Business Development Director, US Sales Lead - Industrial & Logistics Job ID 194165 Posted 17-Dec-2024 Service line GWS Segment Role type Full-time Areas of Interest Sales & Leasing Location(s) Atlanta - Georgia - United States of America, Boston - Massachusetts - United States of America, Charlotte - North Carolina - United States of America, Columbus - Ohio - United States of America, Hartford - Connecticut - United States of America, Jacksonville - Florida - United States of America, Philadelphia - Pennsylvania - United States of America JOB SUMMARY Drive successful growth in the Industrial & Logistics Sector and deliver sales targets. Reports to the Global Sales Lead, Industrial & Logistics. ESSENTIAL DUTIES AND RESPONSIBILITIES + Manages sales and pursuits activities and keeps all reporting on salesforce live and up to date + Delivers $100m of sales from their team annually + Proactively, identifies relevant targets and builds a pipeline of the sales target. + Manages all inbound referrals in collaboration with the team and Sector Directors and updates Salesforce. + Inspiring leader who will manage team and will lead deal making with a >75% hit rate. Holds recurring meetings, develops prospecting lists, collaborates on pursuit strategies, holds team accountable for results. + Develops exceptional relationships with Sector Directors who will be their key ally in all pursuits. + Works alongside (hand in glove) the Sector Directors to ensure the best-suited players are on the field for every pitch/assignment, every time. + Develops and maintains relationships with Global / Country SMEs / platforms to ensure appropriate support is available for all pursuits + Ensures that every pursuit contains CBRE products such as Smart FM + Coordinates with marketing team on pursuits to ensure appropriate messaging and content is developed. + Prepares and presents reports on pursuit activity at local management meetings and on an as needed basis + Develops relationships across the CBRE business to identify existing clients where we can enhance the wallet share. + Serves as conduit for assisting sales team with researching information needs within a complex platform and highly matrixed work environment. Evaluates and reports on industry and business trends in local market area for potential impact on sales team. + Ensures internal company sales guidelines are followed and Salesforce is fully utilized. + Develops and maintains external relationships with industry and trade associations, vendors, professional organizations, and local community leaders. + Other duties may be assigned. SUPERVISORY RESPONSIBILITIES + Manages Solution Director(s) in their direct span of control. + Leads and manages in the matrix successfully to gain supporting resources from Commercial, Pricing, Solution Architects, Proposal Management and the wider platform teams. + Builds teams of indirect reports to successfully gel together to from winning teams. + Leads and supports team in areas of 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. 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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. EDUCATION and EXPERIENCE + Bachelor's degree (BA/BS) from four-year college or university and a minimum of five years of related experience managing the activities of a sales force in a service organization. CERTIFICATES and/or LICENSES + Facilities Management qualification or similar + Building engineering services qualification or similar + Real Estate qualification or similar + General business / sales qualification or similar COMMUNICATION SKILLS + Ability to comprehend, analyze, and interpret the most complex business documents. + Ability to respond effectively to the most sensitive issues. + Ability to write reports, manuals, speeches and articles using distinctive style. + 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. FINANCIAL KNOWLEDGE + Requires in-depth knowledge of financial / commercial terms and principles. + Ability to calculate complex figures and prepare and present client budgets. REASONING ABILITY + Ability to solve advanced problems and deal with a variety of options in complex situations. + Requires expert level analytical and quantitative skills with proven experience in developing strategic solutions for a growing matrix-based multi-industry sales environment. + Draws upon the analysis of others and makes recommendations that have a direct impact on the company. OTHER SKILLS and ABILITIES A proactive mindset with a strong desire to succeed. Detail-oriented and motivated to achieve all goals. Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future **Equal Employment Opportunity:** CBRE is an equal opportunity employer that values diversity. We have a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law. **Candidate Accommodations:** CBRE values the differences of all current and prospective employees and recognizes how every employee contributes to our company’s success. CBRE provides reasonable accommodations in job application procedures for individuals with disabilities. If you require assistance due to a disability in the application or recruitment process, please submit a request via email at recruitingaccommodations@cbre.com or via telephone at +1 866 225 3099 (U.S.) and +1 866 388 4346 (Canada). **NOTE:** Some, but not all, of our positions may have an additional requirement to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing. If you have questions about the requirement(s) for this position, please inform your Recruiter. CBRE GWS CBRE Global Workplace Solutions (GWS) works with clients to make real estate a meaningful contributor to organizational productivity and performance. Our account management model is at the heart of our client-centric approach to delivering integrated real estate solutions. Each client is entrusted with a dedicated leader and is supported by regional and global resources, leveraging the industry's most robust platform. CBRE GWS delivers consistent, measurably superior outcomes for our clients at every stage of the lifecycle, and across industries and geographies. Find out more (https://www.cbre.com/real-estate-services/directory/global-workplace-solutions) CBRE, Inc. is an Equal Opportunity and Affirmative Action Employer (Women/Minorities/Persons with Disabilities/US Veterans)