Sales Lead, Local FM

Cushman & Wakefield • Los Angeles, CA

22h

About The Position

The Sales Lead, Local FM drives 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 works closely with the market’s FM Director, who owns service delivery, to ensure a smooth transition from sale to onboarding.

Requirements

• Bachelor’s degree in Business Administration, Facilities Management, or a related field, or an equivalent combination of education and experience.
• At least 10 years of business development or sales experience, ideally selling facilities management, real estate services, or related outsourced services.
• Demonstrated quota-carrying track record of building new-business pipelines 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.

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 in partnership 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 that prioritizes high-potential prospects and expansion opportunities in existing accounts.
• Partner with the market’s FM Director to scope engagements accurately and ensure a clean handoff from sale to mobilization and onboarding.
• Maintain accurate pipeline, forecast, and activity information in CRM and reporting tools, and report sales performance against targets.
• Monitor market conditions, competitor activity, and client needs to shape Local FM’s value proposition and market win strategy.
• Represent Cushman & Wakefield’s Local FM offering at client and industry events to build market presence and generate opportunities.

Benefits

• Eligible employees may enroll in benefit programs generally including health, vision, and dental insurance.
• Flexible spending accounts and health savings accounts.
• Retirement savings plans.
• Life and disability insurance programs.
• Paid and unpaid time away from work.
• Competitive pay.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior