Global Workplace Solutions (GWS) Local is a hard services-led, tailored facility management solution. We self-perform hard services while partnering with best-in-class soft service providers to offer custom facility and project management solutions to our clients. We focus on empowering our team with a high-level of downstream accountability, resulting in an agile and efficient service delivery.
In addition to our core facility and project management capabilities, our platform offers direct access to our Best-in-Class services, including ESG, Security Consulting, Workplace Strategy, and Workplace Experience.
About the Role: The role of Business Development Manager (BDM) is to develop and close new business opportunities within target market sectors, which are sold at a price to deliver the customers' requirements without compromising our quality service.
The BDM is a sales leader who owns client relationships, facilitates and drives the sales and RFP process and works in partnership with their Business Unit Sales Coordinator and Business Unit Leader to achieve their growth targets.
The BDM understands and develops client focused solutions and is responsible for the overall quality of sales outputs for the Business Unit. This role requires a target focused, highly motivated, energetic and positive person with a strong ability to articulate differentiation and value to customers.
What You'll Do: Growth
- Ownership of the end-to-end sales process to successfully cultivate and close new sales opportunities to meet and exceed agreed sales target within the target markets.
Pipeline cultivation
- Map the market and work in partnership with the Business Unit Leader to define the Business Unit growth strategy and target markets
- Use innovation and creativity to develop a clear pipeline strategy with strong short, medium and long-term opportunities
- Work in collaboration with the Business Unit Leader on all planned cultivation activities
- Identify and evaluate new opportunities through existing markets and development of new markets, working with your Business Unit Sales Coordinator on client research activityand Salesforce updates
- Raise the company and business profile by representing CBRE at industry events, networking and always promoting an image of professionalism.
Customized solutions
- Ownership of the RFI and RFP process for new opportunities by:
- Developing win strategy to create a bespoke and differentiated proposition that is clearly articulated and aligned to client needs
- Pricing and solutioning, liaison with supply partners and CBRE SMEs and following pricing sign off processes
- Owning the quality response and executive summary and working in partnership with the Business Unit Sales Coordinator and Business Unit Leader to develop sales documents (RFIs, RFPs, presentations) that articulate value and a deep understanding of client needs
- Motivating and driving the team to stay on track of timelines, and working with BUSC to plan and structure responses, write key solution questions and plan the proposal summary, checking and challenging quality
- Plan and manage client site visits, presentations and workshops.
- Support re-bids and variations for existing clients.
Governance
- Accountability ensure the governance and sign off processes for each new opportunity has been followed and actioned by BUL and relevant stakeholders
- Accurate and detailed pipeline and activity reporting.
Market insight
- Maintain industry knowledge and insight through an understanding of competitors and industry trends, innovations and movements.
- Networking and collaboration
- Build an internal network across the CBRE sales and operational community to enhance knowledge, share best practice, and collectively benefit from shared insights.
Leadership
- Assume a leadership role of the BUSC sales function and take ownership of, and work in collaboration with Bid Manager for robust onboarding, induction and development of new BUSC
- Continuously seek ways to improve sales processes, identify areas for growth, and contribute to overall business development strategies.
- Ensure that the BU Leader is fully aware and involved in all activities. Liaise regularly with the Sales Director to ensure they are fully updated on all sales activities and potential new business opportunities.
Nature of the role:
- Client facing and will require travel to meetings, visit sites and team meetings
- Out of hours work may be required to meet tight deadlines as set by customers
- All work and opportunities are to be treated as highly confidential.
What You'll Need: Character
- This role requires a target focused, highly motivated, energetic and positive person with a strong ability to articulate differentiation and value to customers.
- Must demonstrate a strong sense of customer focus and promote a sense of team spirit.
- An ideal candidate for this role is self-motivated, energetic, proactive and able to prioritize demands and work to deadlines. With natural leadership skills and the ability to build robust working relationships, the ideal candidate can work under pressure and to demanding and multiple deadlines. Creativity and desire to win are crucial.
Education & Experience
- Higher educational qualifications to degree level would be beneficial.
- The ideal candidate will have a background in and understanding of facilities management. They will proactively own their continuous learning to deepen their knowledge of the industry and CBRE's capabilities, products and services.
Technology Skills
- Must possess excellent Microsoft 360 skills - primarily Microsoft Word, Excel and PowerPoint. SharePoint is beneficial.
Administration Skills
- You are a strong communicator and can delegate and manage multiple deadlines across multiple stakeholders. You have the ability to influence key stakeholders to meet timelines and deliverables.
Desirable Experience
- A minimum of 5 years proven sales/business development experience from a relevant background
- Experience of putting together exceptional quality sales documents
- Experience of successfully delivering high level presentations
- Experience of meeting tight deadlines
- Experience of dealing with and co-operating with a wide range of people.
Applicants must be authorized to work in the United States without the need for visa sponsorship now or in the future.
