Vice President, Sales

JOB SUMMARY

To lead the Sales Team across APAC.

ROLES & RESPONSIBILITIES

To develop and build long-term professional customer relationships with existing, new and potential clients. Maintain excellent relationships and after sales support to build mutual confidence in line with the agreed business strategy.

To identify and build a long term active pipeline for their team, exploring both existing markets and targeting new market opportunities to meet or exceed planned new project targets.

To functionally support any BDM’s / BDD’s assigned to them. Create PDP (personal development plan) so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the support to allow them to be successful.

Use innovative means to develop new sources of profitable business.

Ensure the accuracy and quality of all sales reporting.

Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with company standards. Generate tenders and relevant document preparation, using the specialist support functions (Procurement, People, QHSE etc) as well as local managers and the Vice President, Sales. Ensuring at all times that the Knowledge Base contains the highest quality and most up to date examples of “what good looks like”.

Raise the company and business profile by representing CBRE at industry events, high level networking and promoting an image of professionalism at all times.

Keep abreast with industry developments including innovative technologies and solutions, maintaining awareness of competitor activity and market trends.

Ensure that the Business Unit Director is fully aware of all activities. Attend monthly sale reviews with the Vice President, Sales to ensure they are fully updated on all sales activities and potential new business opportunities. Ensure that specialist functions e.g. People, QHSE and Commercial are advised of any new potential business opportunities to ensure compliance.

Ensure that appropriate sign-offs are understood and adhered to when considering new business opportunities.

Maintain the relevant contract documentation in the support of tenders and re-bids for the Business utilising the Knowledge Base

Attend and take an active part in all Divisional Board and Management Meetings.

Read all tenders and PQQ documents before issue, so as to ensure the quality and commerciality of our proposals.

Take full ownership of all re-bids within their division.

QUALIFICATIONS AND EDUCATION

• BA Required, MA preferred
• At least 10 to 15 years of related experience in IFM
• Distinguished track record of winning complex sales opportunities in an outsourcing industry.
• Consulting background with documented ability to influence a client’s decision making process.
• A motivated team player who is able to lead a diverse group with direction and passion.
• An excellent influencer at all organizational levels, including the ability to develop credibility and trust quickly with senior managers / decision makers.
• An existing profile in the market with demonstrable networking skills and senior level contacts in the industry.
• Able to listen and think strategically, manage risk and be innovative in problem solving.
• Business minded, change orientated and pro-active.
• A consummate people manager.
• Excellent written and spoken English.
• Ability to work within a matrix organization and work closely with all business divisions.
• A professional with the highest business acumen, who has the charisma and commercial judgment to influence and gain credibility at board level.

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