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. The role requires a hybrid/client‑facing arrangement, primarily within Ireland, with occasional travel 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 propose 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
Coordinate with the Bid Team the creation of compelling, tailored proposals, RFP responses, and pitch presentations for 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 continue improving 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 the firm’s commercial policy.
Manage pipeline reporting, revenue forecasting, and activity metrics with a high degree of accuracy.
Market Intelligence & Client Propositions
Monitor 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 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 the 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
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
About ORS
ORS is a world‑class multidisciplinary building consultancy with more than 30 years of delivering technical excellence across the built environment. Our mission is simple but powerful: We endeavour to make the lives of our team, clients, partners and communities happier and better in the ways that really matter every single day.
Winner of the Engineering Consultancy of the Year at the Engineering Excellence Awards 2025
Winner of the Graduate Programme of the Year at the Engineering Excellence Awards 2025
Winner of the Best Company to Work For at the Irish Design & Build Awards 2024 & 2025
Winner of the Best People Development of the Year at the Engineering Excellence Awards 2024
Winner of the Recruitment & Retention Strategy at the Workplace Excellence Awards 2024
Great Place to Work certified consecutively since 2017
Top 3 Company Best Workplaces in the medium‑size category at the Great Place to Work awards 2025
Best Workplaces for Health & Wellbeing 2025 & 2026 Great Place to Work
Engineers Ireland CPD Accreditation since 20217
Awarded for Hybrid Way of Working at the 2022 Great Place to Work Awards
Silver Accreditation through Investors in Diversity 2025
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