenge stalled actions and resolve cross-functional dependencies. Escalate decisions clearly, with options and their financial implications.

 Agree annual and quarterly outcomes with the VP, Finance and Divisional Directors. Track forecast against actual results and prevent double counting between account plans, sales pipelines and improvement initiatives.

 Build commercial capability within account teams through practical coaching, joint client engagement and sharing successful approaches across divisions.

Requirements

REQUIRED SKILLS AND EXPERIENCE

 Senior experience in solutions development, business growth or commercial business improvement within technical FM, engineering services, projects or the built environment.

 Evidence of converting complex client requirements into profitable work, with personal accountability for the commercial result and continuity into delivery.

 Experience leading cross-functional change across multiple accounts or business areas, influencing senior operational leaders without relying on direct reporting lines.

 Strong understanding of P&L, gross profit, operating profit, cash implications and investment appraisal. Able to evidence implemented improvements to cost, margin or resource productivity.

 Ability to assess technical service propositions and delivery constraints, engage specialists efectively and translate their advice into commercially sound decisions. The role does not require personal authority in every engineering discipline.

 Experience of senior client engagement, bid governance and developing credible business cases.

Relevant professional qualifications or equivalent experience; chartered status is desirable.

SUCCESS BEHAVIORS

 Commercial ownership: follows opportunities through to conversion and realised benefit; takes responsibility for progress and acts when delivery slips.

 Constructive challenge: tests assumptions with evidence, addresses difficult issues directly and holds senior colleagues to agreed actions while maintaining trust.

 Client understanding: connects our proposals to the client's operating priorities and investment decisions; recognises when an opportunity is not right for either party.

 Strategic judgement: prioritises work with meaningful potential, balances near-term returns with repeatable growth and stops low-value activity.

 Influence and collaboration: secures commitment across functions, shares credit and works through clear ownership rather than creating competing structures.

 Integrity and practicality: represents capability honestly, respects governance and builds solutions that operational teams can sustain.

Benefits

We’re proud to offer a great range of benefits including:

• 24/7 GP: Both you and your immediate family can speak to a UK-based GP from the comfort of your own home

• Mental Health support and Life Event Counseling

• Get Fit Programme

• Financial and legal support

• Cycle to work scheme

• Access Perks at Work, our innovative employee app where you can find:

• Perks: discounts, gift cards, cashback, and exclusive offers

• Life: Search for resources and tools on topics ranging from family and life to health, money and work

• Support: Online chat or telephone service for urgent support in a crisis

For more information about ABM’s benefits, visit our careers page

ABOUT US

ABM is one of the world’s largest providers of integrated facility services. A driving force for a cleaner, healthier, and more sustainable world, ABM provides essential services that improve the spaces and places that matter most. ABM offers a comprehensive array of facility services that includes cleaning, engineering, parking, electrical & lighting, energy solutions, HVAC & mechanical, security, and mission critical solutions. ABM delivers these custom facility solutions to properties across a wide range of industries – from commercial office buildings to schools, airports, hospitals, data centres, manufacturing plants and distribution centres, entertainment venues and more. In the UK we’re proud to service icon sites across the country with more than 10,000 team members. For more information, visit www.abm.co.uk.

ABM are committed to employment practices that promote diversity and inclusion in employment regardless of age, disability, gender reassignment, sex, marriage and civil partnership status, pregnancy and maternity status, race, religion or belief. We are proud members of the Armed Forces Covenant Employer Recognition Scheme.

Qualifications And Requirements

Director

Director