Senior Advisor

Cresa; Richmond (VA); On-site; USD 110,000 - 190,000; Full time

Job summary

Cresa believes in providing Advisors with knowledge, resources, and guidance to be effective real estate professionals throughout their careers. The Senior Advisor role is an experienced sales, business development, and client advisory position responsible for generating new business, growing client relationships, and delivering successful real estate outcomes for Cresa clients.

Senior Advisors proactively identify opportunities through cold calling, targeted outreach, networking, referrals,

Qualifications

• Proven track record of sales, business development, and new client acquisition in CRE or professional services.
• Ability to prospect consistently, including cold calling and direct outreach to senior decision-makers.
• Ability to develop opportunities, conduct meetings and presentations, manage a sales process, and close new business.

Responsibilities

• Identify, pursue, and develop new business opportunities with strong prospecting and relationship development.
• Build and manage a pipeline of prospective clients and opportunities with disciplined follow-up.
• Develop relationships with C-level executives and key decision-makers to understand objectives and opportunities.
• Secure and conduct business development meetings, communicating Cresa's value proposition and market advantages.
• Prepare and deliver sales presentations and proposals to win new business.
• Advance opportunities through the sales cycle and close client engagements.
• Network within CRE communities to identify opportunities and expand market presence.
• Manage and grow relationships with existing clients and drive repeat/referral business.
• Serve as a trusted advisor translating client objectives into real estate strategies.
• Run transactions from strategy and market analysis through negotiations, execution, and closing.
• Apply strong sales and negotiation skills to achieve favorable outcomes.
• Maintain knowledge of local market conditions, property availability, and deal points.
• Manage client satisfaction and responsiveness, coordinating across teams as needed.
• Collaborate with other Cresa professionals to assemble appropriate resources.

Skills

Sales

Business development

New client acquisition

Cold calling

Prospecting

Relationship building

Negotiation

Market knowledge

Communication

CRM

Time management

Education

Commercial Real Estate License

Bachelor's degree preferred

3–5+ years CRE experience

Tools

CRM

Market research

Job description

At Cresa, we believe our clients deserve better. A better space to work, create, build, grow. A better outcome for their people and organization. A better partner who puts their needs first, helping them navigate the landscape, tilting the playing field in their favor and giving them an insider’s edge.

Our mission is to find and foster the best environment for every business. Our purpose is to think beyond space - strengthening those we serve and enhancing quality of life for our clients and employees. We are built to champion our clients’ aspirations through real estate. When considering partnership, we strive to connect with those who share our values: Work Together, Create Value, Be Tenacious, Enhance Community, and Embrace Diversity.

We believe in being the change. We work together to find new ways of doing things that create value for our clients — and for each other. Because there is not much that feels better than collaborating to make a positive difference each day.

At Cresa, we offer an opportunity to be part of something bigger. To learn, advance, mentor and be recognized. Your voice will be heard, and you will be valued for both your individual and team contributions.

Summary

Cresa believes in providing Advisors with the knowledge, resources, and guidance necessary to be effective and productive commercial real estate professionals throughout their careers. The Senior Advisor role is an experienced sales, business development, and client advisory position responsible for generating new business, growing client relationships, and delivering successful real estate outcomes for Cresa clients.

Senior Advisors are expected to proactively identify and pursue new business opportunities through cold calling, targeted outreach, networking, referrals, relationship development, and other prospecting activities. Success in this role requires the ability to engage C-level executives and other key decision-makers, secure meetings, uncover business and real estate needs, present Cresa's capabilities and value proposition, and convert opportunities into long-term client relationships.

In addition to developing new business, Senior Advisors manage and grow existing client relationships and lead commercial real estate transactions from strategy through execution. Senior Advisors are expected to demonstrate strong sales and negotiation skills, market knowledge, business acumen, and the ability to serve as a trusted advisor to clients.

