Business Development Manager

CBRE, Inc.; Vancouver; On-site; CAD 70,000 - 110,000; Full time

Job summary

CBRE Vancouver seeks a dynamic Business Development Manager to drive end-to-end sales, build client relationships and lead RFP/proposal processes in target market sectors. You will own the pricing, labor analysis, and presentation of differentiated solutions, coordinate site visits and client workshops, and work with the BUL, BUSC, and Sales Director to achieve growth.

This role requires a target-driven mindset, strong Excel and analytical skills, and the ability to articulate CBRE's value to

Responsibilities

• Own end-to-end sales process to meet/exceed sales targets.
• Define growth strategy and target markets with BUL and Sales Director.
• Develop a quality short/medium/long-term pipeline.
• Lead RFI/RFP process and pricing responses.
• Own proposal responses and executive summaries with BUSC/BUL.
• Coordinate client site visits, presentations and workshops.
• Collaborate with Commercial team to negotiate contracts.
• Support re-bids and variations for existing clients.
• Provide accurate pipeline and activity reporting.
• Attend industry events to raise CBRE profile.

Skills

Excel skills

Commercial acumen

Client relationships

Analytical skills

Job description

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.