Client Cultivation & Sales Leader - US Defense Industrial Base
Company: CBRE
Location: Charlotte
Posted on: October 2, 2024
Job Description:
Client Cultivation & Sales Leader - US Defense Industrial
Base
Job ID
170262
Posted
25-Jul-2024
Service line
GWS Segment
Role type
Full-time
Areas of Interest
Facilities Management
Location(s)
Charlotte - North Carolina - United States of America, Dallas -
Texas - United States of America, Houston - Texas - United States
of America, Los Angeles - California - United States of America,
Oklahoma City - Oklahoma - United States of America, Tacoma -
Washington - United States of America, Tampa - Florida - United
States of America, Tysons Corner - Virginia - United States of
America, Washington, D.C. - District of Columbia - United States of
America
INTRODUCTION
CBRE is investing in new talent and focus to grow our business with
the private sector's Defense Industrial Base organizations. This
opportunity offers a creative, fast-paced, entrepreneurial work
environment where you'll be at the center of CBRE investment and
business acceleration with our 'Infrastructure, Defense & Public
Enterprise' (IDPE) team.
JOB SUMMARY
We are seeking a Sales and Solutions Leader - Defense Sector to
bolster our industry expertise, ensure close relationships with
sector clients and purchasing teams, and materially grow our
business with the multi-national Defense Industrial Base.
The ideal candidate will have a background in facilities
management, project management, and/or construction management, and
will be responsible for identifying new business opportunities,
building relationships with key stakeholders, and driving sales
growth within the defense sector. The selected candidate will lead
the sales strategy, client cultivation and relationship, solution
and proposal development for the sector.
This role requires a strategic thinker with strong interpersonal
skills, a deep understanding of the defense industry, and the
ability to manage complex projects. You will serve as a critical
integration point between CBRE team members in Sales, Operations,
Marketing, Legal & Risk, Commercial Pricing, Sector Leadership, and
all internal resources.
This role will own the design, processes, and team that develops a
clear client value proposition and helps our clients realize
maximum value from CBRE's core services in Real Estate Advisory,
Facility Management, Program Management, Project Management,
Transaction Management, Technology, and Financing. Purchased
individually or integrated, these services can be combined into a
portfolio-wide management and operations structure whereby CBRE
oversees global real property and all associated services for our
clients as part of a multi-year, turnkey service contract.
KEY ATTRIBUTES:
- Lead of the Defense Sector growth, creating measurable and
high-impact sales strategies and deliverables
- Drive measurable client scope expansion and satisfaction
levels.
- Work with key management and executive stakeholders to assess
and understand client needs against CBRE capabilities.
- Help our defense clients navigate industry trends in portfolio
modernization, cost reduction, decarbonization, rationalization,
technology-enablement, resiliency, and consistency in service
delivery.
- Manage a cross functional pursuit team on complex
assignments.
- Serve as a highly visible and effective leader who can drive
strategy and solution development around a broad and comprehensive
portfolio of offerings
- Develop work processes and methodologies that ensure the right
people are in the right roles, leveraging the right processes at
the right time. Your success will come through a strong network of
trusted relationships, deep collaboration and coordination across
teams and borders.
Essential Duties and Responsibilities:
- Understand the defense market on global and national levels and
use this knowledge to identify upcoming opportunities for CBRE
client solutions and services.
- Ensure that CBRE receives all applicable RFPs from defense
organizations in target markets.
- Be aware of regulatory drivers and emerging business trends to
inform and guide work and pipeline development.
- Be strongly networked, serve as company proxy in the defense
industry associations.
- Develop a clear 1-3-year business plan and actionable pipeline
to drive profitable growth, with a focus on new business and
expansion opportunities.
- Identify, lead, and manage client cultivation, pursuit
strategy, and pursuit execution to include developing the client
pipeline, qualifications, discovery, proposals, presentations,
negotiations, deal underwriting, and other client-facing meetings
and materials.
- Lead personal and team performance against a defined base of
measurable client cultivation, conversation, and sales
targets.
- Oversee the establishment/management of a time sensitive
proposal development process that allows for the consistent
production of well formulated and fully compliant responses to
client expressions of interest, requests for information or formal
proposals submissions.
- Establish client relationships with key decision-makers and
influencers across various organizational levels. Lead interactions
in a client-facing role in large, complex pursuits, renewals, and
expansions.
- Bring strong understanding of CBRE service offerings, platform,
and value proposition. Ensures sales team has appropriate knowledge
and understanding and applies information in pursuits.
- Stay abreast of industry dynamics; evaluates industry and
business trends and analyzes performance and responds with
necessary business change. Share insights with team to seed
development of various "Thought Leadership" papers, events, and
multi-medium productions.
- Establish annual objectives in close partnership with finance
and operational leadership. Manages and achieves financial,
operational, and other measures as defined in deliverables and/or
KPI's (Key Performance Indicators).
- Utilize data, insights, and deep sales experience to reach
CBRE's business development and growth goals.
- Support Diverse, Equitable, and Inclusive (DE&I) employment
and business partnerships in all solutions proposed. Candidates
will be supported by a global DE&I team and must ensure our
solutions incorporate DE&I team members and/or business
partners in either a subcontractor or prime model.
- Perform other duties as assigned
Supervisory Responsibilities:
- Responsible for a mix of matrixed reports from an established
Sales team.
Education and Experience:
- Understanding of Federal Acquisition Regulations (FAR) and how
this impacts the overall strategy for procurement of services is
required
- You must possess a clear understanding of government regulation
and purchasing practices that impact operations and oversight to
defense operations.
- Prefer 10-20 years' successful track record with commercial
sales or consulting focused on Defense Sector, Commercial Real
Estate, or similar complex service contracting / outsourcing. This
shall include business development experience, developing
outsourcing / contracted solutions, pricing and commercial models,
and org development models.
- Proven successful sales track record to the defense
industry.
- Previous people management and leadership experience including
managing in a matrix environment.
- Previous tenure in a utility sector role is a positive,
particularly experience in defense operations, management,
acquisitions, or financial administration.
- Bachelor's degree (BA/BS) from four-year college or
university.
- Military experience, JD and/or MBA experience a plus.
Communication Skills:
- Ability to comprehend, analyze, and interpret complex business
and legal documents including contracts and RFP documents.
- Executive presence required; ability to make effective and
persuasive proposals and presentations on complex topics to
employees, clients, top management and/or public groups.
- Excellent listening skills with the ability to effectively
assess and solution client needs.
Financial Knowledge:
- Requires advanced financial and analytics skills to review
commercial models and pricing.
- Ability to develop business cases for budgets and reserve
investments to align operational units towards common business
development goals.
Other Skills and Abilities:
- Technically savvy with solid experience in Microsoft Office
(PowerPoint, Excel, Word) and Outlook.
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 Client Cultivation & Sales
Leader position is $230,000 annually and the maximum salary for the
Client Cultivation & Sales Leader position is $250,000 annually.
The compensation that is offered to a successful candidate will
depend on the candidate's skills, qualifications, and experience.
Successful candidates will also be eligible for a discretionary
bonus based on CBRE's applicable benefit program.
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
Keywords: CBRE, Burlington , Client Cultivation & Sales Leader - US Defense Industrial Base, Sales , Charlotte, North Carolina
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