Director, Business Development- New England

Cushman & Wakefield•Boston, MA

1d•Remote

About The Position

A Director of Business Development – New England Facility Services, works to improve C&W SERVICES’ market position and achieve financial growth across the US marketplace. This person assists in the development of sector directed strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions. The DBD - New England Facility Services position is a senior level management position within C&W SERVICES. It is their job to work closely with the Vice President(s) of Client Services for the sector/ geography/region and with the internal solution development team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for C&W SERVICES. To achieve this, the DBD - New England Facility Services needs to develop additional sales with existing customers, present to them, and continue to grow business in the future. They call on clients, often being required to make presentations on solutions and services that meet or predict current and future needs. The DBD - New England Facility Services may be involved in an element of non-financial management of existing clients to ensure client satisfaction. This position carries a competitive base salary with a structured commission incentive program.

Requirements

Bachelor’s degree or equivalent field experience in a comparable position
5-8 years of Facilities Services sales
Demonstrated success in selling single service, multiple service or bundled service solutions within the prescribed geographic market

Responsibilities

New Business Development
Sustained overachievement of annual sales target
Prospect and network as appropriate within your geographic area to ensure a robust pipeline of opportunities
Research and build relationships with clients
Set up meetings between client decision makers and C&W SERVICES’ business (Operations) leaders and Subject Matter Experts (SMEs)
Plan approaches and presentations
Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives as outlined in issued RFPs or as discovered in meeting and working with clients or prospective clients
Participate in solution development by formulating a win team, win theme and proposal approach
Participate in pricing the solution
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion
Present an image that mirrors that of the client
Client Retention
Present new solutions and services and enhance existing relationships
Work with Operations, FMS or other internal colleagues to meet customer needs
Arrange and participate in internal and external client debriefs
Participate in key 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 new business 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 and ensure data is accurate
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 the C&W SERVICES’ people and capabilities