Responsible for leading business development efforts for the Industrial & Logistics (I&L) practice in the Americas. The Solution Leader has the primary responsibility for coordinating CBRE resources / specialists and developing innovative client solutions, assigning roles, managing deadlines, coaching team members, and managing interactions with prospective clients.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:
Market Facing Activities / Business Development:
Coordinate with Occupier Leaders, Local Market Area (LMA) leaders and brokers to identify and qualify pursuit strategies and prospects
Collaborate with the I&L Occupier leader to create and proactively pursue a target list of clients
Assemble a multidisciplinary pursuit team for each pursuit, including brokerage / transaction management, project management, portfolio management and / or consulting & advisory services (e.g., supply chain, labor, incentives, location analytics)
Lead the development of a tailored "win strategy" for each pursuit
Manage the creation of proposals, presentations, and other client-facing materials with the pursuit team and national / local marketing professionals
Participate in client meetings / presentations and lead presentation preparation sessions
Lead / oversee pricing and contract negotiations
Complete post-mortems to identify critical success factors in pursuits and use data to consistently strengthen and improve pursuit strategies
Identify and communicate market trends, opportunities and competitive threats
Track all client development activity using CBRE sales management products
General Leadership Skills:
Serve as a change agent for business improvements. Develop buy-in and support for new initiatives and processes
Provide effective presentations to senior management, employees, prospects, and clients
Serve as a key industry and division/line of business/company spokesperson to community
Lead by example to earn respect and trust of peers, employees and clients. Clearly support others by providing honest, open, two-way communication. Provide appropriate feedback loop to executive leadership on relevant issues
Implement or direct the implementation of programs that meet corporate goals and objectives
Other duties may be assigned.
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 or BS) from four-year college or university required. Master's degree (MA, MS or MBA) preferred. A minimum of eight (8) years progressively responsible experience. Possesses strong experience in managing a large, diverse team. Has strong understanding of industry and specific lines of business. Demonstrates knowledge/capabilities in the areas of financial analysis, business administration, legal, human resources, ethical practices, marketing, business development and consultative sales. Fosters a strong service-orientation and an "advisory role" in client relationships. Uses ability to think strategically and to synthesize the most complex business and financial data. Utilizes an entrepreneurial approach and develops innovative solutions.
CERTIFICATES and/or LICENSES
Real Estate sales, brokerage or appraisal license required as appropriate for the business unit. Participation in professional and industry organizations desired.
Ability to communicate effectively to justify or defend sensitive matters with executives.
Possess advanced financial skills and knowledge to review the complex financial reports prepared by others and to make recommendations to executives that impact division/line of business/company
Ability to review and analyze recommendations and results provided by others that directly impact division/line of business/company.
OTHER SKILLS and/or ABILITIES
A strong entrepreneurial and creative spirit. Some knowledge and understanding of all facets of property and asset management, leasing, brokerage, marketing, and financial reporting. Is flexible and adept at handling multiple priorities and initiatives. Displays excellent organizational skills. Above-average computer skills in Word, Excel, and Internet usage. High level of integrity and ethics is critical.
SCOPE OF RESPONSIBILITY
Decisions made with full understanding and interpretation of procedures, policies and business practices to achieve general results. May recommend changes to procedures, policies and business practices.
This job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be responsibilities and qualifications required of employees assigned to the job.
Internal Number: 19030625
With broader and deeper capabilities than any other company, CBRE is the leading full-service real estate services and investment organization in the world.
CBRE Group, Inc. is the world’s largest commercial real estate services and investment firm, with 2017 revenues of $14.2 billion and more than 80,000 employees (excluding affiliate offices). CBRE has been included in the Fortune 500 since 2008, ranking #214 in 2017. It also has been voted the industry’s top brand by the Lipsey Company for 17 consecutive years, and has been named one of Fortune’s “Most Admired Companies” in the real estate sector for six years in a row. Its shares trade on the New York Stock Exchange under the symbol “CBRE.”
CBRE offers a broad range of integrated services, including facilities, transaction and project management; property management; investment management; appraisal and valuation; property leasing; strategic consulting; property sales; mortgage services and development services.