1+ months

Sales Director

Seattle, WA 98104
JOB SUMMARY  

Drives organization and execution of sales objectives for the CBRE Affordable Housing team. Collaborates with team members to establish team objectives and drive brokerage activity. Drives brokerage hiring initiatives and collaboration with teams throughout the U.S.


ESSENTIAL DUTIES AND RESPONSIBILITIES

Key areas of responsibility: hiring additional brokerage talent, coaching and development of the Affordable Housing brokerage team and increasing revenue from outside local market partner relationships.

Drives effective recruitment, selection, development, and performance management of Associates. Leads training for Brokerage Associates in coordination with Managing Directors.

Identifies, develops and implements best practices related to Sales Management, including; identifying the universe of prospects, aligned business plans, meaningful market meetings, high quality broker debriefs and prospecting reporting.

Develops & champions company processes including implementing pursuit protocols, proactive team formation, implementing local SPOC processes, managing inbound and outbound referrals, pursuit lists, Finishing First, pipeline reporting, use of Salesforce.com (if applicable) and cross selling.

Manages sales activity, issue resolution, pursuit lists, pipelines, and follow up reporting.

Implements national CBRE training curriculum; partners with regional team to develop and implement local training curriculum as needed.

Manages cold call tracking, business plan review, and alignment of focus with specific opportunities for the local market area.

Assists brokers in identifying potential clients and finds connections to turn cold calls into warm calls for potential business opportunities.

Manages inbound referrals in collaboration with Managing Directors; maintains record of how inbound business was distributed.

Coordinates with marketing to achieve business development pursuits.

Works alongside Managing Directors to ensure the best-suited players are on the field for every pitch/assignment, every time.

Prepares and presents reports on brokerage activity as needed basis.

Serves as conduit for assisting sales team with researching information needs within a complex platform and highly matrixed work environment. Evaluates and reports on industry and business trends in local market area for potential impact on sales team.

Ensures internal company sales guidelines are followed and sales database systems are fully utilized.


Requirements

QUALIFICATIONS  

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


EDUCATION and EXPERIENCE  

Bachelor's degree (BA/BS) from four-year college or university and a minimum of five years of related experience managing the activities of a sales force in a service organization.


CERTIFICATES and/or LICENSES  

Real Estate Salesperson license.


COMMUNICATION SKILLS  

Ability to comprehend, analyze, and interpret the most complex business documents. 

Ability to respond effectively to the most sensitive issues. 

Ability to write reports, manuals, speeches and articles using distinctive style. 

Ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups. 

Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.


FINANCIAL KNOWLEDGE  

Requires in-depth knowledge of financial terms and principles. 

Ability to calculate complex figures. 

Ability to forecast and prepare budgets. 

Conducts financial/business analysis including the preparation of reports.


REASONING ABILITY  

Ability to solve advanced problems and deal with a variety of options in complex situations. 

Requires expert level analytical and quantitative skills with proven experience in developing strategic solutions for a growing matrix-based multi-industry sales environment. 

Draws upon the analysis of others and makes recommendations that have a direct impact on the company.


SCOPE OF RESPONSIBILITY  

Decisions made with in-depth understanding and interpretation of procedures, company policies and business practices to achieve complex results. Responsible for setting project, department and/or division deadlines. Errors in judgment may cause long-term impact to line of business and/or overall company.



Categories

Posted: 2019-10-18 Expires: 2020-01-15

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Sales Director

CBRE
Seattle, WA 98104

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