Business Developer / Sales Development Representative
Director, Managing GWS Enterprise Sales and Client Solutions
CBRE Global Workplace Solutions is a leading global provider of integrated facilities and corporate real estate management. We are seeking a Business Development Managing Director to join our Global Workplace Solutions (GWS) Enterprise Sales & Solutions team. In partnership with GWS Enterprise 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 Business Development Managing Director 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. 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.
General Responsibilities
In partnership with Global Workplace Solutions (GWS) Enterprise Sector leadership, the Business Development Managing Director will:
1. Formulate and implement business development strategies based on the strategic directions and targets of the business.
2. Lead business development programs and initiatives, accountable for the deliverables and outcomes.
3. Identify opportunities and manage the cultivation, pursuit strategy, and execution, including client pipeline, proposals, presentations, deal underwriting, and other client-facing meetings and materials.
4. Establish corporate client relationships with key decision-makers across various organizational levels.
5. Coordinate and govern sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation, and negotiation.
6. Stay abreast of industry dynamics; evaluate industry and business trends and analyze performance to respond with necessary business change.
7. Manage and achieve financial, operational, and other measures as defined in deliverables and/or KPIs established for the clients.
8. Collaborate with Senior Managing Director of Sales and Client Solutions and divisional leadership to develop a concise plan to accomplish client retention and acquisition, focusing on our value-add as "expert advisors" rather than "tactical or transaction specialists".
9. Perform 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:
1. Complex solutions sales or consulting experience required, commercial Real Estate or outsourcing experience preferred.
2. Bachelor's degree (BA/BS) from a four-year college or university. MBA preferred.
3. Minimum of 7 - 10 years of related experience in finance, consulting, or analytics preferred.
4. Experience must include a minimum of 5 - 7 years of business development experience, developing outsourcing solutions, pricing, and organizational development models.
5. Relevant professional licenses (e.g., RICS, IAOP, COP, etc.) preferred.
6. CoreNet membership and participation in local and regional events desired.
7. Ability to comprehend, analyze, and interpret complex business and legal documents including contracts and RFP documents.
8. Executive presence required; ability to make effective and persuasive presentations on complex topics to employees, clients, top management, and/or public groups.
9. Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.
10. Excellent listening skills with the ability to effectively assess client needs.
11. Demonstrated customer relationship management experience.
12. Requires advanced financial and analytics skills to review commercial models and pricing.
13. 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.
14. Ability to solve problems involving several options in situations, requiring advanced analytical and quantitative skills.
15. Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.
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.
Application Process:
Your application will be reviewed by our Talent Resourcing Team and you will be contacted if you have been successful in being shortlisted 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.
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