Job Title: Director, Business Development, Experience Solutions
Designed to complement CBRE's occupier and landlord service offerings, the Host mission is to create and scale people-led, technology-enabled services that increase individual well-being, personal productivity and organizational effectiveness. Put simply: our goal is to help people work smarter and delight in doing it.
We are a diverse team of creative, engaged and highly-motivated individuals who are passionate about disrupting real estate from inside the world's largest real estate services organization and changing employee expectations about what it should feel like to come to work every day.
About the Role
Today, CBRE employs over 2,000 people who provide front-of-house office services and manages the workplace environment for more than 20 million employees every day. With Host we're upping our commitment to customer service by offering a front-of-house experience that is tailored and more responsive to individual and organizational needs and better integrated with back-of-house functions. We are combining those services with an industry leading, proprietary, mobile experience app. We are seeking an Experience Solutions Director who will use an appreciation and understanding of exceptional hospitality and integrated facilities management differentiate CBRE from its competition by designing and costing the most compelling, value driven, and operationally advanced Experience Services solutions in the marketplace. You'll design the solutions, that deliver the experience, that delights building occupants and visitors.
ESSENTIAL DUTIES AND RESPONSIBILITIES
In close collaboration with Host Sales and Digital Solutions colleagues, develop the overall tailored solution of experience services outsourcing pursuits, including the development of innovative operating models, organization design, cost savings, financial analytics, and other CBRE value added tools. This role will collaborate closely with GWS and Property Management sales and solutions team in developing integrated operating solutions for our clients.
Review client's RFP or other data such as portfolio information, service demand history, service levels, spend reports, and strategic vision to determine appropriate service delivery model and maximize the value proposition to meet expectations. Develop clarifying questions as needed.
Collaborate with key internal stakeholders to determine competitive solution to win, baseline/volume sufficiency analysis, and key risk factors.
Support Business Development Leaders by offering a full understanding of the competitor landscape for each opportunity as well as developing commercial models and pricing to ensure competitive advantage, margin and risk requirements are met.
Provide in-depth knowledge of CBRE's Host and IFM initiatives and tools. Ensure our solutions are aligned to the vision of Host hospitality services strategy, are competitive, achievable, and aligned to our solutions guidance. Expand our business offering to our clients by increasing the adoption rate for platform initiatives.
Utilize multiple solutioning tools, benchmarks, and costing databases to ensure solution pricing provides the best achievable value for the client with minimum risk. Work with Business Development and Commercial Teams to populate internal and client pricing templates. Develop key assumptions for each solution.
Work within a matrix organization and enlist assistance and support from subject matter experts for world class solutions. This will frequently involve representing Host as part of an integrated business pursuit.
Review RFP questions and provide responses for written proposals and graphical presentations
Conduct due diligence site tours and collect client information on the services and portfolio, such as purpose of the client business, building data, scope determination, organization, service levels, current operating spend, and use that information to create world class experience services solutions.
Attend internal solution calls and in-person solution workshops as determined by the Business Development Leader.
Attend and present solution at client yellow pad sessions and final presentations.
Provide Solution Workbook and other relevant materials to Transition team to ensure a smooth and efficient handoff of information. Attend transition kickoff meetings as needed.
Performs other duties as assigned.
Manages the planning, organization, and controls for a major functional area or department. May be responsible for a mix of direct and matrix reports. May approve recommendations for staff recruitment, selection, promotion, advancement, corrective action and termination. May monitor appropriate staffing levels and reports on utilization and deployment of human resources. Leads and supports staff in areas of staffing, selection, training, development, coaching, mentoring, measuring, appraising and rewarding performance and retention. Leads by example and models behaviors that are consistent with the company's values.
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.
EDUCATION and EXPERIENCE
Bachelor's degree (BA/BS) from four-year college or university. 5+ years of Facilities Management experience required or an advanced degree (ie. MBA). 5+ years of commercial real estate outsourcing solutions, costing, and org model development is preferred.
CERTIFICATES and/or LICENSES
CoreNet membership preferred and participation in local events.
Ability to comprehend, analyze, and interpret the most complex business documents. Ability to respond effectively to the most sensitive issues. Ability to write reports, manuals, speeches and articles using distinctive style. Ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups. Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.
Comfortable meeting and engaging with new people.
Warm and engaging demeanor. Ability to assess circumstances, empathize and offer help.
Embody the hospitality culture of Host service model
Requires in-depth knowledge of financial terms and principles. Reviews complex financial/business analysis and reports prepared by subordinates. Ability to analyze the most complex business/financial data and develop innovative solutions. Develops and implements financial policies and procedures.
Ability to solve advanced problems and deal with a variety of options in complex situations. Requires expert level analytical and quantitative skills.
OTHER SKILLS and/or ABILITIES
Intermediate skills with Microsoft Office Suite products such as Word, PowerPoint, Visio, SharePoint, OneNote, Outlook, etc. Advanced Excel skills preferred. Experience working with large data sets and decipher multiple types of RFP models preferred. Comfortable with and embracing of new technologies and digital tools; such as Apps, databases, financial management, work order management, social networking, cloud technologies, handheld mobile technologies and applications, and communications.
Promotes ideas and proposals persuasively and in a consultative approach to shape stakeholder opinions and buy-in
An ability to think outside the box and change solutions to meet the needs of dynamic growth companies. Ability to lead development of creative or unique solutions - thinking beyond what we have always done, creating a vision of what could be, driving through hurdles, leading teams to develop unique solutions.
SCOPE OF RESPONSIBILITY
Decisions made with thorough understanding of procedures, company policies, and business practices to achieve general results and deadlines. Responsible for setting work unit and/or project deadlines. Errors in judgment may cause short-term impact to department.
This position will ideally be based in Chicago, New York, Seattle, San Francisco or Washington DC, although other locations will be considered, depending on the candidate
Candidate must be willing to travel up to 50% of the time, including occasional international travel
Internal Number: 19015327
With broader and deeper capabilities than any other company, CBRE is the leading full-service real estate services and investment organization in the world.
CBRE Group, Inc. is the world’s largest commercial real estate services and investment firm, with 2017 revenues of $14.2 billion and more than 80,000 employees (excluding affiliate offices). CBRE has been included in the Fortune 500 since 2008, ranking #214 in 2017. It also has been voted the industry’s top brand by the Lipsey Company for 17 consecutive years, and has been named one of Fortune’s “Most Admired Companies” in the real estate sector for six years in a row. Its shares trade on the New York Stock Exchange under the symbol “CBRE.”
CBRE offers a broad range of integrated services, including facilities, transaction and project management; property management; investment management; appraisal and valuation; property leasing; strategic consulting; property sales; mortgage services and development services.