Senior Director - Client Solutions

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Role purpose

The Client Solutions team is the major business development channel for CBRE's Advisory & Transactions contracted accounts business. The team directly supports the growth of this business through leading and winning new contracted work (new logos and expansion of existing services), the renewal and retention of strategic accounts and strategic 'one off' opportunities that will set us up for contracted success.

The team is responsible for the creation of global real estate solutions that drive tangible return on investment, improve portfolio performance and enhance employee satisfaction for clients.

Client Solutions Directors (CSDs) are seasoned consultative sales professionals bringing best-in-class outsourcing expertise from within and outside of the Corporate Real Estate industry, ensuring that we lead from the front, challenge the norm to secure high value, profitable business.

Key responsibilities:

The Client Solution Director will have responsibility for contracted pursuit activities within a given Vertical Sector across EMEA, or globally. This will cover:

• All RFIs/RFPs
• Major new business initiative
• Retention activity
• The Client Solutions Director will have the following responsibilities:
• Leads the end to end pursuit/new business process and owns the client relationship through each pursuit (where appropriate)
• Leads and manages the entire pursuit team, across products and geographies
• Nurtures the relationship with the Client stakeholders
• Creates and evolves the win strategy: milestone measurement, strategic approach; creates ongoing opportunities for Client interaction.
• Designs and develops the Client solution
• Positively challenges the Client's approach throughout the process
• Responsible for every aspect of the solution and its presentation to the Client
• Regularly revisits our approach to ensure it aligns to the Client's strategic imperatives
• Full responsibility for all commercial & legal negotiations; adherence to governance & compliance; handover
• Delegates leadership of all smaller pursuits/new business opportunities to the designated Client Solutions Manager for the vertical:
• Oversees the pursuit, providing support & coaching where necessary
• Challenges the win strategy, the solution & the commercial model
• In conjunction with the Vertical Sector lead, develops & continually evolves the Business Development Strategy for the vertical sector
• Responsibility for coaching/mentoring of the Client Solutions Manager(s) allocated to the vertical sector
• Collaborates with the wider vertical community to leverage & distil best-practice.

Person specification/requirements:

• Bachelor's degree minimum
• 10+ years of sophisticated, high-value strategic solutions experience and/or complex BPO engagement within a blue-chip organisation
• Corporate Real Estate industry knowledge an added benefit, but not critical to the role
• Proven track record in the successful negotiation of profitable complex contracts within global organisations
• Excellent solution architecture skills. Strong problem solving and troubleshooting skills with the ability to exercise mature judgment
• Ability to navigate a global organisation, influence stakeholders, inspire confidence and affect outcomes. Ability to gain trust and influence with limited direct authority
• Ability to thrive in a matrix environment; adept at managing virtual teams, encouraging different cultural and personal perspectives
• Excellent Relationship skills - using flexibility of style, emotional intelligence and rapport building to ensure customers & peers are fully engaged at all times
• Outstanding negotiator with the ability to create a win/win for both business and client
• Ability to think outside the box, multi-task and work well under pressure, to identify issues and work to resolve them in partnership with business leaders
• Personal agility, connectedness and resilience to thrive in a dynamic, changing environment
• Passion to define & influence standards and drive best practice
• Self-motivated, with the ability to fit in well with a team

Equal opportunities

We are an equal opportunities employer and do not discriminate on the grounds of gender, sexual orientation, marital or civil partner status, pregnancy or maternity, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability or age.