MITIE Group PLC
August 2012
Job Description
Company name:
Job Title:
Reporting to (position)
MCES
Major Account Sales Director
National Sales Director
Our values
An individual’s belief in our values is as important as their technical and/or professional know
how which is why our Job Descriptions are written with our values in mind.
Working within the MITIE values
People MITIE is a people business. It’s our people, and their drive to do their jobs to the best of
their ability that makes us different.
How we behave…
Trustworthy 
We treat all colleagues with respect
We do what we say

We challenge people when they don’t do the right thing
we will
Helpful We go out of our
way to make a
difference
Inspiring We help others to be
the best they can be
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We welcome advice from anyone that might improve what we do
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We are open and honest
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We think safety and always follow rules for safe working
How we behave…
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We work with each other to achieve the best for clients and for MITIE
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We share information to help colleagues succeed
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We build great relationships
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Our first response to requests will always be positive

We look out for each other, never walking by unsafe actions or situations
How we behave…

We support and encourage each other to develop

We lead by example
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We set clear expectations
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We listen to and learn from others

We learn from mistakes and incidents to prevent recurrence
Passion Take our people, add their passion, and you get something really special.
Spirited We give it everything
we’ve got
How we behave…

We do good things for each other, the environment and the community

We appreciate diversity and encourage it

We demonstrate team spirit

We are committed to doing things better and setting new standards in all
that we do

We take pride in what we do and have fun doing it

We celebrate success and say thank you
Fresh thinking We want our people to find inspiration from skill development and career
progression, and enjoy respect and recognition for a job well done.
How we behave…
Pioneering 
We bring new ideas to the way we do things
We do things that

We are willing to try new things
excite and amaze
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We encourage and support innovation
We consider things from other peoples’ points of view
We embrace new thinking and technologies
We build health & safety into everything we do
Main duties
Leadership
 To inspire, guide and motivate others, acting as a role model for company values. Set
and maintain strategic leadership by focusing on the company attaining its objectives
and maintaining momentum and enthusiasm.
 To lead, manage and develop the Major bid sales team to achieve individual and
collective sales targets in line with business growth targets across various market
sectors.
 Effectively communicate business objectives and agenda with employees.
 Ensure that we produce a unique and bespoke proposition.
Managing People and Performance
 To motivate, encourage, appraise, develop and empower people at within the sales
team.
 Effectively resource the sales team to ensure sustainable growth and performance to
targets.
 Appraise all team members and set annual objectives which sit in line with individuals
development plan and company objectives.
 Review training needs and provide support to allow individuals to complete medium
and long term development plans based on priority issues.
Communication
 Communicate effectively with all key stakeholders and partners including colleagues,
staff and customers in a multi-directional process.
 Hold regular team meetings to measure success and progress to targets, and to review
improvement opportunities for the company.
 Report to MD and National Sales Director weekly on sales pipeline and performance to
targets.
Sales Strategy and Operations
 Define and deliver the business strategy for the sales function that will support
performance to annual sales targets.
 Manage the integration of the 4 existing sales teams into one, efficient, highperforming sales team, with clearly defined roles and responsibilities.
 Develop and integrate new sales tools and templates to meet the requirements of the
new sales team structure and objectives.
 Re-design sales documentation to better fit the strategy, objectives and targets of the
new integrated sales team, including the development of a new brochure.
 Manage a sales support team including financial and governance duties.
 Support bundled service and integrated facilities service opportunities in partnership
with MITIE.
 Establish the functions of telesales, proposal creation and marketing to provide the
necessary support for the core sales activities.
Financial results
 Optimise the use of financial and other resources to ensure maximum effectiveness in
their use. Use financial results as a key influence in decision making.
 Deliver to business plan expectations both financially and qualitatively.

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Responsible for driving the new business growth of the company.
Provide business reporting as requested by the Managing Director and National Sales
Director.
Relationship Building and Influencing
 Develop relationships and partnerships with other organisations within MITIE and
externally, to the benefit of the Company.
 Drive liaison with other MITIE companies to identify growth opportunities and sharing of
best practice.
 Develop and maintain a network with key partners including but not limited to
suppliers, existing clients, contacts, consultants, competitors, industry contacts
employees and other parties who may be able to provide access to new business for
the company.
 To assist and work alongside other company departments in a spirit of mutual
cooperation that benefits the whole.
 Negotiate and secure business partnerships with client, supplier and group.
Creativity and Innovation
 Ensure a successful ongoing financial model across multi sectors is in place.
 Ensure continual development and compliancy with agreed brand and
merchandising tools across the business to enhance customer experience.
 Initiate solutions for business protection and growth.
Health and Safety responsibilities
 Ensure you are aware of all responsibilities with regard to the management of health
and safety matters in the company.
 Set an example in safe behaviour, good management and positive leadership.
 Ensure the reporting of accidents, occupational ill health, near misses and
environmental incidents in accordance with Group procedures. Where appropriate
ensure that an investigation is carried out.
Person Specification
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A diplomatic but firm manner with excellent powers of persuasion and ability to make
own decisions and see them through.
Resilient, with ability to influence key decision makers and quickly build credible
relationships with senior management and to challenge when necessary.
Commercially focussed and a good understanding of financial information.
Flexible, adaptable and able to travel on a regular basis.
Excellent specialist market sector knowledge and problem solving ability to prioritise
and multi task.
Experience of line management.
Computer literate
Articulate, adaptable communication style to meet needs of different market sectors.
Note
This role is to deliver multi-million pound contracts across Transport, Retail, National Accounts
and Regional businesses.