Client Cultivation & Sales Leader - US Defense Industrial Base Job ID 170262 Posted 25-Jul-2024 Service line GWS Segment Role type Full-time Areas of Interest Facilities Management Location(s) Charlotte - North Carolina - United States of America, Dallas - Texas - United States of America, Houston - Texas - United States of America, Los Angeles - California - United States of America, Oklahoma City - Oklahoma - United States of America, Tacoma - Washington - United States of America, Tampa - Florida - United States of America, Tysons Corner - Virginia - United States of America, Washington, D.C. - District of Columbia - United States of America INTRODUCTION CBRE is investing in new talent and focus to grow our business with the private sector’s Defense Industrial Base organizations. This opportunity offers a creative, fast-paced, entrepreneurial work environment where you’ll be at the center of CBRE investment and business acceleration with our ‘Infrastructure, Defense & Public Enterprise’ (IDPE) team. JOB SUMMARY We are seeking a Sales and Solutions Leader | Defense Sector to bolster our industry expertise, ensure close relationships with sector clients and purchasing teams, and materially grow our business with the multi-national Defense Industrial Base. The ideal candidate will have a background in facilities management, project management, and/or construction management, and will be responsible for identifying new business opportunities, building relationships with key stakeholders, and driving sales growth within the defense sector. The selected candidate will lead the sales strategy, client cultivation and relationship, solution and proposal development for the sector. This role requires a strategic thinker with strong interpersonal skills, a deep understanding of the defense industry, and the ability to manage complex projects. You will serve as a critical integration point between CBRE team members in Sales, Operations, Marketing, Legal & Risk, Commercial Pricing, Sector Leadership, and all internal resources. This role will own the design, processes, and team that develops a clear client value proposition and helps our clients realize maximum value from CBRE’s core services in Real Estate Advisory, Facility Management, Program Management, Project Management, Transaction Management, Technology, and Financing. Purchased individually or integrated, these services can be combined into a portfolio-wide management and operations structure whereby CBRE oversees global real property and all associated services for our clients as part of a multi-year, turnkey service contract. KEY ATTRIBUTES: + Lead of the Defense Sector growth, creating measurable and high-impact sales strategies and deliverables + Drive measurable client scope expansion and satisfaction levels. + Work with key management and executive stakeholders to assess and understand client needs against CBRE capabilities. + Help our defense clients navigate industry trends in portfolio modernization, cost reduction, decarbonization, rationalization, technology-enablement, resiliency, and consistency in service delivery. + Manage a cross functional pursuit team on complex assignments. + Serve as a highly visible and effective leader who can drive strategy and solution development around a broad and comprehensive portfolio of offerings + Develop work processes and methodologies that ensure the right people are in the right roles, leveraging the right processes at the right time. Your success will come through a strong network of trusted relationships, deep collaboration and coordination across teams and borders. Essential Duties and Responsibilities: + Understand the defense market on global and national levels and use this knowledge to identify upcoming opportunities for CBRE client solutions and services. + Ensure that CBRE receives all applicable RFPs from defense organizations in target markets. + Be aware of regulatory drivers and emerging business trends to inform and guide work and pipeline development. + Be strongly networked, serve as company proxy in the defense industry associations. + Develop a clear 1-3-year business plan and actionable pipeline to drive profitable growth, with a focus on new business and expansion opportunities. + Identify, lead, and manage client cultivation, pursuit strategy, and pursuit execution to include developing the client pipeline, qualifications, discovery, proposals, presentations, negotiations, deal underwriting, and other client-facing meetings and materials. + Lead personal and team performance against a defined base of measurable client cultivation, conversation, and sales targets. + Oversee the establishment/management of a time sensitive proposal development process that allows for the consistent production of well formulated and fully compliant responses to client expressions of interest, requests for information or formal proposals submissions. + Establish client relationships with key decision-makers and influencers across various organizational levels. Lead interactions in a client-facing role in large, complex pursuits, renewals, and expansions. + Bring strong understanding of CBRE service offerings, platform, and value proposition. Ensures sales team has appropriate knowledge and understanding and applies information in pursuits. + Stay abreast of industry dynamics; evaluates industry and business trends and analyzes performance and responds with necessary business change. Share insights with team to seed development of various "Thought Leadership" papers, events, and multi-medium productions. + Establish annual objectives in close partnership with finance and operational leadership. Manages and achieves financial, operational, and other measures as defined in deliverables and/or KPI's (Key Performance Indicators). + Utilize data, insights, and deep sales experience to reach CBRE’s business development and growth goals. + Support Diverse, Equitable, and Inclusive (DE&I) employment and business partnerships in all solutions proposed. Candidates will be supported by a global DE&I team and must ensure our solutions incorporate DE&I team members and/or business partners in either a subcontractor or prime model. + Perform other duties as assigned Supervisory Responsibilities: + Responsible for a mix of matrixed reports from an established Sales team. Education and Experience: + Understanding of Federal Acquisition Regulations (FAR) and how this impacts the overall strategy for procurement of services is required + You must possess a clear understanding of government regulation and purchasing practices that impact operations and oversight to defense operations. + Prefer 10-20 years’ successful track record with commercial sales or consulting focused on Defense Sector, Commercial Real Estate, or similar complex service contracting / outsourcing. This shall include business development experience, developing outsourcing / contracted solutions, pricing and commercial models, and org development models. + Proven successful sales track record to the defense industry. + Previous people management and leadership experience including managing in a matrix environment. + Previous tenure in a utility sector role is a positive, particularly experience in defense operations, management, acquisitions, or financial administration. + Bachelor's degree (BA/BS) from four-year college or university. + Military experience, JD and/or MBA experience a plus. Communication Skills: + Ability to comprehend, analyze, and interpret complex business and legal documents including contracts and RFP documents. + Executive presence required; ability to make effective and persuasive proposals and presentations on complex topics to employees, clients, top management and/or public groups. + Excellent listening skills with the ability to effectively assess and solution client needs. Financial Knowledge: + Requires advanced financial and analytics skills to review commercial models and pricing. + Ability to develop business cases for budgets and reserve investments to align operational units towards common business development goals. Other Skills and Abilities: + Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook. Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future + CBRE carefully considers multiple factors to determine compensation, including a candidate’s education, training, and experience. The minimum salary for the Client Cultivation & Sales Leader position is $230,000 annually and the maximum salary for the Client Cultivation & Sales Leader position is $250,000 annually. 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. **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)