Inside Sales Manager - London, Reading, Glasgow or Manchester

London, United Kingdom Countrywide
05 Oct 2016
17 Feb 2017
Contract Type
Full Time
Jacobs employ some of the UK's most experienced and skilled technical services professionals and has grown to over 8,000 people in locations across the UK. At Jacobs we provide the resources to turn great ideas into reality, and we're looking for the most talented and passionate individuals out there to be our next generation of leaders.

We currently have an opportunity for an Inside Sales Manager within our B&I Inside Sales and Innovation team. The successful person will become part of a respected and ambitious company with excellent career prospects and international opportunities.

The primary responsibility of the Inside Sales Manager is to drive disciplined application of our three-phase Relationship Based Sales (RBS) Process: (1) develop and advance client relationships prior to opportunity identification (Opening Game); (2) strategically position us for specific opportunities (Middle Game); and (3) develop high-quality opportunity-specific response documents with competitive and compelling sales messages to satisfy client business goals (End Game). The Inside Sales Manager positions us to win work and supports global growth of our businesses.

This ISM will report into the Regional Inside Sales Manager - Major Pursuits and will be located full time in the London Tower Bridge, Winnersh, Manchester or Glasgow office. There will be travel involving overnight stays in the UK and also out of hours working as required to meet deadlines. Travel between Jacobs offices are reimbursed.

Technical/Functional Responsibilities:

  • Organise, direct and motivate a multidiscipline pursuit team to develop strategic sales deliverables. Support Sales Leads and Operations in key Opening Game activities, e.g. client, competitor and market research, development of documented Core Client Strategies, participation in 10:1s, development of Executive Summaries and White Papers
  • Actively work with sales and operations to develop and implement Middle Game action plan, e.g. document due diligence in project brief, develop win plan, SWOT analysis, and Executive Summary, conduct Go/No Go and strategy review, identify execution team
  • Plan, organise and direct all elements of End Game, e.g. analyse client request, develop response plan (B&P budget, response team, compliance check-list, response outline, schedule), initiate Go/No Go, conduct kick-off meeting, manage and work with team to develop response sections, refine Executive Summary, conduct in-progress reviews, schedule Pricing Reviews, ensure on-time delivery of response
  • Translate the Win Strategy into key themes and produce compelling sales documents utilising benefits statements, graphics, and proofs
  • Work with Sales Lead and Capture Manager/Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances
  • Work with Capture Manager/Operations to develop innovative solutions, or leverage corporate network to identify existing capabilities, that respond to client challenges and create a distinctive competitive advantage
  • Develop and maintain qualification materials including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements, etc. Specifically work with Operations to capture and develop performance proofs and client testimonials
  • Share sales materials, information, knowledge and best practices with other Inside Sales team members company wide
  • Ensure that all sales documents comply with our Corporate Identity Program and client confidentiality requirements
  • Ensure sales process close-out procedures comply with requirements for SOX and ISO certification, as required
  • Support Global Sales by timely preparation of press releases, providing input to the Annual Report, and support of Global Sales initiatives as appropriate


  • Flexibility to undertake travel and overnight stays within UK with out of hours working as required to meet deadlines
  • Proven track record in sales and operations running large scales bids for complex infrastructure schemes, ideally gained within Buildings Infrastructure.
  • Tenacity and resilience, able to produce high quality work within budget to required standards and to tight deadlines with high degree of accuracy
  • Bachelor's degree in technical / related discipline or marketing from a college or university or relevant job experience and performance may be accepted in lieu of degree level education
  • Strong capability in Microsoft Office suite and with proficiency in database applications.
  • Strong communication and interpersonal skills able to navigate and influence a matrixed global organisation

Jacobs is an Equal Opportunity Employer who is committed to the safety and wellbeing of all.