Sales Management Director

CBRE; Radnor (Delaware County); On-site; USD 130,000 - 170,000; Full time

Job summary

CBRE is seeking a Sales Director to lead business development and pipeline management across the Greater Philadelphia market, partnering with the Market Leader to execute CBRE's Sales Management platform and drive revenue growth.

The role requires strategic thinking, coaching, and leveraging AI, data analytics, and Salesforce to improve forecasting, reporting, and client engagement, while building a high-performing sales organization across a matrixed environment.

Qualifications

• Bachelor's degree required; MBA or other advanced degree preferred.
• 7+ years of experience leading sales or business development in professional services, brokerage, or related environment.
• Proven ability to coach and develop high-performing sales teams.
• Experience with cross-functional initiatives in a matrixed organization.

Responsibilities

• Lead sales strategy, pipeline management, and market growth across the Greater Philadelphia region.
• Mentor brokers and sales professionals on business development and client pursuits.
• Drive opportunity advancement, win rates, and sales training initiatives.
• Utilize Salesforce and AI-enabled tools to monitor pipeline, forecast opportunities, and improve reporting.
• Develop market strategies to increase client engagement and market share.
• Collaborate with Marketing, Research, and Client Care to deliver compelling client materials.

Skills

Sales leadership

Coaching

Strategic thinking

Data-driven decisions

Salesforce CRM

AI in sales

Communication

Education

Bachelor's degree

MBA

Tools

Salesforce

AI tools in sales

Job description

About the Role

As a Sales Director, you will play a critical leadership role in driving business development, sales strategy, pipeline management, and market growth across the Greater Philadelphia Region. In partnership with the Market Leader, you will lead the execution of CBRE's Sales Management operating platform while helping shape the future of our Market.

This role combines strategic leadership with market engagement. You will work closely with brokerage professionals, business leaders, and cross-functional partners to identify growth opportunities, strengthen pipeline health, integrity and accuracy, improve sales performance, deepen client relationships, and build a high-performing sales organization. The Sales Director will be responsible for establishing a disciplined pipeline management process, monitoring key performance indicators, driving opportunity advancement, and ensuring the effective use of proprietary sales management and enablement tools to maximize revenue growth and market penetration.

Success in this role requires a forward-thinking leader who can think strategically, embrace innovation, and leverage AI, data analytics, and emerging technologies to enhance decision-making, improve sales effectiveness, and create scalable efficiencies across the business. The ideal candidate will possess strong managerial and leadership capabilities, with a demonstrated ability to coach and develop talent, lead change initiatives, optimize business processes, and foster a culture of accountability, collaboration, and continuous improvement.

This position is ideal for a leader who enjoys solving complex business challenges, developing high-performing teams, driving operational excellence, and creating new opportunities across a highly matrixed organization. The successful candidate will be expected to identify and implement process improvements, champion the adoption of AI-enabled solutions, streamline workflows, and ensure the organization is continuously evolving to meet changing client and market demands.

What You'll Do

• Partner with the Market Leader and Line of Business leaders to execute CBRE's Sales Management strategy and drive organic revenue growth across the Philadelphia market.

• Lead business development initiatives by identifying, qualifying, and prioritizing strategic opportunities while supporting pursuit teams throughout the sales lifecycle.

• Develop proactive market strategies that increase client engagement, strengthen market share, and position CBRE as the market leader across all service lines.

• Coach brokers and sales professionals on business development strategies, client pursuits, presentation delivery, pipeline management, and opportunity execution.

• Lead broker debriefs, pursuit reviews, and business planning sessions to improve win rates and overall sales effectiveness.

• Utilize Salesforce, AI-powered tools, and other sales technologies to monitor pipeline activity, forecast opportunities, identify trends, and improve reporting accuracy.

• Champion innovation by incorporating AI, automation, and data-driven insights into business development strategies, sales processes, and client engagement.

• Partner with Marketing, Research, and Client Care teams to develop compelling client presentations, thought leadership, and pursuit materials.

• Coordinate regional and national business development initiatives across multiple lines of business to maximize collaboration and cross-selling opportunities.

• Drive adoption of CBRE sales methodologies, including Finishing First, pipeline management, pursuit protocols, broker debriefs, and business planning processes.

• Evaluate local market conditions, industry trends, competitive activity, and emerging client needs to develop actionable growth strategies.

• Build and maintain strong relationships with industry organizations, professional associations, and key market influencers to enhance CBRE's market presence.

• Support recruiting efforts by identifying top sales talent, participating in interviews, onboarding new professionals, and developing future leaders within the organization.

• Partner with leadership to evaluate organizational gaps, succession planning, and long-term talent development strategies.

• Implement and support national and local sales training initiatives designed to elevate sales performance across the market.

• Foster collaboration across brokerage, advisory, research, marketing, and operations teams to deliver best-in-class client solutions.

• Lead regular sales meetings focused on strategy execution, pipeline reviews, accountability, and performance metrics.

• Serve as a trusted advisor and resource for brokers by connecting them with the appropriate expertise and resources across CBRE's platform.

What You'll Need

• Bachelor's degree (BA/BS) required; MBA or other advanced degree is preferred.

• Minimum of 7+ years of experience leading sales, business development, client strategy, or commercial real estate teams within a professional services, brokerage, consulting, or related environment.

• Demonstrated success developing and executing business development strategies that drive revenue growth, increase market share, and strengthen client relationships.

• Proven ability to coach, mentor, and develop high-performing sales professionals while fostering a collaborative, accountable, and growth-oriented culture.

• Experience leading cross-functional initiatives and influencing stakeholders across a highly matrixed organization.

• Strong executive presence with exceptional written, verbal, and presentation skills. Comfortable presenting to clients, senior executives, and large groups.

• Strategic thinker with the ability to analyze market trends, identify growth opportunities, and translate data into actionable business strategies.

• Strong financial and business acumen, including experience interpreting financial metrics, forecasting, budgeting, and business planning.

• Demonstrated problem-solving and analytical skills with the ability to navigate complex business challenges and make sound, data-driven decisions.

• Technologically proficient with Microsoft Office (Excel, PowerPoint, Word, Outlook) and CRM platforms such as Salesforce. Experience leveraging AI tools (e.g., Claude, Microsoft Copilot, or similar technologies) to improve sales effectiveness, automate workflows, and enhance business development is strongly preferred.

• Active Real Estate Salesperson License is preferred or the ability to obtain one if required for the role.

• Passion for building relationships, developing talent, driving innovation, and creating a best-in-class sales organization.

Equal Employment Opportunity: CBRE is an equal opportunity employer that values diversity. We have a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law.

Candidate Accommodations: CBRE values the differences of all current and prospective employees and recognizes how every employee contributes to our company’s success. CBRE provides reasonable accommodations in job application procedures for individuals with disabilities. If you require assistance due to a disability in the application or recruitment process, please submit a request via email at [e-mail] or via telephone at [phone] (U.S.) and [phone] (Canada).

CBRE, Inc. is an Equal Opportunity and Aff…