About the RoleThe Managing Director, West Region is the senior Account Management executive and subject matter expert for CBRE's occupier accounts business across the western United States. This leader is the resource Account Producers turn to for account strategy, client problem-solving and service delivery -- serving as a trusted partner to West Region brokerage teams on all matters related to their clients' real estate needs. The role carries full accountability for the performance of the West Region Account Management business, including the quality of client service, Account Producer satisfaction, financial results and the development of the Account Management professionals who deliver across the region.
The Managing Director reports to the Senior Managing Director, Americas Account Management and maintains a dotted-line relationship with West Region Market Leaders, ensuring alignment with local market strategy across West markets. This role is part of a core leadership team in Account Management and carries accountability for regional business performance, team development and operating model development and execution at the national level.
The West Region is a priority geography in CBRE's Account Management growth strategy, with particular emphasis on the San Francisco Bay Area amongst others. The Managing Director will partner closely with West Region Market Leadership to build an Account Management service infrastructure that supports Account Producer teams and creates consistent, high-quality client experiences across the portfolio.
What You'll DoWest Region Business Leadership- Lead the West Region Account Management business. Set the strategic direction for Account Management across the West, establish annual priorities and performance targets, and align regional execution with the broader Americas Account Management platform strategy. Serve as a full peer in the core Account Management leadership team and contribute to platform-wide decisions and initiatives.
- Lead business transformation initiatives. Drive the implementation of operating model changes, platform modernization and business transformation initiatives across the West Region. Partner with enterprise leadership and functional teams to ensure transformation efforts are executed effectively at the regional level and that the West Region team is positioned to support the evolving needs of the accounts business.
- Support pursuit strategy decisions. Partner with Account Producers and Client Solutions to support the evaluation of new Account Management opportunities across the West Region. Provide subject matter expertise on underwriting, staffing modeling and Account Management delivery as part of the pursuit process, and coordinate across service lines to ensure pursuit teams have the resources and information needed to compete effectively.
Account Producer and Broker Support- Support Account Producer-led account business. This role exists to enable Account Producers by serving as their internal advocate, removing delivery barriers and bringing CBRE's full platform to bear on their accounts. Lead the Account Management professionals serving those clients so service is dedicated and consistent and serve as the lead Account Management point of contact for Account Producer teams and Market Leadership across the West.
- Maintain Account Producer and client satisfaction. Build trusted relationships and shared accountability for service quality across all accounts. Address escalations promptly, maintain visibility into the health of relationships and ensure Account Management delivery reinforces Account Producer confidence with their clients.
- Align resources with Account Producer priorities. Work in partnership with Account Producers, Market Leaders, talent acquisition and Account Management peers across the West to ensure Account Management staffing, coverage and service models reflect the needs of Account Producer teams and clients. Lead hiring decisions, candidate assessment and the assignment of professionals to key and complex accounts. Adjust resource deployment as portfolios and client needs evolve.
- Identify opportunities to deepen client engagement. Partner with Account Producers to expand Account Management scope within existing client relationships and support the onboarding of new accounts where Account Management adds measurable value to the Account Producer's service model.
Account Management Delivery- Serve as the senior account executive for the West. Maintain accountability for the quality, consistency and contractual compliance of Account Management services delivered across the West Region. Establish and build operating standards, conduct regular account reviews and partner in client relationships requiring senior leadership involvement.
- Partner with Market Leadership across the West. As the Account Management lead for the region, establish deep working relationships with Market Leaders in each core market. Serve as a consistent presence in those markets, aligned to local business objectives and positioned to support and grow the accounts business alongside brokerage leadership.
- Ensure delivery excellence across the portfolio. Maintain oversight of account team performance. Identify delivery gaps and drive resolution. Ensure clients receive a consistent standard of service regardless of account type, size or geography.
People Leadership- Lead the West Region Account Management team. Directly manage Senior Directors, Directors and Account Management professionals across the West -- this is a leader of leaders' position. Set clear performance expectations, provide active coaching and develop talent with a view toward long-term succession and regional capability. Be a coach and expert to help others develop and reach their aspirations.
- Own staffing and organizational structure. Manage headcount, hiring decisions, onboarding and team design across the West. Ensure Account Management professionals are appropriately matched to Account Producer teams and accounts, with capacity aligned to demand across the region.
- Build and sustain a high-performance culture. Model CBRE's RISE values and establish a team culture grounded in accountability, responsiveness and professional service. Set and maintain clear standards for how the West Region team engages with Account Producers, clients and internal partners.
- Manager of record responsibilities. Serve as the people leader of record for direct reports, including performance evaluations, compensation reviews and talent planning in partnership with HR and senior leadership.
Financial and Commercial Accountability- Lead the West Region P&L. Manage financial performance across the region, including revenue, margin and cost oversight in conjunction with Account Producers and Market Leaders for the account business. Develop and maintain the annual business forecast and hold the team accountable to financial targets.
- Maintain contractual and commercial discipline. Maintain active oversight of MSAs, account agreements, commission structures and service contract renewal schedules across the West Region, partnering with Account Producers, Finance and Legal to ensure commercial terms are documented, negotiated, executed and renewed on schedule. Partner with other senior leaders and service lines to ensure continuity in delivery of services. Administer existing contracts and ensure adjustments to scope and commercial terms are properly agreed and communicated to senior stakeholders.
- Monitor account health and drive resolution. Maintain active visibility into the health of client relationships and service delivery across the West Region portfolio. Diagnose issues at the account, team or service level, and build clear resolution plans in partnership with Account Producers, clients and internal stakeholders. Ensure problems are addressed before they become risks to the relationship.
Transaction Management Workforce- Oversee transaction management professionals across the West. Ensure transaction management professionals are appropriately assigned, trained and supported across the West Region portfolio. Maintain visibility into workforce capacity, performance and coverage in partnership with operations leadership.
- Drive platform and technology adoption. Ensure the West Region team operates in line with CBRE's platform standards, systems and tools. Champion process consistency and partner with teams regarding accountable operating practices.
What You'll Need- Bachelor's degree required; advanced degree or MBA preferred.
- 12 or more years of progressive experience in commercial real estate, occupier services or account management, with at least five years in a senior people leadership role.
- Demonstrated experience leading regional or multi-market teams with direct and indirect reports across multiple geographies.
- Substantive experience working alongside or in support of Account Producer and brokerage teams in a commercial real estate environment.
- Subject matter expertise in occupier advisory and transaction management services, including portfolio strategy, lease administration and transaction execution.
- Proven ability to develop and manage executive-level client relationships in a complex, matrixed organization.
- Strong financial acumen, including P&L ownership, forecasting and budget management.
- Exceptional communication and organizational skills, with the ability to engage credibly across Account Producers, clients and senior leadership.
- Applicants must be authorized to work in the United States without the need for visa sponsorship now or in the future.
Applicant AI Use DisclosureWe value human interaction to understand each candidate's unique experience, skills and aspirations. We do not use artificial intelligence (AI) tools to make hiring decisions, and we ask that candidates disclose any use of AI in the application and interview process.
CBRE carefully considers multiple factors to determine compensation, including a candidate's education, training, and experience. The minimum salary for the Managing Director position is $250,000 annually or ($120.20 per hour) and the maximum salary for the Managing Director position is $325,000 annually [or $156.25 per hour]. The compensation that is offered to a successful candidate will depend on the candidate's skills, qualifications, and experience. Successful candidates will also be eligible for a discretionary bonus based on CBRE's applicable benefit program.
