Sales Lead, Local FM

Cushman & Wakefield•Washington, DC

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 and actively sells Local FM services—including engineering, soft services, and workplace experience—to local and regional occupiers. The Sales Lead is accountable for achieving revenue and profit goals for the Local FM business in the market and partners closely with the market's FM Director, who owns service delivery, to ensure a smooth handoff from sale to onboarding. The role involves developing market coverage and account-targeting plans, qualifying leads, leading sales pitches and negotiations, managing pipeline and forecasts, and representing the Local FM offering at client and industry events. The position requires travel within the assigned market to meet prospects and clients and support business development activities. Cushman & Wakefield provides eligible employees with access to benefit programs generally including 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. The position offers compensation of $191,250 to $225,000, with the actual offer depending on factors such as location, applicable agreements, 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 or more years of business development or sales experience; ideally in facilities management, real estate services, or related outsourced services.
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.

Responsibilities

Build and manage a robust 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 by partnering with Asset Services market leaders, C&W Brokers, and Business Development, and by independently prospecting within the market.
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 clean 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 Local FM's value proposition and win strategy.
Represent Cushman & Wakefield's Local FM offering at client and industry events to build market presence and generate opportunities.