Integrated Facilities Management: How IFM Is Changing Sales Hiring in 2025

If you're hiring or working in facilities management in 2025, you’re at a turning point. 

The global facilities management market is projected to reach USD 2284.8 billion by 2032, growing at a CAGR of 8.2%. In response, more providers are moving from single-service contracts to integrated delivery, bringing cleaning, HVAC, security and maintenance under one agreement.

You may have seen this shift hinted at in my previous blog about the impact of integrated services and smart tech. This piece focuses on what it means for sales hiring and how candidates and employers can respond.
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Related read: Smart Tech, Real Impact: What Facilities Services Hiring Tells Us About the Future.

From FM to IFM, With Flexibility

Many clients now prefer one partner to coordinate multiple services. It reduces admin, improves communication and can lower total cost. At the same time, buyers do not always want a rigid, all-in IFM model. They want flexible bundles that match site needs.

For hiring, this means cross-service understanding helps, but it should not be the only filter. Strong single-service sellers can succeed if they take a consultative approach and work well with operations.
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                                                                        Source: IFMA

Key Trends Shaping FM Hiring in 2025
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1. Flexible integrated solutions
Clients want tailored bundles rather than one-size-fits-all contracts.
• Employers are seeking consultative salespeople who can shape offers around client needs.
• Cross-service exposure is useful, but attitude and relationship-building matter most.

2. ESG in the sales conversation
Sustainability has become a buying factor. Clients expect measurable carbon and social impact.
• Commercial hires should understand ESG basics and present them as part of the value story.
• Purpose-led selling backed by credible metrics is a differentiator.

3. Data-led selling
Digital reporting and analytics feature in most tenders.
• Hiring favours sales leaders who use data to link delivery to ROI.
• Fluency with CRM, pipeline analytics and building data tools is now standard.

4. What candidates want
Many top performers prefer roles with scope and clear earning potential. Some are cautious about smaller, localised patches that limit growth.
• Candidates value autonomy, long-term client partnerships, ESG alignment and stability.
• Employers that offer flexibility and visible progression attract stronger pipelines.
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What This Means for Candidates & Employers
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For Candidates:

• Highlight multi-service wins where you have them, but do not hide single-service expertise.
• Show how you work with operations and tailor solutions to site priorities.
• Be ready to travel. Face-to-face time remains important even in remote roles.

For Employers:

• Keep job specs open to adaptable talent, not only those with full IFM backgrounds.
• Value relationship-first sellers who can work across service lines with operations.
• Be thoughtful about territory design. Scope and earnings potential matter to retention.
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Closing Thoughts

IFM is growing, but flexibility wins deals. The FM teams that balance integrated capability with inclusive hiring will perform best. 

“The more I learn about facility management, the more I realise how much goes into keeping organisations running behind the scenes. It’s far more complex than most people think, from safety and sustainability to efficiency and people’s everyday experience at work.”
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Seeking to Support

If you're expanding your facilities services team or exploring a shift toward integrated offerings or, if you’re a candidate with experience in sales, operations, or service delivery and you're ready for your next move, get in touch with Laura on LinkedIn or here.