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Business Development Director
CBRE seeks a Business
Development Director for our Northwest market. The position will
be based in our Seattle, WA office.
The Business Development Director will work to improve the organization’s market position and achieve
financial growth. This person supports defining long-term organizational
strategic goals, builds key customer relationships, identifies business
opportunities, negotiates and closes business deals and maintains extensive
knowledge of current market conditions.
It is their responsibility to collaborate with the internal operations team,
marketing staff, and other managers to increase sales opportunities and thereby
maximize revenue for their organization. The Business
Development Director will also help manage existing clients and ensure they stay
satisfied and positive,
partnership with the Market or Line of Business leader, responsible for all
aspects of mid-sized outsourcing pursuits; including financials, solutioning,
development of win strategy, leadership of all client-facing meetings, and
contract negotiations. Acts as a thought partner and advisor to the business
lines in their own specific marketing and business development activities.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Direct sell clients
through meetings pitches and identifying needs. Drives the client
relationship and business development activities of the company across the geography . Prospect for potential
new clients and turn this into increased business. Cold call as appropriate
within market or geographic area to ensure a robust pipeline of
opportunities. Meet potential clients
by growing, maintaining, and leveraging your network. Identify potential
clients, and the decision makers within the client organization. Research and build
relationships with new clients. Set up meetings between
client decision makers and company’s practice leaders/Principals. Plan and prepare teams
for prospecting and shortlist approaches and pitches.. Work with team to
develop proposals that speaks to the client’s needs, concerns, and objectives. Participate in pricing
the solution/service. Handle objections by
clarifying, emphasizing agreements and working through differences to a
positive conclusion.. Oversees the creation of
a wide variety of customized, professional-quality marketing materials for new
pursuits (most commonly written proposals, RFP responses, and graphical
presentations) . Develops strong working
relationships with subject matter experts throughout the organization at the
functional and account management levels.
Coordinates and assigns
tasks to co-workers and other subject matter experts involved in opportunity pursuit..Recommends staff
recruitment and selection. Mentors and coaches team
members to further develop competencies. Leads by example and model behaviors
that are consistent with the company's values.
Responsible for and has full
ownership of global Real Estate outsourcing financial modeling and regional
outsourcing pursuits. Manages the creation of proposals, presentations, and
other client-facing materials with the pursuit team and national/local
marketing professionals, as directed by Executive Leader.
Primary point of contact for
internal pricing team, including leading Pricing Committee review process for
Facilitates and contributes a
major role in final pitches for large and global pursuits - often times with
client's executive CRE leadership team and C-Suite.
understanding and well-versed in each service line, platform, and value
Partners with General Counsel
in contracting strategy and negotiations for global pursuits and finalization
of Key Deal Summaries post contract execution.
Performs other duties as assigned
the planning, organization, and controls for a major functional area or
department. May be 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
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
10-15 years of (Director) of sales and/or capture planning experience within the
Architecture/Engineering/Construction and/or Construction Management industry.
Experience with solution
selling, long sales cycles and closing opportunities.
canvassing, cold calling and networking to meet goals within a territory.
Excellent written and
verbal communication skills.
and analytical skills.
Ability to prepare
analytics and reports in a pre-designed style and format.
Ability to effectively
and efficiently respond o inquiries from clients, co-workers, supervisor,
Ability to effectively
Ability to solve
advanced problems and deal with a variety of options in complex situations.
Requires expert level analytical and quantitative skills.
Technically savvy with
solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.
Advanced Excel skills preferred.
Experience working with
and deciphering multiple types of RFP models preferred.
Experience working with
company procedures, policies and business practices to achieve general results
Ability to set work unit
and/or project deadlines.
attending industry functions, such as association events and conferences, and
provide feedback and information on market and creative trends.
degree (BA/BS) from four-year college or university. MBA preferred. Minimum of
10 years of related experience in finance, consulting, or analytics preferred.
Experience must include a minimum of 5 years commercial real estate developing
outsourcing solutions, pricing and org development models
CERTIFICATES and/or LICENSES
Real Estate license preferred.
Other relevant professional licenses (e.g., RICS, IAOP, COP, etc.) preferred.
CoreNet membership and
participation in local and regional events.
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 advanced financial
skills and knowledge to review complex financial reports prepared by others.
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 comprehend, analyze,
and interpret various types of business documents such as complex and lengthy
RFP documents. Ability to solve problems involving several options in
situations. Requires advanced analytical and quantitative skills.
OTHER SKILLS and/or
Technically savvy with solid
experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.
Excel skills preferred. Experience working with large data sets and decipher
multiple types of RFP models preferred.
SCOPE OF RESPONSIBILITY
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.