Managing Director - Sales and Solutions US Federal Government

Company: CBRE
Location: Washington
Posted on: January 28, 2023

Job Description:

Managing Director - Sales and Solutions US Federal GovernmentJob ID78070Posted06-Sep-2022Service lineGWS SegmentRole typeFull-timeAreas of InterestExecutive Management, Sales & LeasingLocation(s)Atlanta - Georgia - United States of America, Austin - Texas - United States of America, Boston - Massachusetts - United States of America, Columbus - Ohio - United States of America, Dallas - Texas - United States of America, Houston - Texas - United States of America, Las Vegas - Nevada - United States of America, Minneapolis - Minnesota - United States of America, Philadelphia - Pennsylvania - United States of America, Phoenix - Arizona - United States of America, San Francisco - California - United States of America, Seattle - Washington - United States of America, Washington, D.C. - District of Columbia - United States of AmericaJOB SUMMARYCBRE is expanding in the United States infrastructure and public sector markets, bringing new talent and focus to grow our business with public and private utility companies. This opportunity offers a creative, fast-paced, entrepreneurial work environment where youll be at the center of CBRE investment and business acceleration with our Infrastructure & Public Enterprise (I&PE) team.We are seeking a Sales and Solutions Leader - US Federal Government to bolster our industry expertise, ensure close relationships with sector clients and purchasing teams, and materially grow our business in the sector. You will be responsible for individual and group work to develop and execute a sales strategy that positions CBRE as the Federal Governments 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 relationships, solution and proposal development for designated Federal Agencies. 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 CBREs 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 designated US Federal Agency/Agencies selected for coverage, 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 as we strive to develop the most effective client solutions. All work will be aimed at helping our government clients navigate industry trends in portfolio modernization, sustainability, decarbonization, rationalization, technology-enablement, resiliency, and equity in service delivery. Clear understanding of the Federal market place, and how this impacts the overall strategy for delivery of services in operations and deployment of capital investments, 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 13-year business plan and actionable pipeline to drive profitable growth, with a focus on new business and expansion opportunities across public and private utilities nationwide.
• 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 proposal 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.
• Support the development of competitive public sector pricing models across the array of CBRE services.
• Devise effective small business partnership strategies to increase win percentages across sector focus areas.
• 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; evaluate industry and business trends and analyze performance and respond 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 diverse missions and requirements of the designated Federal agency and sub-agency entities and use this knowledge to identify upcoming opportunities for the CBRE client solutions and services.
• Ensure that CBRE is cognizant of/viable for all applicable RFPs from the Federal agency in target markets.
• Utilize data, insights, and deep sales experience to reach CBREs business development and growth goals.
• Be aware of regulatory, funding, and policy drivers, as well as emerging business trends to inform and guide work and pipeline development.
• Strongly networked, serve as company proxy in relevant 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 assignedSupervisory 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 Federal operations.
  • Minimum of 10 years successful track record with commercial sales or consulting focused on US Federal Government. 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 US Federal Government.
  • Previous people management and leadership experience including managing in a matrix environment.
  • Previous tenure, either in a similar sales or operations role, as well as management, acquisitions, or financial administration experience is beneficial.
  • 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 CBREJoining CBRE places you inside the worlds most-selected, most-connected, and yes, largest commercial real estate organization. Our team of 100,000+ colleagues, operating in 110+ 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 worlds most successful public and private organizations. We strive to deliver a better world in each project we undertake.CBRE is an equal opportunity/affirmative action employer with 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.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 GWSCBRE 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)

Keywords: CBRE, Washington DC , Managing Director - Sales and Solutions US Federal Government, Government & Protective Services , Washington, DC