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Business Development Director-Facilities Management

Shanghai , Mainland China

Ref#: 20021699

Date published: 22-Sep-2020

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JOB SUMMARY

To develop and close new business opportunities that are sold at a price to deliver the customers’ requirements without compromising our quality service within CBRE’s target market sectors.  To functionally support their allocated Business Unit and to manage, train and develop members of the sales and solutions team.


Key Responsibilities
1. To negotiate and successfully close sales opportunities to meet and exceed agreed sales targets within the target markets agreed by the Head of Sales and Managing Director.
2. To develop and build long-term professional customer relationships with existing, new and potential clients. Maintain excellent relationships and after sales support to build mutual confidence in line with the agreed business strategy.
3. To identify and build a long term active pipeline for their team, exploring both existing markets and targeting new market opportunities. 
4. Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with Company standards. Generate tenders and relevant document preparation, using the specialist support functions, Operational and Sales Leadership team. Ensuring at all times that the Knowledge Base contains the highest quality and most up to date examples of “what good looks like”.
5. Full ownership of the pricing and solution of new tender and rebid opportunities (including bottom-up pricing approach).
6. Ensure that appropriate sign-offs and governance processes are understood and adhered to when leading new business opportunities. 
7. To functionally support any BDM’s assigned to them (where applicable). Create PDP so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the support to allow them to be successful.
8. Manage and develop the Sales Executive and other members of the team, Create PDP so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the experiences to allow them to be successful.
9. Use innovative means to develop new sources of profitable business.
10. Ensure the accuracy and quality of all sales reporting.
11. Raise the company and business profile by representing CBRE at industry events, high level networking and promoting an image of professionalism at all times.
12. Keep up-to-date with industry developments, maintaining awareness of competitor activity and market trends. 
13. Ensure that the BU / AGM Leader is fully aware of all activities. Attend sale reviews with the leadership team to ensure they are fully updated on all sales activities and potential new business opportunities. 
14. Maintain the relevant contract documentation in the support of tenders and re-bids for the Business utilising the Knowledge Base
15. Attend and take an active part in all divisional board meetings and MMM’s
16. Read all tenders and PQQ documents before issue, so as to ensure the quality and commerciality of our proposals.
17. Take full ownership of all re-bids within their division.

Job Requirements:
Education 
Bachelor's degree (BA/BS) from four-year college or university. MBA preferred.
Experience 
• A minimum of seven years proven sales/business development experience from a relevant background 
• Experience of putting together exceptional quality sales documents
• Experience of successfully delivering high level presentations
• Experience of dealing with a range of people including site staff, suppliers and customers.

Aptitudes
• Driven by targets and comfortable in a high-pressure sales environment.
• Excellent verbal and written communication skills. Must be detail conscious and methodical in approach.

Character 
• Must demonstrate a strong sense of customer focus and promote a sense of team spirit within the office.
• Must be able to influence others and engender confidence in senior managers through both face-to-face, telephone and written communication.
• Self-motivated. Able to prioritise demands and make decisions under pressure. Able to work as part of a multi-disciplinary team, providing support to other areas of the business on occasions, as required.
• Be self-sufficient: able to work on your own as well as in a team. 

Circumstances 
be flexible to work outside core office hours from time to time, and to travel across if required.