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The Business Development Manager will be responsible for driving revenue growth, expanding
market share, and client retention within Neo Group's Institutional Catering business. This role
requires a commercially astute, strategic, and results-driven professional with strong
experience in B2B sales, bid management, and contract negotiations within the food services
and hospitality sectors.
The incumbent will lead the full business development lifecycle - From pipeline generation and
tender strategy, to contract award and client retention.
Business Development & Market Expansion
o Identify, pursue, and secure new business opportunities within the institutional catering
sector (e.g. corporates, manufacturing plants, healthcare, and education).
o Develop and execute structured go-to-market strategies to penetrate target industry
segments.
o Build and maintain strong relationships with key decision-makers, service owners,
process owners, and other relevant stakeholders to drive long-term business growth.
o Lead end-to-end proposal development, including RFIs, RFPs, RFQs, tenders, pricing
models, and client presentations.
o Own the bid strategy - Including solution positioning, competitive differentiation,
commercial assessment, and value proposition development.
o Collaborate with culinary, operations, finance, and procurement teams to develop
commercially viable and operationally executable solutions.
o Track and manage the business development pipeline, ensuring accurate forecasting
and reporting.
Account Management and Client Retention
o Develop and implement strategies to retain and grow existing accounts beyond their
contractual scope.
o Identify client retention opportunities such as new value-added services, special events,
wellness programmes, and retail concepts.
o Evaluate pricing models, cost structures, and contract profitability to ensure sustainable
margins.
o Monitor financial performance of secured contracts and drive corrective actions where
necessary.
o Support contract negotiations, renewals, and extension strategies to maximise lifetime
customer value.
o Ensure strong stakeholder engagement post-award to facilitate smooth onboarding and
contract mobilisation.
Tender Governance & Commercial Excellence
o Ensure all tenders and proposals are aligned with company risk frameworks and
profitability thresholds.
o Conduct commercial risk assessments and scenario planning before submission.
o Ensure proposal templates are convincing and relevant to each client, costing
frameworks, and bid documentation processes to improve efficiency and win rates.
o Maintain compliance with procurement policies and institutional tender requirements.
o Drive continuous improvement in bid management processes, including post-mortem
reviews on unsuccessful tenders.
Market Intelligence & Strategic Planning
o Analyse market trends, customer needs, and competitor activity within the institutional
catering landscape.
o Monitor public and private sector tender portals to proactively identify opportunities.
o Benchmark industry best practices in pricing models, service delivery formats,
technology integration, and sustainability initiatives.
o Practise continuous improvement and provide strategic recommendations on:
. New service offerings (e.g., smart vending, dining concepts, digital ordering
platforms)
. Pricing optimisation
. Market expansion into new segments or geographies
o Contribute to annual business planning and revenue forecasting exercises.
Cross-Functional Leadership & Internal Collaboration
o Work closely with operations teams to ensure seamless transition from sales to
implementation.
o Align marketing initiatives with business development priorities to strengthen brand
positioning.
o Support the development of sales tools, case studies, and marketing collaterals.
o Mentor junior team members and interns supporting pipeline and bid activities.
o Represent Neo Group at industry networking events, trade shows, and business forums.
Performance Metrics (KPIs)
o New contract wins and annual contract value (ACV)
o Tender win rate
o Pipeline value and conversion rate
o Client retention rate
o Contract profitability and margin performance
o Bachelor's degree in Business, Marketing, Hospitality Management, or related discipline.
o 5-8 years of experience in business development, preferably in institutional catering,
food services, facilities management, or hospitality.
o Proven track record of managing tenders and securing B2B contracts.
o Strong financial acumen with the ability to analyse P&L, pricing models, and cost
structures.
o Excellent presentation and negotiation skills.
o Strong stakeholder management and relationship-building capabilities.
o Strategic thinker with strong execution capabilities.
o Proficiency in Microsoft Office and Canva.
o Experience managing government or large corporate tenders.
o Familiarity with clients in institutional food services.
o Strong network within Singapore's corporate or institutional ecosystem.
o Resilient, driven, and commercially results-oriented.
o Creative problem-solver with an eye for design and presentation aesthetics.
o Eager to contribute ideas and take ownership of projects.
o Comfortable engaging with external stakeholders and internal cross-functional teams.
Singapore (On-site, with some off-site client meetings as/when required)
Job ID: 147361829
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