Cushman & Wakefield
Director of Business Development - Expansion
The Director of Business Development – Expansion (DBD - Exp) works to improve C&W Services’ market position and achieve financial growth within defined existing client assignments. This person assists in the development of directed strategic goals, builds key client relationships, actively participates in governance/business reviews (QBR’s), maintains extensive knowledge of current market conditions, identifies business opportunities, negotiates and closes business deals that add value to a client’s operations. Responsibilities
Responsibilities of a DBD – Exp will vary from time-to-time, market-to-market and be vertical market dependent; however, the main duties can be summarized as follows: Existing Business Expansion Development
Develop web of influence, prospect and network as appropriate within your vertical area to ensure a robust pipeline of opportunities Research and build relationships with clients Identify new sites and/or service provisions Set up meetings between client decision makers and CWS Client Services leaders and Subject Matter Experts (SMEs) Develop account strategies and approaches to support client pursuits and presentations Perform client needs analysis to identify needs, objectives and goals Work with team to develop solutions that provide value to the client Participate in solution pricing to ensure competitiveness Solicit solution feedback from client and modify accordingly to meet desired outcomes Present an image that mirrors that of the client Client Retention
Work with Client Services and/or corporate support functions to meet client objectives Arrange and participate in client debriefs Participate in client account governance activities Business Development Planning Attend local industry functions, such as association events, conferences and trade shows, and provide feedback and information on market and creative trends Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net business expansion for C&W Services Using knowledge of the market and competitors, identify and develop C&W Services’ unique selling propositions and differentiators Management and Research Maintain data in C&W Services’ CRM (Salesforce/Engage) and ensure data is accurate and current Forecast sales targets Track and record activity on accounts and help to close deals to meet these targets Ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner Ensure all team members represent C&W Services in the best light Research and develop a thorough understanding of C&W Services’ leadership, functional groups and capabilities Requirements
The position may require up to 50% travel. Management reserves the right to change or modify this position description to meet the company’s needs. Other duties may be assigned. Education & Work Experience
Bachelor’s degree or equivalent experience in a comparable position 3-5 years of Facilities Services sales 5-8 years of sales experience in a like field Demonstrated success in selling single service, multiple service or bundled service solutions Facility services operation background and expertise is a strong plus Benefits and Compensation
C&W Services is an Equal Opportunity employer to all protected groups, including protected veterans and individuals with disabilities. Discrimination of any type will not be tolerated. Compensation is $148,750.00 – $175,000.00. The company will not pay less than minimum wage for this role. The position is covered by a collective bargaining agreement where applicable. The company provides competitive pay and a comprehensive benefits package that includes health, vision, and dental insurance, flexible spending accounts, health savings accounts, retirement savings plans, life, and disability insurance programs, and paid and unpaid time away from work. Accommodation Statement
In compliance with the Americans with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position at Cushman & Wakefield, please call the ADA line at 1-888-365-5406 or email HRServices@cushwake.com. Please refer to the job title and job location when you contact us.
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The Director of Business Development – Expansion (DBD - Exp) works to improve C&W Services’ market position and achieve financial growth within defined existing client assignments. This person assists in the development of directed strategic goals, builds key client relationships, actively participates in governance/business reviews (QBR’s), maintains extensive knowledge of current market conditions, identifies business opportunities, negotiates and closes business deals that add value to a client’s operations. Responsibilities
Responsibilities of a DBD – Exp will vary from time-to-time, market-to-market and be vertical market dependent; however, the main duties can be summarized as follows: Existing Business Expansion Development
Develop web of influence, prospect and network as appropriate within your vertical area to ensure a robust pipeline of opportunities Research and build relationships with clients Identify new sites and/or service provisions Set up meetings between client decision makers and CWS Client Services leaders and Subject Matter Experts (SMEs) Develop account strategies and approaches to support client pursuits and presentations Perform client needs analysis to identify needs, objectives and goals Work with team to develop solutions that provide value to the client Participate in solution pricing to ensure competitiveness Solicit solution feedback from client and modify accordingly to meet desired outcomes Present an image that mirrors that of the client Client Retention
Work with Client Services and/or corporate support functions to meet client objectives Arrange and participate in client debriefs Participate in client account governance activities Business Development Planning Attend local industry functions, such as association events, conferences and trade shows, and provide feedback and information on market and creative trends Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net business expansion for C&W Services Using knowledge of the market and competitors, identify and develop C&W Services’ unique selling propositions and differentiators Management and Research Maintain data in C&W Services’ CRM (Salesforce/Engage) and ensure data is accurate and current Forecast sales targets Track and record activity on accounts and help to close deals to meet these targets Ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner Ensure all team members represent C&W Services in the best light Research and develop a thorough understanding of C&W Services’ leadership, functional groups and capabilities Requirements
The position may require up to 50% travel. Management reserves the right to change or modify this position description to meet the company’s needs. Other duties may be assigned. Education & Work Experience
Bachelor’s degree or equivalent experience in a comparable position 3-5 years of Facilities Services sales 5-8 years of sales experience in a like field Demonstrated success in selling single service, multiple service or bundled service solutions Facility services operation background and expertise is a strong plus Benefits and Compensation
C&W Services is an Equal Opportunity employer to all protected groups, including protected veterans and individuals with disabilities. Discrimination of any type will not be tolerated. Compensation is $148,750.00 – $175,000.00. The company will not pay less than minimum wage for this role. The position is covered by a collective bargaining agreement where applicable. The company provides competitive pay and a comprehensive benefits package that includes health, vision, and dental insurance, flexible spending accounts, health savings accounts, retirement savings plans, life, and disability insurance programs, and paid and unpaid time away from work. Accommodation Statement
In compliance with the Americans with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position at Cushman & Wakefield, please call the ADA line at 1-888-365-5406 or email HRServices@cushwake.com. Please refer to the job title and job location when you contact us.
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