Sales Lead Integrated Portfolio Services- Leasing Advisory

Sales Lead – Integrated Portfolio Solutions

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This position is part of our Leasing Advisory services within the Integrated Portfolio Solutions platform.

The Sales Lead – Integrated Portfolio Solutions is a sales position with primary responsibility of driving revenue growth for the Portfolio Solutions platform across clients with specific needs primarily in the middle-market or mid-cap space. The target candidate has delivered successful selling outcomes using structured sales processes and tools. The IPS Sales Lead will be a leader of a pursuit team, that will be comprised of Business Line Leaders, Brokerage Leaders, Service Line SMEs, and support staff in marketing and pricing.

The role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that instills confidence and trust.

Primary Responsibilities:

• Lead business development, client development, and client relationship management for the IPS Business Lines with a focus on leasing advisory and transaction management services;
• Create systematic target lists based on Total Addressable Market, geographic location, and sales team expertise;
• Prioritize prospects based on tiering methodology and partner with Sales Enablement to define pursuit strategy;
• Oversee distribution of targets, partnering with Broker Leads and Industry Leads to identify Best Team on the Field;
• Develop effective sales strategies, from identifying the client needs, aligning to pain points, and determining appropriate solutions and pricing for leasing and portfolio optimization services;
• Understand and clearly communicate how our products and service offerings can solve client needs of today and in the future; including our digital products;
• Maintain a thorough knowledge of the competitive environment and understand how workplace trends and technology are changing the needs and demands of our clients;
• Generate multi-service business opportunities with Brokers nationally across various Markets leveraging leasing advisory expertise;
• Coordinate activities related to a pursuit, including the coordination of cross-business line resources to create proposals, presentations and RFP materials;
• Lead local and national new business pursuits for the IPS Businesses and the Work Dynamics leadership teams;
• Proactively anticipate deal-level challenges and roadblocks that can obstruct a new sale, using past experience, customer feedback and peer perspectives;
• Assess market trends, diagnose root-cause of commercial challenges and identify potential risks for sales processes.

Interested? An ideal candidate would need to have the following qualifications:

Required:

• Dynamic leader who can easily establish credibility and can build trust and rapport during the sales process;
• Thought-leadership in the technology and digital space;
• Demonstrated future-ready change agent;
• Has an established presence in the market and proven credibility within the Brokerage and Leasing Advisory community;
• Proven expertise in creating and managing multi-service level offerings to clients;
• Strong written and verbal communication skills and the understanding of how to leverage these in the internal and external sales process;
• Well-respected leader with demonstrated ability to quickly gain the trust of others;
• Results-oriented, strategic thinker, political astuteness, innovative and dynamic;
• Proven and passionate new business development ability with a track record of success;
• Ability to develop and maintain strong internal team relationships resulting in outstanding results, delighted clients, and impeccable references for future clients;
• Extremely organized and capable of managing multiple initiatives with minimal direction;
• High energy level, thrives in a fast-paced and ever-changing environment;
• Track record of exceptional performance demonstrated by beating success metrics and accelerated career advancement;
• Evidence of efforts to expand industry knowledge and business acumen by leveraging external committees and organizations;
• Exceptional presentation skills with the ability to deliver compelling stories for the win;
• Relates well to all levels; establishes confidence and trust; well-respected;
• Ability and keen interest in working effectively in a matrix organization.

Preferred:

• Transaction Management and/or brokerage experience in similar roles strongly preferred;
• Experience in leasing advisory, tenant representation, or landlord representation is highly…