Sales Lead, Local FM

Cushman & Wakefield•Boston, MA

About The Position

The Sales Lead, Local FM drives new business growth for Cushman & Wakefield’s Local FM business within an assigned market. This 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 contribution margin goals. The Sales Lead works closely with the market’s FM Director, who owns service delivery, to support accurate scoping and a smooth transition from sale to mobilization and onboarding. The position develops market coverage and account-targeting plans, generates and qualifies leads with internal partners and independent prospecting, and leads pitches, proposals, and commercial negotiations. It also maintains pipeline and forecast information in CRM and reporting tools, monitors market and competitor activity, and represents the Local FM offering at client and industry events. The role requires travel within the assigned market to meet prospects and clients. Cushman & Wakefield provides eligible employees access to benefit programs that generally include health, vision, and dental insurance; flexible spending and health savings accounts; retirement savings plans; life and disability insurance; and paid and unpaid time away from work. Eligible employees are also offered competitive pay. The stated compensation range is $153,000–$180,000, subject to factors such as location, experience, and qualifications.

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, pitch, negotiation, and closing skills, including the ability to sell to local and regional occupiers at multiple decision-making levels.
Working knowledge of the Local FM service offering—engineering, soft services, workplace experience, procurement, and vendor oversight—sufficient to scope and sell it 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 market.
Generate and qualify leads by partnering with Asset Services market leaders, C&W Brokers, and Business Development, and by prospecting independently.
Develop and execute a market coverage and account-targeting plan, prioritizing high-potential prospects and expansion opportunities within existing accounts.
Partner with the market’s FM Director to scope new engagements accurately 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 shape the Local FM value proposition and win strategy.
Represent Cushman & Wakefield’s Local FM offering at client and industry events to build market presence and generate opportunities.
Travel within the assigned market to meet prospects and clients and support business development activity.