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
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