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 with an individual target of $50m per annum.
• Proactively, identifies relevant targets and builds a pipeline of 2.5x of the sales target ($250m).
• 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.

• 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.

• 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.

• Facilities Management qualification or similar
• Building engineering services qualification or similar
• Real Estate qualification or similar
• General business / sales qualification or similar

• 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.

• Requires in-depth knowledge of financial / commercial terms and principles.
• Ability to calculate complex figures and prepare and present client budgets.

• 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.