Sales Lead, Local FM

Job Title

Sales Lead, Local FM

Job Description Summary

The Sales Lead, Local FM is accountable for driving new business growth for Cushman & Wakefield's Local FM business within an assigned Market. The Sales Lead builds and manages a new business pipeline, actively sells Local FM services including engineering, soft services, workplace experience, — to local/regional occupiers, and is accountable for achieving revenue and profit goals for the Local FM business in the market. The Sales Lead partners closely with the market's FM Director, who owns service delivery, to ensure a smooth handoff from sale to onboarding.

Job DescriptionKey Responsibilities

• Build and manage a robust new business pipeline for Local FM within the assigned market, from prospecting through close.
• Actively sell Local FM services to local/regional occupiers, leading pitches, proposals, and commercial negotiations.
• Own and achieve revenue and contribution margin targets for the Local FM business in the assigned market.
• Generate and qualify leads by partnering with Asset Services market leaders, C&W Brokers, and Business Development, and by prospecting independently within the market.
• Develop and execute a market coverage and account-targeting plan, prioritizing the highest-potential prospects and expansion opportunities within existing accounts.
• Partner with the market's FM Director to scope new engagements accurately and ensure a clean handoff from sale to mobilization / onboarding.
• Maintain accurate pipeline, forecast, and activity data in CRM/reporting tools, and report on sales performance against targets.
• Stay current on market conditions, competitor activity, and client needs to shape Local FM's value proposition and win strategy in the market.
• Represent Cushman & Wakefield's Local FM offering at client and industry events to build market presence and generate opportunities.

Qualifications & Experience

• Bachelor's degree in Business Administration, Facilities Management, or related field, or equivalent combination of education and experience.
• 10+ years of business development or sales experience, ideally selling facilities management, real estate services, or related outsourced services.
• Demonstrated, quota-carrying track record of building new business pipeline and closing sales against revenue and profit targets.
• Strong prospecting, pitch, negotiation, and closing skills, with the ability to sell to local/regional occupiers at multiple decision-making levels.
• Working knowledge of the Local FM service offering (engineering, soft services, workplace experience, procurement, vendor oversight) sufficient to credibly scope and sell it.
• Experience using CRM and pipeline/forecasting tools to manage and report on a sales territory.