EMEA Sales Lead - Industrial & Logistics

Drive successful growth in the Industrial & Logistics Sector and deliver sales targets. Reports to the Global Sales Lead, Industrial & Logistics., Manages sales and pursuits activities and keeps all reporting on salesforce live and up to date

Delivers $100m of sales from their team annually.

Proactively, identifies relevant targets and builds pipeline.

Manages all inbound referrals in collaboration with the team and Sector Directors and updates Salesforce.

Inspiring leader who will manage team and will lead deal making with a >75% hit rate. Holds recurring meetings, develops prospecting lists, collaborates on pursuit strategies, holds team accountable for results.

Develops exceptional relationships with Sector Directors who will be their key ally in all pursuits.

Works alongside (hand in glove) the Sector Directors to ensure the best-suited players are on the field for every pitch/assignment, every time.

Develops and maintains relationships with Global / Country SMEs / platforms to ensure appropriate support is available for all pursuits

Ensures that every pursuit contains CBRE products such as Smart FM

Coordinates with marketing team on pursuits to ensure appropriate messaging and content is developed.

Prepares and presents reports on pursuit activity at local management meetings and on an as needed basis

Develops relationships across the CBRE business to identify existing clients where we can enhance the wallet share.

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 saleforce are fully utilized.

Develops and maintains external relationships with industry and trade associations, vendors, professional organizations, and local community leaders.

Other duties may be assigned., Manages Solution Director(s) in their direct span of control.

Leads and manages in the matrix successfully to gain supporting resources from Commercial, Pricing, Solution Architects, Proposal Management and the wider platform teams.

Builds teams of indirect reports to successfully gel together to from winning teams.

Leads and supports team in areas of training, development, coaching, mentoring, measuring, appraising and rewarding performance and retention. Leads by example and models behaviors that are consistent with the company's values.

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., 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

Facilities Management qualification or similar

Building engineering services qualification or similar

Real Estate qualification or similar

General business / sales qualification or similar

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 / commercial terms and principles.

Ability to calculate complex figures and prepare and present client budgets.

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.

OTHER SKILLS and ABILITIES

A proactive mindset with a hungry attitude to winning. Attention to detail and energised to win.