Business Development Manager – Institutional Catering

Role Overview The Business Development Manager – Institutional Catering is responsible for acquiring new institutional catering and cafeteria management accounts while retaining, strengthening and expanding existing client partnerships. The role manages the full commercial lifecycle of institutional accounts, including lead generation, tender participation, proposal development, commercial negotiation, client engagement, account growth, contract renewal and operational handover. The successful candidate will work closely with Operations, Culinary, Finance, Procurement, Human Resources, Quality Assurance and Marketing to ensure that client requirements are met, contractual commitments are delivered and opportunities for long-term revenue growth are proactively developed. The role will focus on large-scale institutional clients across sectors such as manufacturing, corporate offices, education, healthcare, government agencies and other suitable institutional environments. Key Responsibilities 1. Business Development and Client Acquisition ● Identify and develop new business opportunities within the institutional catering and cafeteria management sector. ● Build and maintain a strong pipeline of qualified corporate and institutional prospects. ● Conduct market prospecting through direct outreach, referrals, networking, industry events and strategic partnerships. ● Arrange and lead client meetings, site visits, presentations, food tastings and capability showcases. ● Develop customised institutional catering and cafeteria management solutions aligned with the client’s requirements. ● Maintain consistent follow-up and progress opportunities through the business development pipeline. ● Develop relationships with key decision-makers, including Procurement, Human Resources, Facilities, Workplace Experience and Operations stakeholders. 2. Tender and Proposal Management ● Monitor public and private tender platforms for relevant institutional catering opportunities. ● Lead the preparation and submission of tenders, Requests for Proposal, Requests for Quotation and capability presentations. ● Review tender specifications, scope of work, contractual requirements, service standards and commercial terms. ● Coordinate with internal departments to obtain the required operational, culinary, financial and compliance information. ● Develop comprehensive proposals covering menus, manpower, operating models, digital ordering solutions, engagement programmes, transition plans and service-level commitments. ● Ensure all submissions are accurate, competitive, commercially viable and completed within the required timeline. ● Maintain an organised database of tender documents, pricing worksheets, proposals and supporting materials. ● Coordinate food tastings, technical presentations and clarification meetings during the tender process. 3. Commercial Planning and Negotiation ● Prepare preliminary costing, pricing models, management fee structures and commercial proposals in collaboration with Finance and Operations. ● Evaluate projected revenue, food costs, manpower requirements, operating expenses and capital expenditure. ● Ensure proposed solutions support the company’s revenue, margin and profitability objectives. ● Participate in commercial and contractual negotiations with prospective and existing clients. ● Review key contractual terms, including pricing, payment terms, service levels, penalties, mobilisation requirements and performance obligations. ● Identify and manage commercial risks before contract submission or acceptance. ● Develop alternative commercial models where required to remain competitive and commercially sustainable. 4. Strategic Account Retention and Client Engagement ● Maintain regular engagement with existing institutional clients to strengthen relationships and improve account retention. ● Develop strong working relationships with key client stakeholders across Procurement, Human Resources, Facilities, Workplace Experience and Operations. ● Conduct scheduled client engagement activities, including business reviews, food tastings, menu showcases, appreciation events and strategic planning discussions. ● Proactively gather client feedback and work with relevant internal departments to address concerns and improve service delivery. ● Monitor client satisfaction, service performance and potential account risks. ● Identify issues that may affect client confidence, contract continuity or renewal prospects and escalate t…