CBRE is hiring a dynamic, results-oriented leader to grow its Life Sciences (LS) sector lab services practice. This individual will be responsible for developing and implementing business development strategies and targets; leading business development programs and initiatives and holding accountability for lab services growth outcomes.
Responsible for winning, sustaining and growing activities in lab services, lab asset and scientific services outsourcing LS pursuits and supporting pursuits that include lab-related services along with other CBRE core services. Identifies opportunities and manages the cultivation, pursuit strategy, and pursuit execution to include the client pipeline, proposals, presentations, deal underwriting, and other client-facing meetings and materials. Establishes strong corporate client relationships with key decision-makers across various organizational levels.
In addition to leading strategic pursuits, this dynamic leader:
Leads interactions in a client-facing role in large, regional and global pursuits, renewals and expansions.
Holds strong understanding of the lab services industry, the CBRE platform, and value proposition, and how those services integrate with other CBRE service lines.
Coordinates the governance of sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation and negotiation.
Stays abreast of industry dynamics; evaluates industry and business trends and analyzes performance and responds with necessary business change.
Manages and achieves financial, operational and other measures as defined in deliverables and/or KPI's (Key Performance Indicators) established for the client(s) as part of a one-time client engagement or as part of an on-going client relationship.
Collaborates with Senior Managing Director of Sales and Client Solutions and divisional leadership to develop a concise plan to accomplish the retention and acquisition of clients/markets, focusing on our value-add as "expert advisors" rather than "tactical or transaction specialists". Meets business growth objectives consistently.
Will approve subordinate's recommendations for staff recruitment, selection, promotion, advancement, corrective action and termination. 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 & Education-
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.
Industry experience in Lab Services within Life Sciences pharmaceutical external lab services partner companies highly desired.
Demonstrated performance history in selling and growing lab services or consulting experience with demonstrated results.
Bachelor's degree (BA/BS) from four-year college or university. MBA highly preferred but not required.
Minimum of 7 - 10 years of related lab services leadership/selling experience preferred.
Demonstrated strong client relationship cultivation and presentation skills
Must demonstrate strong networking skills with relevant professional licenses and organization ties.
Ability to comprehend, analyze, and interpret the complex business and legal documents including contracts and RFP documents.
Executive presence required; 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.
Requires advanced financial and analytics skills to review commercial models and pricing.
Candidate should be able to prioritize key initiatives, develop business cases for budgets and reserve investments to align operational units towards common business development goals.
Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills.
Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.
Decisions made with in-depth understanding and interpretation of authority matrix, company policies and business practices.
Responsible for setting project, department and/or division deadlines.
Internal Number: 19043923
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.