Experience Inc. Jobs

Managing Director, Sales & Solutions - Defense Sector

Job ID

125713

Posted

11-Aug-2023

Service line

GWS Segment

Role type

Full-time

Areas of Interest

Sales & Leasing

Location(s)

Atlanta - Georgia - United States of America, Boston - Massachusetts - United States of America, Charlotte - North Carolina - United States of America, Chicago - Illinois - United States of America, Columbus - Ohio - United States of America, Dallas - Texas - United States of America, Houston - Texas - United States of America, Miami - Florida - United States of America, Philadelphia - Pennsylvania - United States of America, Washington, D.C. - District of Columbia - United States of America

JOB SUMMARY

CBRE is investing in new talent and focus to grow our business with public and private defense focused 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.

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 US Department of Defense and multi-national Defense Contractors. You will be responsible for individual and group work to develop and execute a sales strategy that positions CBRE as their most sought-after partner for safe, efficient, and effective real estate and facility services.

The selected candidate will lead the sales strategy, client cultivation and relationship, solution and proposal development for the sector. 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.

You will own growth of the Defense Sector, creating measurable and high-impact sales enablement strategies and deliverables that drive measurable client scope expansion and satisfaction levels. This requires working with key management and executive stakeholders to assess and understand client needs against CBRE capabilities. Your work will be aimed at helping our utility clients navigate industry trends in portfolio modernization, sustainability, decarbonization, rationalization, technology-enablement, resiliency, and equity in service delivery. Clear understanding of Federal Acquisition Regulations (FAR) and how this impacts the overall strategy for procurement of services is required.

You will manage a cross functional pursuit team on complex assignments. This requires a highly visible and effective leader who can drive strategy and solution design around a broad and comprehensive portfolio of offerings that CBRE provides. This requires developing 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:

• 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).

• 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.

• Utilize data, insights, and deep sales experience to reach CBRE’s business development and growth goals.

• 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.

• 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:

• You must possess a clear understanding of government regulation and purchasing practices that impact operations and oversight to utility operations.

• Minimum of 10 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 utility 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 utility operations, management, acquisitions, or financial administration.

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

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 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 run 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.

ABOUT CBRE

Joining CBRE places you inside the world’s most-selected, most-connected, and largest commercial real estate organization. Our team of 115,000+ colleagues operating in 100+ countries empowers your connection to subject matter experts on any topic you need. Our teams are known for their entrepreneurial spirt that enables flexibility for creative executives to adapt and grow client offerings as they lead real estate initiatives for many of the world’s most successful public and private organizations. We strive for passionate colleagues delivering a better world in each project we undertake.

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 recruitingaccomodations@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)