Sr BTO Manager

CBRE; Chicago (IL); On-site; USD 90,000 - 150,000; Full time

Job summary

CBRE Group, Inc. is seeking a seasoned BTO Manager to lead the full lifecycle of new business opportunities—from solution development and pricing through transition and operation.

This highly visible role collaborates with Sales, Operations, and Pricing to design cost-effective, client-focused facilities management solutions across life sciences, healthcare, and commercial facilities. The ideal candidate has strong expertise in commercial soft services operations, estimating, proposal

Qualifications

• Bachelor's degree preferred with 6-10 years of relevant experience.
• Lean Six Sigma certification or demonstrated experience leading process improvement initiatives.
• Proven experience operating, managing, or solutioning large-scale custodial, janitorial, environmental, or integrated soft services programs.
• Strong experience developing labor models, operational plans, and pricing solutions for facilities services contracts.
• Knowledge of estimating tools, methodologies, and pricing best practices.
• Ability to communicate complex operational and pricing concepts to technical and non-technical audiences.
• Experience supporting customer discussions, contract negotiations, and proposal presentations.
• Strong organizational, project management, and analytical skills.
• Exceptional attention to detail with a commitment to accuracy and compliance.

Responsibilities

• Partner with Operations, Sales, and Pricing leadership to design compelling and achievable solutions for new business pursuits.
• Develop innovative service delivery models that align with client objectives while showcasing CBRE differentiators and value propositions.
• Conduct market research and competitive analysis to understand industry trends, benchmarks, and pricing strategies.
• Participate in client site visits and assessments to gather operational requirements and validate solution assumptions.
• Develop detailed labor models, cost estimates, and pricing strategies that support profitable and competitive proposals.
• Collaborate with subject matter experts to collect cost data, validate assumptions, and ensure estimate accuracy.
• Lead pricing efforts for formal contract submissions, ensuring compliance, competitiveness, and financial integrity.
• Implement and continuously improve estimating methodologies, tools, and best practices.
• Support and participate in client presentations, proposal defenses, and high-profile sales pitches.
• Assist with the transition and implementation of newly awarded contracts to ensure seamless operational startup.
• Provide ongoing operational support and subject matter expertise for existing accounts as assigned.
• Analyze complex business challenges and identify solutions that improve operational performance, efficiency, and client satisfaction.
• Lead process improvement initiatives and promote continuous improvement principles across projects and programs.
• Model behaviors consistent with CBRE RISE values and influence stakeholders to achieve common business objectives.
• Collaborate with clients, vendors, and internal teams to resolve challenges and drive successful outcomes.
• Perform other duties as assigned.

Skills

Process improvement

Estimating

Pricing strategy

Labor models

Project management

Analytical skills

Communication

Education

Bachelor's degree preferred

Job description

About the Role

As a CBRE BTO (Bid, Transition, Operate) Manager, you will play a critical role in supporting the full lifecycle of new business opportunities, from solution development and pricing through transition and operational execution. In this highly visible role, you will collaborate with Sales, Operations, and Pricing teams to develop innovative, cost-effective, and client-focused solutions that drive business growth and operational excellence.

This position is part of the Sales function and works closely with Operations and Client Solutions teams to design, estimate, transition, and operationalize complex integrated facilities management solutions. The ideal candidate brings strong expertise in commercial soft services operations, estimating, proposal development, pricing strategy, and client engagement within environments such as life sciences, healthcare, laboratories, manufacturing, and commercial facilities.

What You'll Do

• Partner with Operations, Sales, and Pricing leadership to design compelling and achievable solutions for new business pursuits.
• Develop innovative service delivery models that align with client objectives while showcasing CBRE differentiators and value propositions.
• Conduct market research and competitive analysis to understand industry trends, benchmarks, and pricing strategies.
• Participate in client site visits and assessments to gather operational requirements and validate solution assumptions.
• Develop detailed labor models, cost estimates, and pricing strategies that support profitable and competitive proposals.
• Collaborate with subject matter experts to collect cost data, validate assumptions, and ensure estimate accuracy.
• Lead pricing efforts for formal contract submissions, ensuring compliance, competitiveness, and financial integrity.
• Implement and continuously improve estimating methodologies, tools, and best practices.
• Support and participate in client presentations, proposal defenses, and high-profile sales pitches.
• Assist with the transition and implementation of newly awarded contracts to ensure seamless operational startup.
• Provide ongoing operational support and subject matter expertise for existing accounts as assigned.
• Analyze complex business challenges and identify solutions that improve operational performance, efficiency, and client satisfaction.
• Lead process improvement initiatives and promote continuous improvement principles across projects and programs.
• Model behaviors consistent with CBRE RISE values and influence stakeholders to achieve common business objectives.
• Collaborate with clients, vendors, and internal teams to resolve challenges and drive successful outcomes.
• Perform other duties as assigned.

What You'll Need

• Bachelor's degree preferred with 6-10 years of relevant experience. In lieu of a degree, a combination of education and experience will be considered.
• Lean Six Sigma certification or demonstrated experience leading process improvement initiatives.
• Proven experience operating, managing, or solutioning large-scale custodial, janitorial, environmental, or integrated soft services programs.
• Strong experience developing labor models, operational plans, and pricing solutions for facilities services contracts.
• Knowledge of estimating tools, methodologies, and pricing best practices.
• Ability to communicate complex operational and pricing concepts to technical and non-technical audiences.
• Experience supporting customer discussions, contract negotiations, and proposal presentations.
• Strong organizational, project management, and analytical skills.
• Exceptional attention to detail with a commitment to accuracy and compliance.

Preferred Qualifications

• Experience supporting GMP/GxP-regulated environments, laboratories, life sciences, pharmaceutical, biotech, or healthcare facilities.
• Experience with additional soft service lines including:
  • Landscaping
  • Snow Removal
  • Pest Control
  • Security Services
  • Fire & Life Safety Programs
• Bilingual (English/Spanish) preferred.
• Experience supporting large, complex, multi-site facility service programs.

Why CBRE?

CBRE provides medical, dental, vision insurance, life insurance, disability coverage, and 401(k) from your start date including 15 days of PTO and 11 holidays.

Professional Development: We are committed to investing in our employees' growth and development through training programs, certifications, and mentorship opportunities.

Career Advancement: CBRE is a global leader in commercial real estate services, providing ample opportunities for career progression and advancement within the company!

AI Use Disclosure

We value human interaction to understand each candidate's unique experience, skills, and aspirations. We do not use artificial intelligence (AI) tools to make hiring decisions, and we ask that candidates disclose any use of AI in the application and interview process.