Sales Lead, Local FM

Cushman & Wakefield•San Francisco, CA

1d•$191,250 - $225,000

About The Position

The Sales Lead, Local FM is accountable for driving new business growth for Cushman & Wakefield’s Local FM business within an assigned market. The role builds and manages a new-business pipeline, sells Local FM services—including engineering, soft services, and workplace experience—to local and regional occupiers, and is accountable for revenue and profit goals in the market. The Sales Lead partners closely with the market’s FM Director, who owns service delivery, to ensure a smooth transition from sale to onboarding. The position also develops market coverage and account-targeting plans, works with internal market leaders and brokers to generate opportunities, and maintains pipeline, forecasting, and sales activity information. Travel within the assigned market is required to meet prospects and clients and support business development activity.

Requirements

Bachelor’s degree in Business Administration, Facilities Management, or a related field, or an equivalent combination of education and experience.
10+ years of business development or sales experience.
Demonstrated quota-carrying track record of building a new-business pipeline and closing sales against revenue and profit targets.
Strong prospecting, pitching, negotiation, and closing skills, including the ability to sell to local and regional occupiers at multiple decision-making levels.
Working knowledge of Local FM services—including engineering, soft services, workplace experience, procurement, and vendor oversight—sufficient to scope and sell them credibly.
Experience using CRM and pipeline or forecasting tools to manage and report on a sales territory.
Strong relationship-building skills and ability to partner effectively with C&W Brokers, Asset Services, Business Development, and the market’s FM Director.
Ability to travel within the assigned market to meet prospects and clients and support business development activity.

Nice To Haves

Experience selling facilities management, real estate services, or related outsourced services.

Responsibilities

Build and manage a new-business pipeline for Local FM in the assigned market, from prospecting through close.
Sell Local FM services to local and regional occupiers, leading pitches, proposals, and commercial negotiations.
Achieve revenue and contribution margin targets for the Local FM business in the assigned market.
Generate and qualify leads with Asset Services market leaders, C&W Brokers, and Business Development, and through independent prospecting.
Develop and execute a market coverage and account-targeting plan, prioritizing high-potential prospects and existing-account expansion opportunities.
Partner with the market’s FM Director to accurately scope engagements and ensure a smooth handoff from sale to mobilization and onboarding.
Maintain accurate pipeline, forecast, and activity data in CRM and reporting tools, and report sales performance against targets.
Monitor market conditions, competitor activity, and client needs to inform Local FM’s value proposition and sales strategy.
Represent Cushman & Wakefield’s Local FM offering at client and industry events to build market presence and generate opportunities.