Commercial Manager

About the role

ORS has an opportunity for a Commercial Manager or Senior Commercial Manager to join the growing team.

The Commercial Manager (BDM) is responsible for driving sustainable revenue growth within the B2B building and engineering consultancy market. Operating at the intersection of relationship management and solution selling, the BDM identifies, develops, and converts high-value business opportunities across target markets.

This role demands a commercially astute professional who can navigate clients, build trusted adviser relationships with decision makers and senior stakeholders, and articulate the firm's value proposition with clarity and conviction.

This role will have Hybrid / Client Facing requirements - Mostly within Ireland, however some travel may be required to the UK and Germany.

Key Responsibilities New Business Development

• Develop and execute an end market, territory or channel based business development strategy aligned with firm growth targets.
• Build and maintain a robust, qualified pipeline of opportunities using Salesforce.
• Drive end to end sales cycles from lead identification through to contract signature, typically ranging from 3 to 18 months.
• Meet or exceed quarterly and annual revenue targets and new client acquisition KPIs.
• Collaborate with consulting delivery teams to scope, price, and proposal commercial engagements.

Client Acquisition

• Identify and engage prospective clients through targeted outreach, networking, industry events, and referrals.
• Build and nurture long term strategic relationships with senior decision makers, procurement, and executive sponsors.
• Conduct structured discovery meetings to understand client challenges, objectives, and strategic priorities.
• Position the firm as a trusted strategic partner rather than a transactional vendor.
• Manage client engagement through the sales process, ensuring a seamless transition to delivery teams post award.

Client Proposals

• Co ordinate with the Bid Team the creation of compelling, tailored proposals, RFP responses, and pitch presentations for your clients.
• Structure commercial proposals including fee models (fixed price, time and materials, retainer, outcome based).
• Coordinate internal subject matter experts, solution architects, and senior consultants during bid preparation.
• Ensure all proposals align to client needs, commercial frameworks, and the firm's delivery capability.
• Conduct win/loss reviews and apply learnings to continuously improve conversion rates.

Client Relationships

• Manage the relationship for allocated end market clients in line with the ORS Client Management Framework.
• Coordinate with delivery teams on client account planning, relationship management, account growth, cross sell/upsell initiatives and client retention.

Opportunity Conversion

• Negotiate terms, pricing, and contractual arrangements in line with firm's commercial policy.
• Manage pipeline reporting, revenue forecasting, and activity metrics with a high degree of accuracy.

Market Intelligence & Client Propositions

• Monitor your allocated end market trends and competitive landscape.
• Provide market insight to inform service line development, proposition refinement, and go to market strategies.
• Represent the firm at industry conferences, roundtables, and networking forums to raise brand profile.
• Collaborate with marketing to develop thought leadership content, campaigns, and sector specific collateral.

Essential Requirements

• Minimum 5 years' experience in a business development, sales, or client facing commercial role within a B2B services.
• Demonstrated track record of winning new business and managing complex, multi stakeholder sales cycles.
• Proven ability to sell services or construction products to senior level buyers.
• Experience developing and converting a pipeline with deal values typically exceeding €100k+.
• Experience within a building/engineering, or professional services firm desirable.
• Sector specialisation in a sector including public sector, energy, residential, or data centres.
• Familiarity with construction sector an advantage.
• Familiarity with procurement frameworks, framework agreements, or government tender processes.
• Exposure to account management and client retention alongside new business development.

What We Can Offer You

ORS is committed to creating a diverse and inclusive company culture. We foster a culture of inclusion for all employees that respects and supports their individual strengths and experiences.

Being part of ORS means more than just a job, it means joining a company that invests in you and your ambitions with transparency, structure and support.

• Competitive salary
• Performance related bonus
• Pension scheme with matching contributions
• Remote first hybrid model - use your home as a base and any of our office locations as you see fit
• Work from abroad
• Flexible working hours
• Access to over 60 health disciplines through our Kara Connect Platform
• Continuous Professional Development (CPD) programme & funding
• Paid maternity, paternity and fertility leave
• Company and birthday annual leave days
• Death in Service benefit
• Tax saver - travel and bike to work
• Culture, social, wellness and CPD committees
• Talent Development Programmes
• Access to leading career coach Gerry Duffy