Head of Sales

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Job details

Company overview

We are a wholly-owned subsidiary of the world's largest commercial real estate and investment advisory firm, operating in over 100 countries. Our primary businesses include construction management and facility management. Leveraging our global scale and comprehensive solutions, we support corporate strategies and business transformations. We offer products and services that achieve cost management, operational excellence, stakeholder satisfaction, and appropriately scaled solutions across various fields. From short-term decision-making to long-term strategic planning, we identify solutions tailored to each client's needs and opportunities, driving strategic business outcomes worldwide as their partner.

Responsibilities

Lead sales pursuits and the associated tracking and reporting, and cultivate and expand Japan FM market. Main responsibilities:

• To negotiate and successfully close sales opportunities to meet and exceed agreed sales targets within the target markets agreed by the Country Managing Director.
• To develop and build long-term professional customer relationships with existing, new and potential clients.
• Maintain excellent relationships and after sales support to build mutual confidence in line with the agreed business strategy.
• To identify and build a long term active pipeline for their team, exploring both existing markets and targeting new market opportunities.
• To functionally support any BDM’s / BDD’s assigned to them.
• Create PDP so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the support to allow them to be successful.
• Manage and develop the Sales Executive, Sales Coordinator, Create PDP so as to ensure they have the appropriate training and development opportunities to fulfil their role and are given the experiences to allow them to be successful.
• Use innovative means to develop new sources of profitable business.
• Ensure the accuracy and quality of all sales reporting.
• Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with company standards. 
• Generate tenders and relevant document preparation, using the specialist support functions (procurement, People, QHS etc) as well as local managers and the Vice President Sales.  
• Ensuring at all times that the Knowledge Base contains the highest quality and most up to date examples of “what good looks like”.
• Raise the company and business profile by representing CBRE at industry events, high level networking and promoting an image of professionalism at all times.
• Keep up-to-date with industry developments, maintaining awareness of competitor activity and market trends.
• Ensure that the Country MD is fully aware of all activities.
• Attend monthly sale reviews with to ensure they are fully updated on all sales activities and potential new business opportunities.
• Ensure that specialist functions e.g. People, QHSE and Commercial are advised of any new potential business opportunities to ensure compliance.
• Ensure that appropriate sign-offs are understood and adhered to when considering new business opportunities.
• Maintain the relevant contract documentation in the support of tenders and re-bids for the Business utilising the Knowledge Base
• Attend and take an active part in all divisional board meetings and Bi Weekly meetings.
• Read all tenders documents, so as to ensure the quality and commerciality of our proposals.
• Take full ownership of all re-bids within their division.
• Knowledge and experience in doing transition and project management to help ensure a smooth transition of new business.
• Provides support and oversight to transition team working with different functions in HR, HSE, Technical team and Supply Chain
• Basic understanding of commercial and legal contracts to minimize risks for the business.
• Ability to negotiate business position during contract negotiation with potential new clients.
• Provide visibility, guidance and direction to market the company BRAND via social media platforms, forums, events and webinars
• Serves as a conduit for assisting the sales team with researching information needs within a complex platform and highly matrixed work environment.
• Evaluate and report on industry and business trends in local market areas for potential impact on the sales team.
• Monitors 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.

Requirements

Minimum requirements:

• Bachelor's degree (BA/BS) from four-year college or university
• A minimum of five years of related experience managing the activities of a sales force in a service organization.
• Communication skills
  • 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.
• Financial knowledge:
  • Requires in-depth knowledge of financial terms and principles.
  • Ability to calculate complex figures.
  • Ability to forecast and prepare budgets.
  • Conducts financial/business analysis including the preparation of reports.
• English: Business level
• Japanese: Native level

Salary

8 - 14 million yen

Location

Tokyo