CBRE Client Solutions Director in Dallas, Texas
Client Solutions Director
Areas of Interest
Consulting, Sales Support
Dallas - Texas - United States of America, Houston - Texas - United States of America, San Francisco - California - United States of America, Seattle - Washington - United States of America, Toronto - Ontario - Canada
The purpose of this position is to support the Sales team with pre-sales efforts to qualify, pursue, and close strategic business development opportunities. Manages and owns technical sales solution blueprints and demos. Designs and provides solutions and aligns client scope with Service Catalog to drive client success.
Reporting to the Global Solutions Leader, and closely partnering with regional service-line leaders, business development designates, and the Portfolio Services (PS) Global Bid Manager, and CBRE’s brokerage specialists, this role is accountable to support the Americas growth of CBRE’s PS business primarily for startup, growth, middle-market occupier clients located within CBRE’s Local Market Areas (LMAs); i.e., major metropolitan areas in the US and Canada. Responsible for leveraging occupier brokerage relationships to drive the business development bid process and the deliverables for new pursuits, aligning client scope with PS capabilities & solutions.
Travel as needed (10-20% target)
ESSENTIAL DUTIES AND RESPONSIBILITIES
Supports the Sales team with pre-sales efforts to qualify, pursue and close strategic business development opportunities.
Meets with prospective clients to understand and interpret their current processes, technical environment, and key business issues/drivers.
Coordinates and delivers pre-sales technical and architectural review sessions with prospects.
Aligns and documents client scope requirements within the Services Catalog.
Creates and maintains pre-sales demos.
Prepares and delivers executive, architectural, and technical presentations.
Assists in RFI/RFP responses to clearly define all requirements.
Intersects with the Client Enablement Business office and P&P functions to complete client specific proforma’s including thoughts specific, but not limited towards staffing and pricing.
Assists in the hand-off of new customers from Sales to Implementation.
Provides feedback to the Product Management team on new feature requests and product enhancements from the new prospect client base.
Performs other duties as assigned.
Proactively engage with CBRE Brokerage to communicate CBRE’s Portfolio Services value proposition, key differentiators, capabilities, and expertise. Ensure streamlined client solution proposals and provide quality assurance on all client deliverables. Adhere to CBRE brand standards.
Under the direction of the PS Global Solutions Leader, serve as the primary point-of-contact on proposal/presentation requests; both internally and from prospective clients. Establish a strong rapport with CBRE’s A&T and Brokerage departments and foster a strong working relationship during the pursuit cycle, and beyond.
Assist in refining a toolkit of marketing collateral material and manage client deliverables, including supporting RFP’s, ensuring proper submittal of CBRE’s intent to bid, adherence to RFP timelines and compliance with RFP instructions/requirements.
Conduct discovery calls with internal/external clients to collect essential information requisite to crafting a delivery model, technology solution and overall proposal. Understand client pain points and how our PS service delivery can support. Organize and help lead proposal/presentation development calls/meetings. Track project expectations while facilitating the timely receipt of content from Subject Matter Experts (SME).
Assist with organizational design, staffing levels, role definition, location of team members, etc; assist with identification of potential candidates for key leadership roles on the account; prep account team candidates for speaking roles at client presentation meetings.
Develop the agenda for client presentations, assist with the identification and preparation of presenters, conduct practice pitch sessions, provide guidance on key messaging, ensure proper follow up on action items following a client presentation.
Partner with PS Global Bid Manager as well as CBRE’s enterprise marketing and graphic designers to enhance visually compelling materials to communicate an impactful solution that is focused to support small/mid cap companies. Liaise with Advisory & Transaction Services (A&T) to implement integrated marketing solutions and content that translate client objectives into marketing tactics.
Follow a standard global underwriting model to ensure adherence to PS business terms, protocols, and escalations. Leverage PS pricing templates and engage with the PS Commercial Pricing Lead to appropriately price the PS developed solution while ensuring target margins are maintained.
Manage the review and execution of the client contract (MSA), partnering with CBRE Legal and ensuring the scope of work is accurate.
Liaise with PS Global Transitions team, keeping them apprised of pursuit pipeline and leveraging their expertise to help facilitate client engagements as needed. Upon award of a contract, facilitate the transition processes, and engage the Transition team as needed for support.
Input pursuit activity into Salesforce and provide sales pipeline reporting (volumes/sectors/internal partners/wins/losses). Assist Bid Manager with posting content to central portal/library.
Arrange and lead client debrief on wins/losses for lessons learned and long-term analysis. Assist with metrics tracking and updates to a monthly status report that is delivered to senior leaders.
Deploy insight and industry knowledge, to refine recommendations to the PS leadership team; support creative thinking for refreshed collateral material, social media campaigns and digital channels. Work with Global Solutions Leader to steer PS to industry sector positioning so to align with CBRE model (ensure sector collateral material development, sector stats, case studies/references).
Stay relevant with internal CBRE teams, proactively participating in panel discussions, joining internal sales calls, etc.
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 in Business or related field preferred. 5 years’ direct experience in Lease Administration preferred with a thorough understanding of its comprehensive scope of service. Prior experience in a sales role preferred.
CERTIFICATES and/or LICENSES
Lean Six Sigma or related Process Improvement capacity preferred.
Excellent written and verbal communication and presentation 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.
Demonstrated high level of self-direction and decision making. Must be comfortable presenting to senior level client executives.
Requires in-depth knowledge of financial terms and principles. Ability to calculate complex figures. Ability to forecast and prepare budgets. Conducts financial/business analysis including the preparation of reports.
Ability to comprehend, analyze, and interpret complex documents. Ability to solve advanced problems and deal with a variety of options in complex situations. Requires advanced analytical and quantitative skills.
OTHER SKILLS and/or ABILITIES
Sales is your passion, and you strive in a high paced environment where driving growth is always top of mind. Willingness to work flexible hours (sometimes outside of standard office hours in your respective time zone) and an eagerness to have leadership closely monitor your high-volume sales performance.
Ability to travel on business, occasionally on short notice. Strong ability to multi-task and exceptional time-management skills are essential to make certain that no deadlines are missed.
Proficient skills with Microsoft Office products (Word, Excel, PP, Outlook, Project).
Comfortable working in a fast-moving environment with dynamic objectives. Willingness to travel extensively and sometimes with short notice.
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 judgement may cause short-term impact to department.
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: An additional requirement for this role is the ability to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing.
CBRE, Inc. is an Equal Opportunity and Affirmative Action Employer (Women/Minorities/Persons with Disabilities/US Veterans)
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