Company Profile CBRE is the global leader in real estate services and leverages the industry's most powerful knowledge base to meet the commercial real estate needs of its clients worldwide. Our vision is to be the preeminent, vertically integrated, globally capable real estate service firm. Globally we employ over 70,000 employees and operate in 48 countries.
Global Workplace Solutions (GWS) is a division of CBRE uniquely positioned to provide a complete set of services to corporate occupiers of commercial real estate across EMEA. GWS is redefining 'workplace' because we believe every place of work can become a competitive advantage for our clients. Productivity, reliability, engagement, quality, brand - the workplace contributes to business results, whether it's an office, a retail outlet, a laboratory, a data centre, a manufacturing environment or a virtual location.
Job Title: Senior Business Development Director CBRE Global Workplace Solutions, leading global provider of integrated facilities and corporate real estate management, are recruiting a Solutions Director to join the team located in London.
Purpose of the role To develop and close new IFM business opportunities that are sold across the UK, at a price to deliver the customers' requirements without compromising our quality service within CBRE's target market sectors. To build a pipeline of new business with FM spend in excess of 10m. To functionally support their allocated BDM's and to manage, train and develop any Sales Execs under their control.
Responsibilities
1. To negotiate and successfully close sales opportunities to meet and exceed agreed sales targets within the target markets agreed by the Group Sales Director and Divisional Managing Director.
2. To develop and build long-term professional customer relationships with existing, new and potential clients. Maintain excellent relationships and after sales support to build mutual confidence in line with the agreed business strategy.
3. To identify and build a long term active pipeline for their team, exploring both existing markets and targeting new market opportunities.
4. To functionally support any BDM's assigned to them. Create PDP so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the support to allow them to be successful.
5. Manage and develop the Sales Executive, Create PDP so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the experiences to allow them to be successful.
6. Use innovative means to develop new sources of profitable business.
7. Ensure the accuracy and quality of all sales reporting.
8. Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with Company standards. Generate tenders and relevant document preparation, using the specialist support functions (procurement, HR, QHS etc) as well as local managers and the Group Sales Director. Ensuring at all times that the Knowledge Base contains the highest quality and most up to date examples of "what good looks like".
9. Raise the company and business profile by representing CBRE at industry events, high level networking and promoting an image of professionalism at all times.
10. Keep up-to-date with industry developments, maintaining awareness of competitor activity and market trends.
11. Ensure that the BU Leader is fully aware of all activities. Attend monthly sale reviews with the Group Sales Director to ensure they are fully updated on all sales activities and potential new business opportunities. Ensure that specialist functions e.g. HR, QHS and Commercial are advised of any new potential business opportunities to ensure compliance.
12. Ensure that appropriate sign-offs are understood and adhered to when considering new business opportunities.
13. Maintain the relevant contract documentation in the support of tenders and re-bids for the Business utilising the Knowledge Base
14. Attend and take an active part in all divisional board meetings and MMM's
15. Read all tenders and PQQ documents before issue, so as to ensure the quality and commerciality of our proposals.
16. Successfully complete the ILM Accelerate and Tomorrows Leaders programs.
17. Take full ownership of all re-bids within their division.
Person Specification
Education Good basic education
Higher educational qualifications to HNC/D or degree would be beneficial.
Experience A minimum of seven years proven sales/business development experience from a relevant background
Experience of putting together exceptional quality sales documents
Experience of successfully delivering high level presentations
Experience of dealing with a range of people including site staff, suppliers and customers.
Aptitudes Driven by targets and comfortable in a high pressure sales environment.
Excellent verbal and written communication skills. Must be detail conscious and methodical in approach.
Character Must demonstrate a strong sense of customer focus and promote a sense of team spirit within the office.
Must be able to influence others and engender confidence in senior managers through both face-to-face, telephone and written communication.
Self-motivated. Able to prioritise demands and make decisions under pressure. Able to work as part of a multi-disciplinary team, providing support to other areas of the business on occasions, as required.
Be self-sufficient: able to work on your own as well as in a team.
Circumstances Must be flexible to work outside core office hours from time to time, and to travel across the UK if required.