Director, Business Development- New England

Cushman & Wakefield; Boston (MA); On-site; USD 148,750 - 175,000; Full time

Benefits offered by this job

Health, vision & dental insurance

Flexible spending accounts

Retirement savings plans

Job summary

Cushman & Wakefield seeks a Director, Business Development for New England Facility Services to drive market growth, build key client relationships, and close strategic deals. You will work with VP Client Services, marketing, and operations to expand revenue and service offerings across the region.

Ideal candidates have 5–8 years in facilities/services sales, strong negotiation and presentation skills, and a proven ability to develop a robust sales pipeline. Travel may be required up to 50%.

Qualifications

• Bachelor’s degree or equivalent field experience required.
• 5–8 years of Facilities Services sales experience.
• Proven track record selling single/multi-service solutions within a geographic market.

Responsibilities

• Sustain overachievement of annual sales targets.
• Prospect and network within their geographic area to maintain a robust pipeline.
• Research and build relationships with clients and set up meetings with decision makers.
• Plan approaches and produce presentations; develop proposals addressing client needs.
• Manage pricing, handle objections, and present solutions aligned to client objectives.
• Maintain CRM data; forecast sales targets; track activity and close deals.

Skills

Sales

Client relationships

Strategic planning

Negotiation

Education

Bachelor’s degree or equivalent field experience

Job description

Job Title

Director, Business Development- New England

Job Description Summary

A Director of Business Development – New England Facility Services, works to improve C&W SERVICES’ market position and achieve financial growth across the US marketplace. This person assists in the development of sector directed strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions. The DBD - New England Facility Services position is a senior level management position within C&W SERVICES. It is their job to work closely with the Vice President(s) of Client Services for the sector/ geography/region and with the internal solution development team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for C&W SERVICES. To achieve this, the DBD - New England Facility Services needs to develop additional sales with existing customers, present to them, and continue to grow business in the future. They call on clients, often being required to make presentations on solutions and services that meet or predict current and future needs. The DBD - New England Facility Services may be involved in an element of non-financial management of existing clients to ensure client satisfaction. This position carries a competitive base salary with a structured commission incentive program.

Job Description

Essential Duties

They must proactively plan persuasive approaches and solutions that will convince clients that C&W SERVICES is the provider of choice. They must possess outstanding customer relationship skills, have sold facilities services successfully within a sector, and have sales experience and maturity to develop territory plans that will enable success. The DBD – New England Facility Services, will be required to work with mid and senior level Operations management, marketing, and technical staff and will have the lead role in managing the activities of others responsible for developing solutions and responses for proposals for the company. Strategic planning is a key part of this job description, since it is the DBD that is responsible for building a balanced pipeline to support their annual targets. This requires a thorough knowledge of the market, the solutions/services C&W SERVICES can provide, and of the C&W SERVICES’ competitors. There is an additional requirement to grow and help retain existing accounts by presenting new solutions and services to clients.

Responsibilities of a DBD - New England Facility Services at C&W SERVICES will vary from time-to-time, market-to-market and regionally dependent; however, the main duties can be summarized as follows:

New Business Development

• Sustained overachievement of annual sales target
• Prospect and network as appropriate within your geographic area to ensure a robust pipeline of opportunities
• Research and build relationships with clients
• Set up meetings between client decision makers and C&W SERVICES’ business (Operations) leaders and Subject Matter Experts (SMEs)
• Plan approaches and presentations
• Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives as outlined in issued RFPs or as discovered in meeting and working with clients or prospective clients
• Participate in solution development by formulating a win team, win theme and proposal approach
• Participate in pricing the solution
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion
• Present an image that mirrors that of the client

Client Retention

• Present new solutions and services and enhance existing relationships
• Work with Operations, FMS or other internal colleagues to meet customer needs
• Arrange and participate in internal and external client debriefs
• Participate in key client account governance activities

Business Development Planning

• Attend local industry functions, such as association events, conferences and trade shows, and provide feedback and information on market and creative trends
• Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market
• Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net new business for C&W SERVICES
• Using knowledge of the market and competitors, identify and develop C&W SERVICES’ unique selling propositions and differentiators

Management and Research

• Maintain data in C&W SERVICES’ CRM and ensure data is accurate
• Forecast sales targets
• Track and record activity on accounts and help to close deals to meet these targets
• Ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner
• Ensure all team members represent C&W SERVICES in the best light
• Research and develop a thorough understanding of the C&W SERVICES’ people and capabilities

The position may require up to fifty percent travel. Other duties may be assigned. Management reserves the right to change or modify this position description to meet the company’s needs.

Education & Work Experience

• Bachelor’s degree or equivalent field experience in a comparable position
• 5-8 years of Facilities Services sales
• Demonstrated success in selling single service, multiple service or bundled service solutions within the prescribed geographic market

Cushman & Wakefield also provides eligible employees with an opportunity to enroll in a variety of benefit programs, generally including health, vision, and dental insurance, flexible spending accounts, health savings accounts, retirement savings plans, life, and disability insurance programs, and paid and unpaid time away from work. In addition to a comprehensive benefits package, Cushman and Wakefield provide eligible employees with competitive pay, which may vary depending on eligibility factors such as geographic location, date of hire, total hours worked, job type, business line, and applicability of collective bargaining agreements.

The compensation that will be offered to the successful candidate will depend on factors such as whether the position is covered by a collective bargaining agreement, the geographic area in which the work will be performed, market pay rates in that area, and the candidate’s experience and qualifications.

The company will not pay less than minimum wage for this role.

The compensation for the position is: $ 148,750.00 - $175,000.00

C&W Services is an Equal Opportunity employer to all protected groups, including protected veterans and individuals with disabilities. Discrimination of any type will not be tolerated.

In compliance with the Americans with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position at C&W Services, please call the ADA line at 1-888-365-5406 or email [e-mail]. Please refer to the job title and job location when you contact us.

INCO: “C&W Services”