Director of Sales and Solutions, Canadian Infrastructure & Public Sector
직무 ID
51824
게시됨
10-8월-2022
서비스 라인
GWS Segment
역할 유형
풀타임
위치
Toronto - Ontario - Canada
Job Summary

CBRE is expanding in the Canadian infrastructure & public sector markets, bringing new talent and capabilities to grow our real estate services business with government and government-regulated clients (e.g., utilities) nationwide. This opportunity offers a creative, fast-paced, entrepreneurial work environment where you’ll be at the centre of CBRE investment and business acceleration with our ‘Infrastructure & Public Enterprise’ (I&PE) team.

We are seeking a Director of Sales and  Solutions,  Canadian Infrastructure & Public Sector to bolster our industry expertise, solidify and build close relationships with national and provincial clients, and materially grow our Canadian business in the sector. You will be responsible for individual and group work to develop and execute a sector-focused sales and solutioning strategy that positions CBRE as the industry’s most sought-after partner to public sector real estate leaders and infrastructure managers.
 
Reporting to the Sector President, Infrastructure & Public Enterprise, the selected candidate will lead sales strategy, client cultivation and relationship, solution and proposal development across Canada for the I&PE sector. You will serve a critical integration point between CBRE team members in Client Solutions, Operations, Marketing, Legal & Risk, Commercial Pricing, Sector Leadership, and all internal resources. 

This role will own the design, processes, and team that develops a clear client value proposition and helps our clients realize maximum value from CBRE’s core services in Real Estate Advisory, Facility Management, Program Management, Project Management, Transaction Management, Technology, and Financing. Purchased individually or integrated, these services can be combined into a portfolio-wide management and operations structure whereby CBRE oversees global real property and all associated services for our clients as part of a multi-year, turnkey service contract.    

You will create measurable and high-impact sales enablement strategies and deliverables. This requires working with key management and executive stakeholders to assess and understand client needs against CBRE capabilities as we strive to develop the most effective client solutions. All work will be aimed at helping our clients navigate industry trends in portfolio modernization, sustainability, decarbonization, rationalization, technology-enablement, resiliency, and equity in service delivery. Solutions will be engineered as both prime and subcontractor to meet all small, diverse, and indigenous procurement requirements for selected scopes.   

You will manage a cross functional pursuit team on complex assignments. This requires a highly visible and effective leader who can drive strategy and solution design around a broad and comprehensive portfolio of offerings that CBRE provides. This requires developing work processes and methodologies that ensure the right people are in the right roles, leveraging the right processes at the right time. Your success will come through a strong network of trusted relationships, deep collaboration and coordination across teams and borders.

Essential Duties and Responsibilities:

Develop a clear 1–5-year business plan and actionable pipeline to drive profitable growth, with a focus on new business and expansion opportunities across all levels of Canadian vertical infrastructure operators and government service providers, with an initial focus on Provincial and Federal real estate. 

Identify, lead and manage client cultivation, pursuit strategy, and pursuit execution including developing the client pipeline, qualifications, discovery, proposals, presentations, negotiations, deal underwriting, and other client-facing meetings and materials. 

Lead personal and team performance against a defined base of measurable client cultivation, conversation, and sales targets.

Oversee the establishment/management of a time sensitive proposal development process that allows for the consistent production of well formulated and fully compliant responses to government expressions of interest, requests for information or formal proposals submissions. 

Establish client relationships with key decision-makers and influencers across various organizational levels. Lead interactions in a client-facing role in large, complex pursuits, renewals, and expansions. 

Bring strong understanding of CBRE service offerings, platform, and value proposition. Ensures sales team has appropriate knowledge and understanding and applies information in pursuits.

Stay abreast of industry dynamics; evaluate industry and business trends and performance; respond with necessary business change.  Share insights with team to seed development of various Thought Leadership papers, events, and multi-medium productions.

Establish annual sales objectives in close partnership with finance and operational leadership.  Manage and achieve financial, operational, and other measures as defined in deliverables and/or KPI's (Key Performance Indicators).

Support Diverse, Equitable, and Inclusive (DE&I) employment and business partnerships in all solutions proposed. Candidates will be supported by a global DE&I team and must ensure our solutions incorporate DE&I team members and/or business partners in either a subcontractor or prime model.

Perform other duties as assigned.

Supervisory Responsibilities:

Lead the recruiting, planning, organization, and operation of a sector-focused sales team.

Responsible for a mix of direct and matrix reports.

Education and Experience:

You must possess a clear understanding of federal and provincial government purchasing practices via various contracting models and go to market strategies, including but not limited to, cost-plus, gross-maximum (GMAX) and fixed price. 

Minimum of 10 years’ successful track record with commercial sales and/or consulting focused on Public Sector, Commercial Real Estate, or similar complex service contracting/outsourcing. This shall include business development experience; developing outsourcing / contracting solutions, pricing, and org development models. 

Proven successful sales track record to Canadian governments.

Previous people management and leadership experience including managing in a matrix environment.

Previous tenure in a public sector role is a positive, particularly experience in government acquisitions, administration, and/or military. 

Bachelor's degree (BA/BS) from four-year college or university. 

Communication Skills:

Ability to comprehend, analyze, and interpret complex business and legal documents including contracts and Request for Proposal (RFP) documents.

Executive presence required; ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups.

Excellent listening skills with the ability to effectively assess and solution client needs.

Financial Knowledge:

Requires advanced financial and analytics skills to run commercial models and pricing.

Ability to develop business cases for budgets and reserve investments to align operational units towards common business development goals.

Other Skills and Abilities:

Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.

Responsible for setting project, department and/or division deadlines.

ABOUT CBRE

Joining CBRE places you inside the world’s most-selected, most-connected, and yes, largest commercial real estate organization. Our team of 100,000+ colleagues, operating in 110+ countries, empowers your connection to subject matter experts on any topic you need.  Our teams are known for their entrepreneurial spirt that enables flexibility for creative executives to adapt and grow client offerings as they lead real estate initiatives for many of the world’s most successful public and private organizations.  We strive to deliver a better world in each project we undertake.     



CBRE GWS
CBRE Global Workplace Solutions(GWS)는 고객과 협력하여 부동산이 조직의 생산성과 성과에 의미 있게 기여할 수 있게 합니다. 당사의 계정 관리 모델은 통합된 부동산 솔루션을 제공하는 고객 중심 접근 방식의 핵심입니다. 고객사마다 전담 리더가 배정되며, 업계에서 가장 강력한 플랫폼을 활용하여 지역 및 글로벌 리소스의 지원을 받습니다. CBRE GWS는 전 산업과 지역에 걸쳐 수명 주기의 전 단계에서 고객에게 일관되고 측정 가능한 탁월한 결과를 제공합니다.