Business Development Senior Director, Enterprise Occupier Solutions

Job ID

208590

Posted

28-Feb-2025

Service line

GWS Segment

Role type

Full-time

Areas of Interest

Sales & Leasing

Location(s)

Atlanta - Georgia - United States of America, Baltimore - Maryland - United States of America, Boston - Massachusetts - United States of America, Charleston - South Carolina - United States of America, Hartford - Connecticut - United States of America, Newark - New Jersey - United States of America, Philadelphia - Pennsylvania - United States of America, Portland - Oregon - United States of America, Raleigh - North Carolina - United States of America, San Francisco - California - United States of America, Seattle - Washington - United States of America, Tampa - Florida - United States of America, Tysons - Virginia - United States of America

The client-facing title for this role is Senior Managing Director, Business Development

We are seeking a Senior Director, Business Development & Client Solutions (BD&CS), to join our Global Workplace Solutions (GWS) Enterprise Occupier Solutions team. In partnership with GWS Enterprise Sector leadership, this leader will be responsible for formulating and implementing business development strategies based on the strategic directions and targets of the business. The Senior Director, BD&CS, will lead business development programs and initiatives and be accountable for the deliverables and outcomes. This role will be responsible for win, keep and grow activities in integrated Real Estate and Facilities Management outsourcing pursuits, and will lead interactions in a client-facing role in large, regional, and global pursuits, renewals and expansions. The ideal candidate will have a strong understanding of each GWS service offering, platform, and value proposition, broader CBRE service lines and the Real Estate and Facilities industry.

In partnership with Global Workplace Solutions (GWS) Enterprise leadership, responsible for formulating and implementing business development strategies based on the strategic directions and targets of the business; lead business development programs and initiatives, accountable for the deliverables and outcomes. Responsible for leading Sector or Variable sales team and overall performance.

• Responsible for win, keep and grow activities in integrated Real Estate and Facilities Management outsourcing pursuits.

• Identifies opportunities, leads and manages the cultivation, pursuit strategy, and pursuit execution to include client pipeline, proposals, presentations, deal underwriting, and other client-facing meetings and materials. Provides coaching, support and direction to sales team throughout process. Establishes corporate client relationships with key decision-makers across various organizational levels.

• Leads interactions in a client-facing role in large, regional and global pursuits, renewals and expansions.

• Strong understanding of each GWS service offering, platform, and value proposition, and the broader CBRE service lines. Ensures sales team has appropriate knowledge and understanding and applies information in pursuits.

• Coordination and governance of sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation and negotiation.

• Stays abreast of industry dynamics; evaluates industry and business trends and analyzes performance and responds with necessary business change. Shares insights with team.

• Establishes annual objectives. Manages and achieves financial, operational and other measures as defined in deliverables and/or KPI's (Key Performance Indicators) established for the client(s) as part of a one-time client engagement or as part of an on-going client relationship.

• Collaborates with leadership to develop a concise plan to accomplish the retention and acquisition of clients/markets, focusing on our value-add as “expert advisors” rather than “tactical or transaction specialists.” Meets business growth objectives consistently.

• Performs other duties as assigned.

Other Duties

Manages the planning, organization, and controls for division/area or department. 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.

• Complex solutions sales or consulting experience required, commercial real estate or outsourcing experience preferred

• Bachelor's degree (BA/BS) from four-year college or university. MBA preferred.

• Minimum of 7 - 10 years of related experience in finance, consulting, or analytics preferred.

• Experience must include a minimum of 7+ years business development experience, developing outsourcing solutions, pricing and org development models. Previous people management and leadership experience necessary including managing in a matrix environment.

• Relevant professional licenses (e.g., RICS, IAOP, COP, etc.) preferred.

• CoreNet membership and participation in local and regional events desired.

• Ability to comprehend, analyze, and interpret the complex business and legal documents including contracts and RFP documents.

• Ability to respond effectively to the most sensitive issues.

• Executive presence required; 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.

• Excellent listening skills with the ability to effectively assess client needs.

• Demonstrated customer relationship management experience.

• Requires advanced financial and analytics skills to review commercial models and pricing.

• Candidate should be able to prioritize key initiatives, develop business cases for budgets and reserve investments to align operational units towards common business development goals.

• Provides recommendations to executives that impact a line of business.

• Ability to solve problems involving several scenarios. Requires advanced analytical and quantitative skills.

• Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.

• Decisions made with in-depth understanding and interpretation of authority matrix, company policies and business practices.

• Responsible for setting project, department and/or division deadlines.

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 Business Development Senior Director position is $290,000 annually and the maximum salary for the Business Development Senior Director position is $315,000 annually. The compensation offered to a successful candidate will depend on their skills, qualifications, and experience. Successful candidates will also be eligible for a discretionary bonus based on CBRE’s applicable benefit program. This role will provide the following benefits: 401(K), Dental insurance, Health insurance, Life insurance, and Vision insurance.

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)