Sales Lead, Local FM

Cushman & Wakefield U.S., Inc.; Boston (MA); On-site; USD 153,000 - 180,000; Full time

Benefits offered by this job

Health, vision, and dental insurance

Flexible spending accounts

Health savings accounts

Retirement savings plans

Life and disability insurance

Paid time off

Competitive pay

Job summary

Cushman & Wakefield is seeking a Sales Lead, Local FM to drive new business growth in the Boston market. You will build a robust pipeline, lead pitches, and close deals for Local FM services including engineering, soft services, and workplace experience.

You will own revenue and contribution margin targets, partner with the FM Director to ensure smooth handoff from sale to onboarding, and maintain accurate CRM data while staying ahead of market trends.

Qualifications

• Bachelor's degree or equivalent combination of education and experience.
• 10+ years of business development or sales experience, ideally selling facilities management or related services.
• Quota-carrying track record of building pipeline and closing sales.
• Strong prospecting, pitch, negotiation, and closing skills for local/regional occupiers.
• Knowledge of Local FM offering (engineering, soft services, workplace experience) to credibly scope and sell it.
• Experience using CRM and pipeline/forecasting tools.

Responsibilities

• Build and manage a robust new business pipeline within the assigned market through prospecting to close.
• Actively sell Local FM services to local/regional occupiers, leading pitches and negotiations.
• Own and achieve revenue and contribution margin targets for the Local FM business in the market.
• Generate and qualify leads by partnering with various teams and prospecting independently.
• Develop market coverage and account-targeting plans, prioritizing high-potential opportunities.
• Collaborate with the FM Director to ensure smooth handoff from sale to onboarding.
• Maintain accurate pipeline, forecast, and activity data in CRM and reporting tools.
• Stay current on market conditions and client needs to shape Local FM's value proposition and win strategy.
• Represent Cushman & Wakefield's Local FM offering at client and industry events.

Skills

Sales pipeline building

Negotiation

Closing deals

CRM usage

Relationship building

Travel willingness

Education

Bachelor's degree in Business Administration, Facilities Management, or related field

Tools

CRM systems

Job description

Job Title Sales Lead, Local FM Job Description Summary The Sales Lead, Local FM is accountable for driving new business growth for Cushman & Wakefield's Local FM business within an assigned Market. The Sales Lead builds and manages a new business pipeline, actively sells Local FM services including engineering, soft services, workplace experience, — to local/regional occupiers, and is accountable for achieving revenue and profit goals for the Local FM business in the market. The Sales Lead partners closely with the market's FM Director, who owns service delivery, to ensure a smooth handoff from sale to onboarding.

Key Responsibilities

• Build and manage a robust new business pipeline for Local FM within the assigned market, from prospecting through close.
• Actively sell Local FM services to local/regional occupiers, leading pitches, proposals, and commercial negotiations.
• Own and achieve revenue and contribution margin targets for the Local FM business in the assigned market.
• Generate and qualify leads by partnering with Asset Services market leaders, C&W Brokers, and Business Development, and by prospecting independently within the market.
• Develop and execute a market coverage and account-targeting plan, prioritizing the highest-potential prospects and expansion opportunities within existing accounts.
• Partner with the market's FM Director to scope new engagements accurately and ensure a clean handoff from sale to mobilization / onboarding.
• Maintain accurate pipeline, forecast, and activity data in CRM/reporting tools, and report on sales performance against targets.
• Stay current on market conditions, competitor activity, and client needs to shape Local FM's value proposition and win strategy in the market.
• Represent Cushman & Wakefield's Local FM offering at client and industry events to build market presence and generate opportunities.

Qualifications & Experience

• Bachelor's degree in Business Administration, Facilities Management, or related field, or equivalent combination of education and experience.
• 10+ years of business development or sales experience, ideally selling facilities management, real estate services, or related outsourced services.
• Demonstrated, quota-carrying track record of building new business pipeline and closing sales against revenue and profit targets.
• Strong prospecting, pitch, negotiation, and closing skills, with the ability to sell to local/regional occupiers at multiple decision-making levels.
• Working knowledge of the Local FM service offering (engineering, soft services, workplace experience, procurement, vendor oversight) sufficient to credibly scope and sell it.
• Experience using CRM and pipeline/forecasting tools to manage and report on a sales territory.
• Strong relationship-building skills, with the ability to partner effectively with C&W Brokers, Asset Services, Business Development, and the market's FM Director.
• Ability to travel within the assigned market to meet prospects and clients and support business development activity.

AAP/EEO STATEMENT

C&W provides equal employment opportunity to all individuals regardless of their race, color, creed, religion, gender, age, sexual orientation, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law. Further, the company takes affirmative action to ensure that applicants are employed and employees during employment are treated without regard to any of these characteristics. Discrimination of any type will not be tolerated.

OTHER DUTIES

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.

• health, vision, and dental insurance
• flexible spending accounts
• health savings accounts
• retirement savings plans
• life, and disability insurance programs
• paid and unpaid time away from work
• competitive pay

In addition to a comprehensive benefits package, Cushman and Wakefield provide eligible employees with competitive pay. 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: $ 153,000.00 - $180,000.00 Cushman & Wakefield 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 Cushman & Wakefield, 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.

About Cushman & Wakefield

Cushman & Wakefield (NYSE: CWK) is a leading global commercial real estate services firm for occupiers and investors with approximately 53,000 employees in over 350 offices and nearly 60 countries. In 2025, the firm reported revenue of $10.3 billion across its core service lines of services, Leasing, Capital markets, and Valuation and other. Built around the belief that Better never settles, the firm receives numerous industry and business accolades for its award-winning culture. For additional information, visit www.cushmanwakefield.com