We are seeking a Senior Sales Consultant (Regional), to join our Global Workplace Solutions (GWS) Enterprise Sales & Solutions team, leading our Regional sales program and playing a lead role in the operations of our global sales program. In partnership with GWS Enterprise and Sector leadership, this individual will be responsible for formulating and implementing business development strategies based on the strategic directions and targets of the business. The Senior Sales Consultant (Regional), will lead business development programs and initiatives and be accountable for the deliverables and outcomes. This role will be responsible for win, keep and grow activities in integrated Real Estate and Facilities Management outsourcing pursuits, and will lead interactions in a client-facing role in large, regional, and global pursuits, renewals and expansions. This role will have two primary areas of focus:
- Lead our Regional Sales & Solutions team, being accountable for the regional sales target as well as leading a selection of new business opportunities individually.
- Implement CBRE organizational standards and process rigor across Sales & Client Solutions, Solutions Excellence, Solutions Architecture, Commercial, Pricing & Risk and other key stakeholders to stabilize operations and enable sales success.
The ideal candidate will have a strong understanding of each GWS service offering, platform, and value proposition, broader CBRE service lines and the Real Estate and Facilities industry.
- In partnership with Global Workplace Solutions (GWS) Enterprise 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 leading the Regional sales & Solutions team and its overall performance.
- 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 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
Other Duties
- 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.
- 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
- 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.
- 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.
