Global Sales Operations Leader
Job ID
132541
Posted
15-Sep-2023
Service line
GWS Segment
Role type
Full-time
Areas of Interest
Sales & Leasing
Location(s)
Dallas - Texas - United States of America
Company Overview:

CBRE is the leading global provider of real estate and facilities outsourcing solutions, dedicated to delivering exceptional services to clients worldwide. We are seeking a highly skilled and experienced Global Sales Operations Officer to ensure our team executes a cutting-edge enterprise sales function that delivers continuously improving outcomes. This role will play a crucial part in maintaining our market leadership, competitiveness, and governance standards.

Role Overview:

The Global Sales Operations Officer will take charge of driving success in a large enterprise sales team on a global scale. Reporting to the President, Global Enterprise Sales and Client Solutions, this highly motivated professional will strategize and optimize sales processes, analyze data-driven insights, manage sales technology, and collaborate with regional sales leaders to achieve revenue targets. With a focus on performance management, cross-functional collaboration, and sales enablement, this role requires exceptional leadership, problem-solving, and communication skills to ensure the sales team's peak performance and alignment with business objectives. 


Key Responsibilities:

Operational Strategy Development: Collaborate with senior leadership to develop and implement sales operations strategies that align with the overall business objectives and revenue targets.

Sales Process Optimization: Streamline and improve sales processes, from lead generation to deal closure, maximizing efficiency and productivity across the sales team.

Sales Forecasting and Planning: Oversee the sales forecasting process to provide accurate and insightful sales projections, contributing to the development of quarterly and annual sales plans.

CRM Management: Drive effective utilization of our Saelsforce (CRM) system, ensuring data accuracy and providing actionable insights to sales reps and leadership.

Sales Training and Development: Work closely with the Learning & Development and outside partners to create and deliver comprehensive training programs, equipping the sales team with the necessary skills and knowledge for success.

Sales Tools and Technology: Evaluate, implement, and optimize sales enablement tools and technologies to enhance the sales process and team performance.

Cross-Functional Collaboration: Foster strong partnerships with marketing, finance, and other key departments to facilitate seamless collaboration and information sharing.

Sales Compensation and Incentives: Collaborate with HR and finance to design and manage sales compensation plans, aligning them with company goals and motivating the sales force.

Continuous Improvement: Stay updated with industry best practices and sales operations trends, proactively identifying opportunities for improvement and innovation.

Managing in a Matrix: Managing a matrix environment requires adeptly navigating cross-functional relationships, coordinating teams with diverse reporting lines, and effectively communicating to align goals and achieve synergistic outcomes.

Performance Metrics and Analytics: Manage key performance indicators (KPIs) and metrics to assess sales team performance, regularly analyzing data to identify trends and areas for improvement.

Revenue and Sales Targets: Tracking overall revenue and sales targets is fundamental to measure the success of the sales operation. These metrics help assess the team's performance against set objectives.

Sales Pipeline: Monitoring the sales pipeline provides insights into the number and value of opportunities at each stage of the sales process. Understanding the pipeline's health allows for better forecasting and resource allocation.

Win Rate: The win rate measures the percentage of opportunities that result in successful sales. A high win rate indicates effective sales strategies and customer engagement.

Sales Cycle Length: The sales cycle length represents the time it takes to convert a lead into a closed deal. Shortening the sales cycle can lead to increased revenue and improved efficiency.

Customer Acquisition Cost (CAC): CAC measures the cost incurred to acquire a new customer. Ensuring this metric becomes more efficient over time is essential for maintaining profitability and optimizing sales efforts.

Sales Productivity: Sales productivity measures the revenue generated per salesperson or team member. Increasing sales productivity ensures optimal resource utilization.

Sales Forecast Accuracy: The accuracy of sales forecasts is critical for effective resource planning and strategic decision-making. Ensuring forecast accuracy helps in avoiding missed targets and misallocation of resources.
Qualifications and Experience:
  • Bachelor’s degree in business administration, Sales, Marketing, or related field (MBA preferred).
  • 10+ year of experience in operations leadership roles, ideally within a large enterprise sales team, however large enterprise operations experience may be suitable
  • Strong analytical and problem-solving skills, with a data-driven approach to decision-making.
  • Exceptional communication and interpersonal skills, capable of collaborating with diverse teams across different geographical locations.
  • Proficiency in CRM systems, sales analytics tools, and Microsoft Office Suite.
  • Ability to thrive in a fast-paced, dynamic environment and lead change with a positive attitude.
  • Proven ability to drive innovation, think strategically, and deliver solutions that exceed client expectations.
  • Global business acumen and understanding of cultural nuances that impact sales operations on an international scale.
CBRE is an equal opportunity employer that values diversity. We have a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law. We also provide reasonable accommodations, as needed, throughout the job application process. If you have a disability that inhibits your ability to apply for a position through our online application process, you may contact us via email at recruitingaccommodations@cbre.com or via telephone at +1 866 225 3099 (U.S.) and +1 866 388 4346 (Canada).

NOTE: Some, but not all, of our positions may have an additional requirement to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing. If you have questions about the requirement(s) for this position, please inform your Recruiter.

CBRE GWS
CBRE Global Workplace Solutions (GWS) works with clients to make real estate a meaningful contributor to organizational productivity and performance. Our account management model is at the heart of our client-centric approach to delivering integrated real estate solutions. Each client is entrusted with a dedicated leader and is supported by regional and global resources, leveraging the industry's most robust platform. CBRE GWS delivers consistent, measurably superior outcomes for our clients at every stage of the lifecycle, and across industries and geographies.

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