Global Workplace Solutions (GWS) Local is a hard services-led, tailored facility management solution. We self-perform hard services while partnering with best-in-class soft service providers to offer custom facility and project management solutions to our clients. We focus on empowering our team with a high-level of downstream accountability, resulting in an agile and efficient service delivery.
In addition to our core facility and project management capabilities, our platform offers direct access to our Best-in-Class services, including ESG, Security Consulting, Workplace Strategy, and Workplace Experience.
About The Role
As a CBRE Business Development Manager (BDM) you will develop and close new business opportunities within target market sectors, selling at a price that meets customers’ requirements without compromising our service quality.
The BDM is responsible for the end-to-end sales process and overall quality of the sales output for the Business Unit. The BDM is a sales leader who owns client relationships, drives the sales and Request for Proposal (RFP) process, and works in partnership with their Business Unit Leader (BUL), Business Unit Sales Coordinator (BUSC) and Sales Director to achieve Business Unit growth targets.
A successful BDM develops winning, client focused solutions by developing strong customer relationships, understanding client needs to develop appropriate solutions. A BDM uses their commercial acumen and excellent Excel skills to prepare the pricing proposal and clearly articulates our differentiation and value in the written proposal response. A BDM hosts client site visits and has the confidence and skill to lead and develop compelling presentations.
This role requires a target focused, highly motivated and energetic person, with commercial acumen, strong analytical and Excel skills, and a solid ability to articulate differentiation and value to customers.
What You’ll Do
Growth
- Own the end-to-end sales process to successfully cultivate and close new sales opportunities to meet and exceed agreed sales target within the target markets.
Pipeline cultivation
- Map the market and work in partnership with the BUL and Sales Director to define the Business Unit growth strategy and target markets
- Use innovation and creativity to develop a pipeline strategy with quality short, medium and long-term and long-term opportunities
- Work in collaboration with the BUL on all planned cultivation activities
- Identify and evaluate new opportunities through existing markets and development of new markets, working with the BUSC on client research activity
- Raise the company profile by attending and networking at industry and sector specific events and driving a BU event and client engagement schedule.
Customized solutions
- Own the RFI and RFP process for new opportunities by:
- Developing win strategy to create a bespoke and differentiated proposition that is clearly articulated and aligned to the client needs
- Own the price and solution by completing a labor analysis, CBRE and client costing sheets, checking and challenging supplier solutions and prices, liaising with CBRE SMEs and following pricing sign off processes
- Owning the proposal response and executive summary, working in partnership with the BUSC and BUL to develop sales documents (RFIs, RFPs, presentations) that articulate value, and a deep understanding of the client needs
- Motivating and driving the team to stay on track of timelines, working with BUSC to plan and structure responses, writing key solution questions and plan the proposal summary, checking and challenging quality
- Working closely with the Commercial team to negotiate contracts to secure profitable deals
- Plan, manage and lead client site visits, presentations and workshops.
- Support re-bids and variations for existing clients.
Governance
- Ensure the proper governance and sign off processes for each new opportunity has been followed and actioned by BUL and relevant stakeholders
- Provide accurate and detailed pipeline and activity reporting.
Market insight
- Maintain industry knowledge and insight through an understanding of competitors, industry trends and innovations.
Networking and collaboration
- Build an internal network across the CBRE sales and operational community to enhance knowledge, share best practice, and collectively benefit from shared insights.
Leadership
- Assume the leadership role of the BUSC sales function and take ownership of, and work in collaboration with Bid Manager for onboarding, induction and development of new BUSC
- Provide guidance to the BUSC throughout the sales process to create bespoke, high-quality deliverables
- Continuously seek ways to improve sales processes, identify areas for growth, and contribute to overall business development strategies
- Ensure the BUL is fully aware and involved in all sales activities
- Liaise regularly with the Sales Director to ensure they are updated on all sales activities and new opportunities.
Nature Of The Role
- Client facing and will require travel to attend meetings, client site visits and team meetings
- Out-of-hour work may be required to meet deadlines set by customers
- All work and opportunities are to be treated as highly confidential.
What You’ll Need
- This role requires a target focused, highly motivated and energetic person, with commercial acumen, strong analytical and Excel skills and a solid ability to articulate differentiation and value to customers.
- Must demonstrate a strong sense of customer focus and promote a sense of team spirit. With natural leadership skills and the ability to build robust working relationships, the ideal candidate can work under pressure and meet demanding and multiple deadlines. Creativity, persistence and a strong desire to win are crucial.
- A background in and understanding of facilities management is preferred. You will proactively own your personal development to deepen your knowledge of industry and CBRE’s capabilities and services.
- Higher educational qualifications to degree level would be beneficial.
- Must possess excellent Microsoft 360 skills – primarily Microsoft Word, Excel and PowerPoint. SharePoint is beneficial.
- You are a strong communicator and can delegate and manage multiple deadlines across multiple stakeholders. You can influence key stakeholders to meet timelines and deliverables
- A minimum of 5 years’ proven sales/business development experience from a relevant background
- Experience of putting together exceptional, high-quality sales documents
- Experience of successfully delivering compelling presentations
- Experience of meeting tight deadlines
- Experience of collaborating with a wide range of people.
- Applicants must be currently authorized to work in Canada without the need for visa sponsorship now or in the future.
Why CBRE?
When you join CBRE, you become part of the global leader in commercial real estate services and investment that helps businesses and people thrive. We are dynamic problem solvers and forward-thinking professionals who create significant impact. Our collaborative culture is built on our shared values - respect, integrity, service and excellence - and we value the diverse perspectives, backgrounds and skillsets of our people. At CBRE, you have the opportunity to chart your own course and realize your potential. We welcome all applicants.
Applicant AI Use Disclosure
We value human interaction to understand each candidate's unique experience, skills and aspirations. We do not use artificial intelligence (AI) tools to make hiring decisions, and we ask that candidates disclose any use of AI in the application and interview process.
CBRE carefully considers multiple factors to determine compensation, including a candidate’s education, training, and experience. The salary being offered for this role is up to $125,000 per year. The compensation provided to a successful candidate will depend on their skills, qualifications, and experience. This role will provide the following benefits: Group Retirement Program, Medical, Dental and Vision coverage, Life Insurance and more.This posting is for an existing vacancy.
Equal Employment Opportunity Statement: CBRE is an equal opportunity employer who welcomes and encourages application from all persons regardless of race, creed, ancestry, national or ethnic origin, colour, age, religion, sex, sexual orientation, family status, gender identity or expression, disability or any other status or condition protected by applicable federal, provincial or territorial 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 individual with disabilities. If you require assistance due to a disability in the application or recruitment process, please submit a request via email at recruitingaccommodations@cbre.com or via telephone at Via telephone at +1 866 388 4346 (Canada) and +1 866 225 3099 (U.S.)
