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Sales Management Manager

3 months ago

Ottawa, Canada CBRE Group, Inc. Full time
About the Role:

As a CBRE Sales Management Manager, you will manage the Ottawa Sales Professional team responsible for business development covering all asset classes.

This job is part of the Sales Operations. You are responsible for sales planning, strategy, and forecasting to achieve business objectives.

What You’ll Do:
  1. Act as leader and representative of your team of Sales Professionals in regional or national leadership forums.
  2. Provide formal supervision to employees. Monitor the training and development of staff. Conduct business reviews and coaching for Sales Professionals. Oversee the recruiting and hiring of new employees.
  3. Coordinate and manage the team's daily activities. Establish work schedules, assign tasks, and cross-train staff. Set and track staff and department deadlines. Mentor and coach as needed.
  4. Develop strong relationships with sales professionals to advance sales management and leverage talent to optimize results.
  5. Work with internal partners to address company objectives. Ensure company sales guidelines and processes are followed.
  6. Partner with peer groups and managers to coordinate sales strategies.
  7. Identify and implement best practices related to Sales Management.
  8. Serve as a point of contact for assisting local sales teams in identifying resources and information.
  9. Research industry and business trends that impact the sales organization. Present findings to Sr. Management for Review.
  10. Lead by example and model behaviors that are consistent with CBRE RISE values. Influence parties of shared interests to reach an agreement.
  11. Apply knowledge of own discipline and how own discipline integrates with others to achieve team and departmental objectives.
  12. Identify, troubleshoot, and resolve day-to-day and moderately complex issues which may or may not be evident in existing systems and processes.
LEADERSHIP:

In partnership with Regional Managing Director, communicate and uphold the strategy, objectives, business plan, budget, and operating plans for assigned geography. Serve as a change agent for business improvements by developing buy-in and support for new initiatives and processes through effective leadership strategies. Lead by example to earn respect and trust of peers, employees, and clients. Act as a representative of your Sales team and geography at regional or national meetings.

Participate in community and business organizations. Conducts and maintains relationships with industry and trade associations, vendors, and professional organizations.

BUSINESS DEVELOPMENT:

Directly accountable for overall business development initiatives and tracking of key client relationships for the local and regional marketplace.

Responsible for managing financial performance indicators and local market area activity to identify market gaps and potential service offerings to expand client base and market share. Ensures integration within the lines of business and between all lines of business to maximize performance of the company's platform.

Direct responsibility for management of high-level client and strategic business relationships in full collaboration with sales professionals and regional managers. Maintains strong positive relationships with existing client base through a schedule of regular client meetings, formal market presentations, and strategic proposals that promote CBRE's business. Ensures pitches, proposals, and presentations are being executed with innovative, market leading materials and best practices from CBRE's national platform.

Direct focus on growing market share through strategic analysis of competitor's strengths and weaknesses.

BUSINESS OPERATIONS:

Supports strong business operations for assigned geography. Sets specific, measurable, challenging yet achievable goals and objectives for Sales Professional team and monitors progress, in partnership with Regional Manager Director. Assist Managing Director by identifying and executing specific areas of market growth.

CERTIFICATES AND/OR LICENSES: Real Estate sales or brokerage license required for role. Appropriate designations and participation in professional and industry organizations desired.

FINANCIAL PERFORMANCE: Responsible for meeting the financial goals for assigned geography. Oversee delivery of Key Performance Indicators for Sales Professional Group for the geography, including but not limited to: revenue, deals, engagement, and attachment.

HUMAN CAPITAL AND RECRUITMENT: Provide for the effective recruitment, selection, performance management, development, and retention, as required to meet objectives for assigned geography. Take a proactive role in personal development and training of Sales professionals in assigned geography, while leading by example and creating a more diverse organization. Responsible for identifying and delivering strategic recruits for the geography.

Recognize expertise and empower peers and employees to build a dynamic and diverse team that is viewed by others as highly productive, capable, and the best in the industry.

OTHER DUTIES MAY BE ASSIGNED

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