Sales Lead- Integrated Portfolio Solutions (West), Leasing Advisory

Primary Responsibilities

• Lead business development, client development, and client relationship management for the IPS Business Lines with a focus on leasing advisory and transaction management services;
• Create systematic target lists based on Total Addressable Market, geographic location, and sales team expertise;
• Prioritize prospects based on tiering methodology and partner with Sales Enablement to define pursuit strategy;
• Oversee distribution of targets, partnering with Broker Leads and Industry Leads to identify Best Team on the Field;
• Develop effective sales strategies, from identifying the client needs, aligning to pain points, and determining appropriate solutions and pricing for leasing and portfolio optimization services;
• Understand and clearly communicate how our products and service offerings can solve client needs of today and in the future, including our digital products;
• Maintain a thorough knowledge of the competitive environment and understand how workplace trends and technology are changing the needs and demands of our clients;
• Generate multi-service business opportunities with Brokers nationally across various Markets leveraging leasing advisory expertise;
• Cook up activities related to a pursuit, including the coordination of cross-business line resources to create proposals, presentations and RFP materials;
• Lead local and national new business pursuits for the IPS Businesses and the Work Dynamics leadership teams;
• Proactively anticipate deal-level challenges and roadblocks that can obstruct a new sale, using past experience, customer feedback and peer perspectives;
• Aim to assess market trends, diagnose root-cause of commercial challenges and identify potential risks for sales processes.

Qualifications

• A dynamic leader who can easily establish credibility and can build trust and rapport during the sales process;
• A thought-leadership in the technology and digital space;
• A demonstrated future-ready change agent;
• An established presence in the market and proven credibility within the Brokerage and Leasing Advisory community;
• A proven expertise in creating and managing multi-service level offerings to clients;
• Strong written and verbal communication skills and the understanding of how to leverage these in the internal and external sales process;
• A well-respected leader with demonstrated ability to quickly gain the trust of others;
• A results-oriented, strategic thinker, political astuteness, innovative and dynamic;
• A proven and passionate new business development ability with a track record of success;
• Able to develop and maintain strong internal team relationships resulting in outstanding results, delighted clients, and impeccable references for future clients;
• Extremely organized and capable of managing multiple initiatives with minimal direction;
• A high energy level, thrives in a fast-paced and ever-changing environment;
• A track record of exceptional performance demonstrated by beating success metrics and accelerated career advancement;
• Evidence of efforts to expand industry knowledge and business acumen by leveraging external committees and organizations;
• Exceptional presentation skills with the ability to deliver compelling stories for the win;
• Relates well to all levels; establishes confidence and trust; well-respected;
• The ability and keen interest in working effectively in a matrix organization.