JOB SUMMARY
The purpose of this position is the responsibility of overseeing the growth and retention of the relationship between CBRE | FacilitySource and our client. The CSD will organize, lead and execute balanced growth within a strategic existing CBRE | FacilitySource account or portfolio of Accounts. They will be focused on profitable business growth while maintaining and improving customer satisfaction and have a long-term multi-year perspective on account management. Will provide over-sight to a Client Success team. The role requires exemplary communication and collaboration, business analytics, critical thinking, flexibility, and an internal drive to excel. This role is based in Chesapeake, VA.
TRAVEL REQUIREMENTS: 50%-75%
ESSENTIAL DUTIES AND RESPONSIBILITIES
Maintain and grow strategic executive-level client relationships
Analyze operational metrics, identified trends and problem areas for all assigned clients
Partners closely with functional operational leaders to ensure customer needs, Service Level Agreements and business goals are met.
Work with the Client Success team to identify opportunities for new business inside the existing account -- Striving to sell the full suite of CBRE | FacilitySource services.
Establishes key elements of client account plans with measurable contribution toward the achievement of results for the department; focus is on short-to mid-term results (e.g., 1 to 2 years).
Budget and financial accountability for area of responsibility.
Work with others inside CBRE | FacilitySource to justify and gain cooperation of other parties on practices, policies and procedures. Sometimes requires ability to influence others outside of own job area on policies, practices and procedures.
Consult with clients, providing FM expertise to drive business process improvements and long-term strategic direction
Build and execute on account plans, while developing deep and high-level contacts within assigned accounts.
Identify opportunities for referrals, references and case studies.
Engage marketing and service line or "trade" expertise to refine service offerings for specific market segments
Partner consistently with cross-functional leaders
Lead quarterly business reviews with thought leadership and present growth opportunities in this forum
Perform the necessary tasks to ensure robust sales operations and management reporting, including but not limited to: Establishing goals, analyzing growth and providing accurate, complete, and timely submission of required progress reports, forecast, and status of opportunities in the company's salesforce.com system
Manage team of CBRE | FacilitySource resources, aligning with client and reporting needs
Performs other duties as assigned.
SUPERVISORY RESPONSIBILITIES
Provides formal supervision to individual employees within single functional or operational area. Approves subordinate's recommendations for staff recruitment, selection, promotion, advancement, corrective action and termination. Effectively recommends same for direct reports to next level management for review and approval. Plans and monitors appropriate staffing levels and utilization of labor, including overtime. Prepares and delivers performance appraisal for staff. Mentors and coaches team members to further develop competencies. Leads by example and models behaviors that are consistent with the company's values.
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 in Business, Finance or related field required. Minimum 5-7+ years of proven experience with large scale sales & account management. National outsourcing solution sales experience ideally in the Facilities industry. Skilled in account strategy, account planning, relationship strategy. P&L Management experience required.
COMMUNICATION SKILLS
Excellent written and verbal communication skills. Strong organizational and analytical skills. Ability to provide efficient, timely, reliable and courteous service to customers. Ability to effectively present information. FINANCIAL KNOWLEDGE Requires knowledge of financial terms and principles. Ability to calculate intermediate figures such as percentages, discounts, and/or commissions. Conducts basic financial analysis. REASONING ABILITY Ability to comprehend, analyze, and interpret documents. Ability to solve problems involving several options in situations. Requires intermediate analytical and quantitative skills. OTHER SKILLS and/or ABILITIES
Consultative relationship manager who develops deep relationships and adds value to the client's business over the long-term. Demonstrates advanced knowledge of Sales and relationship management processes. Candidate will maintain detailed knowledge of CBRE | FacilitySource services, solutions and offerings and will help guide the client in major facilities, capital projects, and business decisions. Team player who can partner with delivery organizations for added value. Aggressive seller who is able to forge relationships with C-level executives, VPs and Directors as well as key line of procurement contacts SCOPE OF RESPONSIBILITY Decisions made with understanding of procedures and company policies to achieve set results and deadlines. Responsible for setting own project deadlines. Errors in judgment may cause short-term impact to co-workers and supervisor.