Cresa provides ongoing sales training and professional development in the "Cresa Way" through written resources, collaboration and mentorship with senior brokers and Managing Principals, involvement in teams, and regular training meetings.

Essential Duties And Responsibilities

• Proactively identify, pursue, and develop new business opportunities, with a strong emphasis on consistent prospecting, cold calling, targeted outreach, networking, referrals, and relationship development.
• Build and actively manage a pipeline of prospective clients and opportunities, maintaining disciplined and persistent follow-up throughout the sales process.
• Develop relationships with C-level executives, business owners, and other key decision-makers to understand their business objectives and identify opportunities for Cresa to provide real estate advisory services.
• Secure and conduct business development meetings with prospective clients, effectively communicating Cresa's value proposition, capabilities, market advantages, and approach.
• Prepare for and make sales presentations to prospective clients, developing pursuit strategies and proposals designed to win new business.
• Advance prospective opportunities through the sales cycle and close new business, converting relationships and opportunities into client engagements.
• Network within the business and commercial real estate communities to identify potential new business opportunities and build a strong professional network.
• Manage and grow relationships with existing clients, identifying opportunities to expand relationships and generate repeat and referral business.
• Serve as a trusted advisor to clients by understanding their business objectives and translating those objectives into effective real estate strategies.
• Run transactions for existing and new accounts, managing the process from initial strategy and market analysis through negotiations, execution, and closing.
• Apply strong sales and negotiation skills to achieve favorable outcomes for clients.
• Maintain knowledge of local market conditions, property availability, transaction activity, industry trends, and relevant deal points to provide informed recommendations to clients and prospects.
• Manage the overall client process and satisfaction for existing and new client relationships, ensuring a high level of responsiveness, communication, and service.
• Collaborate effectively with other Cresa professionals and service lines to bring the appropriate expertise and resources to client engagements.
• Participate in industry, networking, and community activities that strengthen relationships, expand Cresa's market presence, and create opportunities for new business.

Qualifications

Required:

• Proven track record of sales, business development, and new client acquisition, ideally within commercial real estate or a professional services environment.
• Demonstrated ability and willingness to consistently prospect for new business, including cold calling and direct outreach to C-level executives and other key decision-makers.
• Proven ability to develop opportunities, conduct effective sales meetings and presentations, navigate a sales process, and close new business.
• Proven track record of building, maintaining, and growing strong client relationships.
• Highly motivated, self-directed, and driven to succeed in a performance-oriented sales environment.
• Strong relationship builder with a positive, persuasive, and professional approach.
• Strong problem-solving, analytical, and basic financial/math skills.
• Excellent organizational and time-management skills, including the ability to manage multiple prospects, clients, and transactions simultaneously.
• Excellent verbal, written, interpersonal, and presentation skills.
• Ability to work independently while collaborating effectively within a team.
• Strong research and technology skills, including comfort using CRM, market research, and other technology platforms to support prospecting, pipeline management, and client experience.

Education/Experience

• Active Commercial Real Estate License as required by the applicable state.
• Bachelor's degree preferred.
• 3–5+ years of commercial real estate brokerage, sales, business development, transaction management, or related experience.
• Demonstrated experience developing business and managing relationships with senior-level decision-makers strongly preferred.
• Commercial real estate transaction experience strongly preferred.
• Valid driver's license.

Physical Requirements

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions in accordance with the Americans with Disabilities Act.

Cresa is committed to developing and maintaining a diverse workforce. Cresa strongly believes in equal opportunity extended to all individuals in all aspects of the employment relationship without regard to race, color, religion, belief, creed, age, sex, pregnancy or maternity (including childbirth and related conditions), family responsibility (e.g. child care, elder care), nationality, ethnic or national origin or ancestry, citizenship, marital status, civil partner status, sexual orientation, gender identity or expression, transgender status, veteran’s status, genetic information, political view or status as a qualified individual with a disability, protected leave status or any other protected characteristic in accordance with applicable law.