Sales Manager

Position Overview

Assists the Sr. Managing Director and Service Line Leaders with the implementation of the sales process. Supports business development and strategy, identification and qualification of opportunities, execution of business plans, and service line sales efforts. Partners with Service Line Leaders to attract, develop, and retain a highly effective sales force to achieve growth and market share gains.

Essential Job Functions

Supervisory Responsibilities

• Manage sales management staff. Plans and monitors appropriate staffing levels and utilization of labor. Prepares and delivers performance reviews for staff.
• Provides timely coaching to direct reports to build their functional expertise, enhance employee engagement, and develop their competencies and skills.
• Advise and make recommendations regarding personnel performance issues, salary administration, personnel promotions, training, and career development.
• Lead by example and model behaviors that are consistent with the company’s RISE values.

Sales Management Responsibilities

• Act as the Raleigh Broker-In-Charge.
• Develop strong relationships with Service Line Leaders and sales professionals to advance the sales process and leverage the best talent to optimize sales results.
• Work with Accounting and Service Line Leaders to analyze service line profitability and establish an action plan, operational changes, and process improvement opportunities.
• Manage and evaluate metrics on sales process initiatives including market sales activity, pursuit lists, sales pipelines, and follow up reporting.
• Receive and appropriately assign all incoming referrals from other CBRE offices.
• Ensure internal company sales guidelines and processes are followed. Work with Sr. Managing Director to address non-compliance.
• Analyze and make recommendations on the use of relevant tools to evaluate sales metrics, research, and reporting related to sales process initiatives.
• Partner with Service Line Leaders to identify greenspace opportunities in market share and propose a business development strategy.
• Identify, develop, and implement best practices related to the sales process including identifying prospects, aligned business plans, internal market meetings, prospect reporting, implementing pursuit process, pursuit lists, sales pipeline reporting, and cross selling.
• Manage and resolve internal and external conflicts among sales professionals when necessary.
• Implement training curriculum, partners with Service Line Leaders to implement specific training curriculums for each service line.
• Performs other duties as assigned.

Winning Behaviors, Competencies, and Skills

• Ability to motivate and negotiate effectively with key employees and leadership to take desired action.
• Ability to make effective and persuasive presentations on complex topics.
• Strong business acumen with exceptional problem solving and critical thinking skills.
• Ability to comprehend, analyze, and interpret business documents. Ability to write reports, manuals, speeches, and articles.
• Requires in-dept knowledge of financial terms and principles. Ability to forecast and prepare budgets. Ability to conduct financial and business analysis.
• Requires advanced level analytical and quantitative skills, with experience developing strategic solutions for a growing multi-industry sales environment.
• Ability to draw upon the analysis of others and make recommendations that have a direct impact on the company.

Education, Work Experience, and Industry Knowledge

• Bachelor's degree (BA/BS) from an accredited college or university or a combination of education and relevant experience.
• Minimum 5+ years of sales management and/or business development experience required.
• Minimum 3+ management experience required.
• Minimum 5+ years of commercial real estate industry experience preferred.
• Active North Carolina Real Estate License preferred. Ability to obtain within the first six months of employment.

• Provide personal transportation for meetings, client meetings, and property visits outside the office.
• Prolonged periods of sitting at a desk and working on a computer.
• Occasional travel to client meetings or properties outside the office.

This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristics protected by law.

Company RISE Values:

Respect - Treat everyone with dignity, value their contribution, help one another succeed.

Integrity - Uphold the highest standard in our business practices.

Service - Dedicate ourselves to making a meaningful impact with our clients and in our communities.

Excellence - Aspire to be best in everything we do and strive for continuous improvement.