Sales Lead, Local FM
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 partners closely with the market’s FM Director, who owns service delivery, to ensure a smooth transition from sale to onboarding. The position develops market coverage and account-targeting plans, identifies and qualifies opportunities, leads pitches and commercial negotiations, and manages sales activity and forecasts using CRM and reporting tools. It also monitors market conditions and represents the Local FM offering at client and industry events. The role requires travel within the assigned market to meet prospects and clients.
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; facilities management, real estate services, or related outsourced services sales experience is preferred.
- Demonstrated quota-carrying 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 the Local FM service offering, including 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 activities.
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 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 engagements accurately and hand them off for 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.
Benefits
- Eligible employees may enroll in health, vision, and dental insurance programs.
- Flexible spending accounts and health savings accounts.
- Retirement savings plans.
- Life and disability insurance programs.
- Paid and unpaid time away from work.
- Competitive pay.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
