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We are seeking a Senior Managing Director, Enterprise Occupier Solutions, to lead our EMEA and APAC sales team and to play a lead role in the success of our global sales program. In partnership with Enterprise and Sector leadership, this leader will be responsible for formulating and implementing business development strategies based on the business strategy and targets. The Senior Managing Director, Enterprise Occupier Solutions, 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:
1. Lead our EMEA and APAC Sales & Solutions team with accountability for the regional sales targets.
2. Directly lead a selection of new business opportunities.
The ideal candidate will have a strong understanding of each occupier service offering, platform, and value proposition, broader CBRE service lines and the Real Estate and Facilities industry.
* In partnership with Enterprise leadership, be responsible for formulating and implementing business development strategies based on the business strategy and targets; lead business development programs and initiatives with accountability for the deliverables and outcomes.
* Responsible for leading the EMEA and APAC team and its overall performance which includes direct and indirect reports.
* Responsible for win, keep and grow activities in integrated Real Estate and Facilities Management outsourcing pursuits.
* Identifies opportunities, leads the pursuit strategy, and manages pursuit execution to include proposals, presentations, deal underwriting, and other client-facing meetings and materials.
* Provides coaching, support and direction to Enterprise Occupier Solutions team throughout the sales 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 ongoing 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.
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.
About CBRE Global Workplace Solutions:
As one of CBRE's core global businesses, Global Workplace Solutions (GWS) provides end-to-end services to occupier clients across the entire lifecycle of a building. Our teams help companies improve their operations and reduce costs, through expert facilities management, project management, real estate and energy and sustainability services. Our dedicated teams work across all industries, and support clients ranging from global Fortune 500 companies to single, iconic buildings.
Application Process:
Your application will be reviewed by our Talent Resourcing Team and you will be contacted if you have been successful in being short listed for the role.
Taking into consideration the costs of sponsorship, the nature of the role and the financial resources of the account in question, we are unable to offer sponsorship for this role.
No agencies please.
Please note: the job title shown above may be different to local job titles used in our business and issued on any contract of employment.
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