Managing Director - Sales
ID de la Vacante
107451
Publicado
15-Mar-2023
Línea de servicio
GWS Segment
Tipo de función
Tiempo Completo
Ubicaciones
Charlotte - North Carolina - United States of America, Dallas - Texas - United States of America, New York City - New York - United States of America, San Francisco - California - United States of America, Washington, D.C. - District of Columbia - United States of America
JOB RESPONSIBILITIES

  • In partnership with Global Workplace Solutions (GWS) Divisional leadership responsible for formulating and implementing business development strategies based on the strategic directions and targets of the business, lead business development programs and initiatives, accountable for the deliverables and outcomes. 
  • Responsible for win, keep and grow activities in integrated Real Estate and Facilities Management outsourcing pursuits. 
  • Identifies opportunities and leads and manages the cultivation, pursuit strategy, and pursuit execution to include the client pipeline, proposals, presentations, deal underwriting, and other client-facing meetings and materials. Provides coaching, support and direction to sales team throughout the process.  Establishes corporate client relationships with key decision-makers across various organizational levels.
  • Leads interactions in a client-facing role in large, regional and global pursuits, renewals and expansions.  
  • Strong understanding of each GWS service offering, platform, and value proposition, and the broader CBRE service lines. Ensures sales team has appropriate knowledge and understanding and applies information in pursuits.
  • Coordination and governance of sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation and negotiation.
  • Stays abreast of industry dynamics; evaluates industry and business trends and analyzes performance and responds with necessary business change.  Shares insights with team.
  • Establishes annual objectives.  Manages and achieves financial, operational and other measures as defined in deliverables and/or KPI's (Key Performance Indicators) established for the client(s) as part of a one-time client engagement or as part of an on-going client relationship.
  • Collaborates with leadership to develop a concise plan to accomplish the retention and acquisition of clients/markets, focusing on our value-add as “expert advisors” rather than “tactical or transaction specialists”. Meets business growth objectives consistently.
  • Performs other duties as assigned

SUPERVISORY RESPONSIBILITIES:
Manages the planning, organization, and controls for division/area or department. Responsible for a mix of direct and matrix reports.  Approves subordinate's recommendations for staff recruitment, selection, promotion, advancement, corrective action and termination.  Effectively recommends same for direct reports to next level management for review and approval.  Monitors appropriate staffing levels and reports on utilization and deployment of human resources.  Leads and supports staff in areas of staffing, selection, training, development, coaching, mentoring, measuring, appraising and rewarding performance and retention.  Leads by example and models behaviors that are consistent with the company's values.

QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. 
The requirements listed below are representative of the knowledge, skill, and/or ability required:

  • Complex solutions sales or consulting experience required, commercial Real Estate or outsourcing experience preferred
  • Bachelor's degree (BA/BS) from four-year college or university. MBA preferred.
  • Minimum of 7 - 10 years of related experience in finance, consulting, or analytics preferred.
  • Experience must include a minimum of  7+ years business development experience, developing outsourcing solutions, pricing and org development models.  Previous people management and leadership experience necessary including managing in a matrix environment.
  • Relevant professional licenses (e.g., RICS, IAOP, COP, etc.) preferred.
  • CoreNet membership and participation in local and regional events desired.

COMMUNICATION SKILLS
Ability to comprehend, analyze, and interpret the complex business and legal documents including contracts and RFP documents.
Ability to respond effectively to the most sensitive issues.
Executive presence required; ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups.
Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.
Excellent listening skills with the ability to effectively assess client needs
Demonstrated customer relationship management experience

FINANCIAL KNOWLEDGE
Requires advanced financial and analytics skills to review commercial models and pricing. .
Candidate should be able to prioritize key initiatives, develop business cases for budgets and reserve investments to align operational units towards common business development goals.
Provides recommendations to executives that impact a line of business.

REASONING ABILITY
Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills.
Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.
Decisions made with in-depth understanding and interpretation of authority matrix, company policies and business practices.
Responsible for setting project, department and/or division deadlines.

NOTE: An additional requirement for this role is the ability to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing.

CBRE GWS
CBRE Global Workplace Solutions (GWS) trabaja con los clientes para hacer que los bienes raíces sean un aporte de contribución significativo para la productividad y el rendimiento de la organización. Nuestro modelo de gestión de cuentas es la base de nuestro enfoque centrado en el cliente para ofrecer soluciones integradas de bienes raíces. A cada cliente se le confía un líder dedicado y cuenta con el respaldo de recursos regionales y globales, aprovechando la plataforma más robusta de la industria. CBRE GWS ofrece resultados consistentes y notablemente superiores para nuestros clientes en cada etapa del ciclo de vida, y en todas las industrias y geografías.

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