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Job Information

CBRE Head of Sales (EMEA) in London, United Kingdom

Head of Sales (EMEA)

Job ID

159774

Posted

27-Mar-2024

Service line

GWS Segment

Role type

Full-time

Areas of Interest

Facilities Management, Sales & Leasing

Location(s)

London - England - United Kingdom of Great Britain and Northern Ireland

Director, Managing

GWS Enterprise Sales and Client Solutions

CBRE Global Workplace Solutions is a leading global provider of integrated facilities and corporate real estate management. We are seeking a Head of Sales (EMEA) to join our Global Workplace Solutions (GWS) Enterprise Sales & Solutions team. In partnership with GWS Enterprise Sector leadership, this individual will be responsible for formulating and implementing business development strategies based on the strategic directions and targets of the business. The Business Development Managing Director 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 Sector 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 win, keep and grow activities in integrated Real Estate and Facilities Management outsourcing pursuits. Identifies opportunities and manages the cultivation, pursuit strategy, and pursuit execution to include the client pipeline, proposals, presentations, deal underwriting, and other client-facing meetings and materials. 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.

  • 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.

  • 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 Senior Managing Director of Sales and Client Solutions and divisional 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

General 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.

  • May approve subordinate's recommendations for staff recruitment, selection, promotion, advancement, corrective action and termination.

  • 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 behaviours 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 5 – 7 years business development experience, developing outsourcing solutions, pricing and org development models.

  • 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 options in situations. 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.

About CBRE Global Workplace Solutions:

As one of CBRE’s core global businesses, Global Workplace Solutions (GWS) provides end-to-end services to occupier clients across the entire lifecycle of a building. Our teams help companies improve their operations and reduce costs, through expert facilities management, project management, real estate and energy and sustainability services. Our dedicated teams work across all industries, and support clients ranging from global Fortune 500 companies to single, iconic buildings.

Application Process:

Your application will be reviewed by our Talent Resourcing Team and you will be contacted if you have been successful in being short listed for the role.

Taking into consideration the costs of sponsorship, the nature of the role and the financial resources of the account in question, we are unable to offer sponsorship for this role.

No agencies please.

Please note: the job title shown above may be different to local job titles used in our business and issued on any contract of employment.

#GWSEMEA

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)

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