Business Development Manager

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 marketsUse innovation and creativity to develop a pipeline strategy with quality short, medium and long-term and long-term opportunitiesWork in collaboration with the BUL on all planned cultivation activitiesIdentify and evaluate new opportunities through existing markets and development of new markets, working with the BUSC on client research activityRaise 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 needsOwn 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 processesOwning 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 needsMotivating 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 qualityWorking closely with the Commercial team to negotiate contracts to secure profitable dealsPlan, 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 stakeholdersProvide 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 BUSCProvide guidance to the BUSC throughout the sales process to create bespoke, high-quality deliverablesContinuously seek ways to improve sales processes, identify areas for growth, and contribute to overall business development strategiesEnsure the BUL is fully aware and involved in all sales activitiesLiaise 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 meetingsOut-of-hour work may be required to meet deadlines set by customersAll work and opportunities are to be treated as highly confidential.
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