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Industrial and Logistics Sales and Solution Leader Business Development Director

Business Development
19030625 Requisition #



Responsible for leading business development efforts for the Industrial & Logistics (I&L) practice in the Americas. The Solution Leader has the primary responsibility for coordinating CBRE resources / specialists and developing innovative client solutions, assigning roles, managing deadlines, coaching team members, and managing interactions with prospective clients.




Market Facing Activities / Business Development:

  • Coordinate with Occupier Leaders, Local Market Area (LMA) leaders and brokers to identify and qualify pursuit strategies and prospects
  • Collaborate with the I&L Occupier leader to create and proactively pursue a target list of clients
  • Assemble a multidisciplinary pursuit team for each pursuit, including brokerage / transaction management, project management, portfolio management and / or consulting & advisory services (e.g., supply chain, labor, incentives, location analytics)
  • Lead the development of a tailored “win strategy” for each pursuit
  • Manage the creation of proposals, presentations, and other client-facing materials with the pursuit team and national / local marketing professionals
  • Participate in client meetings / presentations and lead presentation preparation sessions
  • Lead / oversee pricing and contract negotiations
  • Complete post-mortems to identify critical success factors in pursuits and use data to consistently strengthen and improve pursuit strategies
  • Identify and communicate market trends, opportunities and competitive threats
  • Track all client development activity using CBRE sales management products

General Leadership Skills:

  • Serve as a change agent for business improvements. Develop buy-in and support for new initiatives and processes
  • Provide effective presentations to senior management, employees, prospects, and clients
  • Serve as a key industry and division/line of business/company spokesperson to community
  • Lead by example to earn respect and trust of peers, employees and clients. Clearly support others by providing honest, open, two-way communication. Provide appropriate feedback loop to executive leadership on relevant issues
  • Implement or direct the implementation of programs that meet corporate goals and objectives
Other duties may be assigned.


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


Bachelor’s Degree (BA or BS) from four-year college or university required. Master’s degree (MA, MS or MBA) preferred. A minimum of eight (8) years progressively responsible experience. Possesses strong experience in managing a large, diverse team. Has strong understanding of industry and specific lines of business. Demonstrates knowledge/capabilities in the areas of financial analysis, business administration, legal, human resources, ethical practices, marketing, business development and consultative sales. Fosters a strong service-orientation and an “advisory role” in client relationships. Uses ability to think strategically and to synthesize the most complex business and financial data. Utilizes an entrepreneurial approach and develops innovative solutions.


Real Estate sales, brokerage or appraisal license required as appropriate for the business unit. Participation in professional and industry organizations desired.


Ability to communicate effectively to justify or defend sensitive matters with executives.


Possess advanced financial skills and knowledge to review the complex financial reports prepared by others and to make recommendations to executives that impact division/line of business/company


Ability to review and analyze recommendations and results provided by others that directly impact division/line of business/company.


A strong entrepreneurial and creative spirit. Some knowledge and understanding of all facets of property and asset management, leasing, brokerage, marketing, and financial reporting. Is flexible and adept at handling multiple priorities and initiatives. Displays excellent organizational skills. Above-average computer skills in Word, Excel, and Internet usage. High level of integrity and ethics is critical.


Decisions made with full understanding and interpretation of procedures, policies and business practices to achieve general results. May recommend changes to procedures, policies and business practices.


This job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be responsibilities and qualifications required of employees assigned to the job.


US Company Profile

About CBRE (NYSE: CBRE): At CBRE, you are empowered to take your career path into your own hands. Enjoy workplace flexibility in a global organization with tremendous scale. Work in an inclusive and collaborative environment with supportive teammates. Come experience the employee advantage at CBRE.

CBRE has a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law.

As a Fortune 500 worldwide leader in real estate services, CBRE’s more than 90,000 professionals provide exceptional outcomes for clients in over approximately 480 offices worldwide.  When it comes to real estate, CBRE sees potential everywhere. We turn scale into strength, expense into performance, and property into prosperity. Visit cbre.us.

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