Enterprise Business Development Manager, First Mile
+ Commission
Office located in Holborn, London
Recycling and waste management services
Open for applications
Recycling and waste management services
101-200 employees
Open for applications
+ Commission
Office located in Holborn, London
101-200 employees
Company mission
To revolutionise business sustainability, starting with waste and recycling.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Salary benchmarks
Our take
First Mile is an environmental and waste management business based in London. It works with over 30,000 London-based businesses to reduce their carbon impact through services regarding waste, recycling, and renewable energy.
The company has a differentiated approach to waste and recycling, with a focus on supporting businesses through high levels of customer service and the use of technology to efficiently and cost-effectively collect waste across the city. It allows companies to avoid sending any waste to landfill, an attractive proposition for the sustainability-conscious business.
With a track record of excellent growth, First Mile is in a strong position in the London waste market and have even expanded its operations to Birmingham. Backed by Growth Capital Partners, the company has continued to grow its sustainable services and has become a leading player in the sector. It's also became the first business in the waste management industry to achieve B Corp Certification - recognising not just the quality of its services, but its commitment to responsible and ethical business practices.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Fitzrovia, London, UK
Leadership
Bruce Bratley
(Founder & CEO)Previously founded the waste and recycling consultancy, Envictor and worked as a Commercial Director for Valpak.
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