Head of Sales Job ID 197175 Posted 13-Dec-2024 Service line GWS Segment Role type Full-time Areas of Interest Sales & Leasing, Sales Support Location(s) Makati City - National Capital Region - Philippines **JOB SUMMARY** Collaborates with the Managing Director to coordinate sales pursuits and the associated tracking and reporting. **ESSENTIAL DUTIES AND RESPONSIBILITIES** Manages sales activity, pursuit lists, pipelines, and follow up reporting. Manages cold call tracking, business plan review, and alignment of focus with specific opportunities for the local market area. Assists brokers in identifying potential clients and finds connections to turn cold calls into warm calls for potential business opportunities. Manages inbound referrals in collaboration with Managing Directors; maintains disbursement log of how inbound business was distributed. Coordinates with Managing Directors and marketing team on multiple service line pursuits. Works alongside Managing Directors to ensure the best-suited players are on the field for every pitch/assignment, every time. Prepares and presents reports on deal activity at local management meetings and on an as needed basis. Coordinates targeted vertical pursuit strategies (e.g., MidCap Targets, Private Equity, Healthcare, Non Profit Pursuits, outsourcing targets). Holds recurring meetings, develops prospecting lists, collaborates on pursuit strategies, holds team accountable for results. Provides for effective recruitment, selection, development, and performance management of Associates. Leads training for Brokerage Associates in coordination with Managing Directors. 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 sales database systems are 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 the planning, organization, and controls for a major functional area or department. May be responsible for a mix of direct and matrix reports. Approves subordinate's recommendations for staff recruitment, selection, promotion, advancement, 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. **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** Real Estate Salesperson license. **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 terms and principles. Ability to calculate complex figures. Ability to forecast and prepare budgets. Conducts financial/business analysis including the preparation of reports. **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** **SCOPE OF RESPONSIBILITY** Decisions made with in-depth understanding and interpretation of procedures, company policies and business practices to achieve complex results. Responsible for setting project, department and/or division deadlines. Errors in judgment may cause long-term impact to line of business and/or overall company. CBRE, Inc. is an Equal Opportunity and Affirmative Action Employer (Women/Minorities/Persons with Disabilities/US Veterans)