Sales Management Leader
Boca Raton - Florida - United States of America, Fort Lauderdale - Florida - United States of America, Miami - Florida - United States of America, West Palm Beach - Florida - United States of America
We are in search of a dynamic leader who will partner with the local Managing Directors to coordinate and drive strategic initiatives across CBRE's business lines and geographies in the region. This individual is an essential partner in the leadership team tasked with influencing and supporting professionals to run a proactive and targeted business. Will have a strong foundation in business development and the sales process which will be essential to support a thriving and growing business. Will have a servant leadership approach to influence without direct report authority.
As a Sales Management Leader this individual will be essential in the identification and qualification of opportunities, the assignment of individuals to pursuit teams and follow up broker debriefs post engagement. Additional responsibilities will be the coordination of geographic and line of business sales efforts focused on identifying and driving market share gains. This person also partners with local line of business leaders to attract, develop and retain an effective and collaborative salesforce.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Â· Develops strong relationships with sales professionals and Leadership to advance sales management and leverage best talent to optimize sales results.
Â· Support annual business planning efforts including regular reviews to drive accountability and progress
Â· Identifies, develops, shares and implements best practices related to Sales Management including identifying the universe of prospects, aligned business plans, meaningful market meetings, high quality broker debriefs, prospecting reporting, implementing pursuit protocols, proactive team formation, implementing local SPOC processes, managing inbound and outbound referrals, pursuit lists, Finishing First, pipeline reporting, use of CRM technology and cross selling.
Â· Lead business development initiatives such as managing reoccurring calls focused on target prospect lists
Â· Ensures internal company sales guidelines and processes (Sales Management) are followed and CRM systems are fully utilized by auditing compliance and utilization.
Â· Works with Managing Directors to address non-compliance and promote adoption for maximum utilization.
Â· Provides management direction to Sales Analysts and other support staff in the use of technology tools such as the adopted CRM to manage metrics and reporting related to Sales Management initiatives including local sales and market activity, pursuit lists, pipelines, follow-up reporting, and business plans.
Â· Drives the use of the Finishing First process for pursuits
Â· Partners with peer group and leadership to assist in coordination of targeted vertical pursuit strategies (e.g. MidCap, Private Equity, Healthcare, Non Profit, Law Firm, Critical Environments, etc.) within region.
Â· Identifies opportunities and influences key improvements in sales management practices.
Â· Works with staff members to implement best practices related to effective recruitment, selection, development, and performance management of local sales organization.
Â· Works with leadership to perform gap analysis and maintain optimal staffing levels within the local market
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/BS) from 4-year college or university required. Minimum of 5 years of related experience and/or training. Prior sales experience and previous supervisory experience in a service organization preferred.
CERTIFICATES and/or LICENSES
Excellent written and verbal communication skills. Strong organizational and analytical skills. Ability to provide efficient, timely, reliable and courteous service to customers. Ability to effectively present information. Ability to respond effectively to sensitive issues.
Requires advanced knowledge of financial terms and principles. Ability to calculate intermediate figures such as percentages, discounts, and commissions. Conducts advanced financial analysis.
Ability to comprehend, analyze, and interpret complex documents. Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills.
OTHER SKILLS and ABILITIES
Technically savvy with solid experience using sales database systems, Microsoft Office (PowerPoint, Excel, Word), Outlook, social media, internet.
Strong knowledge of ~~~ is a plus.
SCOPE OF RESPONSIBILITY
Decisions made with thorough understanding of procedures, company policies, and business practices to achieve general results and deadlines. Responsible for setting work unit and/or project deadlines. Errors in judgment may cause short-term impact to department.
CBRE, Inc. is an Equal Opportunity and Affirmative Action Employer (Women/Minorities/Persons with Disabilities/US Veterans)