Sales Director

CBRE GWS IFM PHILS. CORP.; Makati; On-site; PHP 2,400,000 - 4,800,000; Full time

Job summary

CBRE GWS IFM PHILS. CORP. seeks a Head of Sales / Country Sales Director to develop and close new business opportunities across CBRE’s target market sectors in the Philippines.

You will support BDMs and BDDs, and manage, train and develop Sales Executives. The role requires a minimum of 10 years in sales/business development, proven ability to produce high-quality sales documents, and strong presentation and negotiation skills.

Qualifications

• Bachelor's degree or higher is preferred.
• Ten years of proven sales/business development experience.
• Experience producing high-quality sales documents and presentations.
• Strong communication, negotiation and client relationship skills.
• Ability to work under pressure and lead cross-functional teams.
• Willingness to travel across the Philippines.
• Self-motivated and team-oriented.

Responsibilities

• To negotiate and successfully close sales opportunities to meet and exceed targets.
• Develop long-term professional relationships with existing, new and potential clients.
• Identify and build a long-term active pipeline for the team.
• Support BDMs/BDDs; create PDPs for training and development.
• Manage and develop the Sales Executive with training and experience opportunities.
• Use innovative means to develop new sources of profitable business.
• Ensure accuracy and quality of all sales reporting.
• Own and deliver exceptional sales and tender documents and presentations.
• Raise the company profile by representing CBRE at events and networking.
• Stay updated on industry developments and competitor activity.
• Inform Country MD and BU Leaders of activities; attend monthly reviews.
• Ensure proper sign-offs for new business opportunities.
• Maintain contract documentation for tenders and re-bids.
• Participate in divisional board meetings and MMMs.
• Read tenders and PQQs to ensure quality and commerciality.
• Take full ownership of re-bids within the division.
• Provide transition/project management support to ensure smooth onboarding.
• Support the transition team across HR, HSE, Technical, and Supply Chain.
• Understand commercial and legal contracts to minimize risk and negotiate.
• Visibility and direction to market the brand via social channels and events.

Skills

Sales leadership

Business development

Strategic planning

Negotiation

Client relationship

Proposal writing

Communication

Mentoring

Team management

Travel flexibility

Education

Bachelor's degree or higher

10+ years sales experience

Job description

Job Title: Head of Sales / Country Sales Director

Purpose of the role

To develop and close new business opportunities that are sold at a price to deliver the customers’ requirements without compromising our quality service within CBRE’s target market sectors. To functionally support their allocated BDM’s / BDD’s and to manage, train and develop any Sales Execs under their control.

Responsibilities

• To negotiate and successfully close sales opportunities to meet and exceed agreed sales targets within the target markets agreed by the Vice President Sales and Country Managing Director.

• To develop and build long-term professional customer relationships with existing, new and potential clients. Maintain excellent relationships and after-sales support to build mutual confidence in line with the agreed business strategy.

• To identify and build a long-term active pipeline for their team, exploring both existing markets and targeting new market opportunities.

• To functionally support any BDM’s / BDD’s assigned to them. Create PDPs so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the support to allow them to be successful.

• Manage and develop the Sales Executive. Create PDPs so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the experiences to allow them to be successful.

• Use innovative means to develop new sources of profitable business.

• Ensure the accuracy and quality of all sales reporting.

• Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with company standards. Generate tenders and relevant document preparation, using the specialist support functions (procurement, People, QHS etc) as well as local managers and the Vice President Sales. Ensuring at all times that the Knowledge Base contains the highest quality and most up-to-date examples of “what good looks like”.

• Raise the company and business profile by representing CBRE at industry events, high-level networking and promoting an image of professionalism at all times.

• Keep up-to-date with industry developments, maintaining awareness of competitor activity and market trends.

• Ensure that the Country MD and BU Leaders are fully aware of all activities. Attend monthly sales reviews with the Vice President Sales to ensure they are fully updated on all sales activities and potential new business opportunities. Ensure that specialist functions, e.g. People, QHSE and Commercial, are advised of any new potential business opportunities to ensure compliance.

• Ensure that appropriate sign-offs are understood and adhered to when considering new business opportunities.

• Maintain the relevant contract documentation in support of tenders and re-bids for the Business utilising the Knowledge Base

• Attend and take an active part in all divisional board meetings and MMM’s

• Read all tenders and PQQ documents before issue, so as to ensure the quality and commerciality of our proposals.

• Take full ownership of all re-bids within their division.

• Knowledge and experience in doing transition and project management to help ensure a smooth transition of new business.

• Provide support and oversight to the transition team working with different functions in HR, HSE, Technical team and Supply Chain

• Basic understanding of commercial and legal contracts to minimize risks for the business. Ability to negotiate business position during contract negotiation with potential new clients.

• Provide visibility, guidance and direction to market the company BRAND via social media platforms, forums, events and webinars

Qualifications:

• Education: Good basic education. Higher educational qualifications to HNC/D or degree would be beneficial.

• Experience: A minimum of 10 years of proven sales/business development experience from a relevant background

• Experience putting together exceptional quality sales documents

• Experience of successfully delivering high-level presentations

• Experience of dealing with a range of people including site staff, suppliers and customers.

• Driven by targets and comfortable in a high-pressure sales environment.

• Excellent verbal and written communication skills. Must be detail-conscious and methodical in approach.

• Must demonstrate a strong sense of customer focus and promote a sense of team spirit within the office.

• Must be able to influence others and engender confidence in senior managers through both face-to-face, telephone and written communication.

• Self-motivated. Able to prioritise demands and make decisions under pressure. Able to work as part of a multi-disciplinary team, providing support to other areas of the business on occasions, as required.

• Be self-sufficient: able to work on your own as well as in a team.

• Must be flexible to work outside core office hours from time to time, and to travel across the Philippines if required.