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Senior Managing Director, Sales & Solutions

Senior Managing Director, Sales & Solutions

Job Title: Senior Managing Director, Sales & Solutions
Contract Type: Permanent
Location: Unknown
Industry:
Salary: Not Specified
Reference: 2022-06-09T00, ID18158Posted07-06-2021Service
Job Published: June 19, 2021 12:52

Job Description

Job Description

Senior Managing Director, Sales & SolutionsJob ID18158Posted07-06-2021Service lineGWS SegmentRole typeFull-timeLocation(s)Washington - District of Columbia - United States of America, Miami - Florida - United States of America, Orlando - Florida - United States of America, Atlanta - Georgia - United States of America, Bethesda - Maryland - United States of America, Charlotte - North Carolina - United States of America, Columbus - Ohio - United States of AmericaJob SummaryIn 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 leading division sales team and overall performance.Essential Duties And ResponsibilitiesResponsible 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 Senior Managing Director of Sales and Client Solutions and divisional 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 assignedSUPERVISORY RESPONSIBILITIESManages 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

Candidate Description

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.EDUCATION AND EXPERIENCETo 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 preferredBachelor'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.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 issuesExecutive presence required; ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups.CERTIFICATIONS and/or LICENSESRelevant professional licenses (e.g., RICS, IAOP, COP, etc.) preferred.CoreNet membership and participation in local and regional events desiredFINANCIAL KNOWLEDGEAbility 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 needsDemonstrated customer relationship management experienceRequires 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.REASONING ABILITYProvides 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.OTHER SKILLS AND ABILITIESDecisions made with in-depth understanding and interpretation of authority matrix, company policies and business practices.Responsible for setting project, department and/or division deadlines.CBRE, Inc. is an Equal Opportunity and Affirmative Action Employer (Women/Minorities/Persons with Disabilities/US Veterans)