Hi there, welcome to Hana. Backed by CBRE's decades of real estate experience, we're leading the way in creating spaces where companies and individuals, like yourself, can collaborate and thrive. We're building a world-class product and team that is redefining the flexible work space and beyond. At Hana, we focus on the details that drive success – a professional environment, thoughtful designs and courteous service – just to name a few. We believe in fostering a culture that drives accomplishment through adaptability, professionalism and thoughtfulness. And, we like to have a bit of fun too. If you are a detail-oriented, curious, self-starter interested in joining a fun and fast-paced team, we hope you will apply.
Our Development team is focused on mid-sized and enterprise level companies, ranging from 10-50,000 employees globally, and it's a core market segment critical to our long-term success. This team is responsible for building both global and local relationships as well as account expansion. As part of our Global Development organization, our Sales Leaders will sell into all industries with a specialized focus on larger office suites using a consultative sales approach.
As Global Head of Sales, you will work closely with brokers and strategic account executives across the globe, along with your local sales and unit team sales members to ensure a top-notch experience from initial site inspection/tour to close. You are focused on long-term deals (minimum 12 months), are able to articulate our value proposition to C-Level executives across multiple departments and understand how to negotiate and navigate through complex deals to get them closed. Your responsibilities will include but is not limited to:
Develop the overall strategy for the B2B sales & marketing function, org structure, systems enablers and aligned metrics behind an aggressive set of growth KPIs.
Create a set of sales generation processes, and set of campaigns to support 25 new location openings per year in key markets (by partnering with Marketing)
Partner with the Marketing team and support campaigns with an integrated marketing approach -- inclusive of paid media, content marketing, and sales events. Leverage the Global Marketing team for creative assets and content to enable scale.
Align account-based-marketing tactics behind the sales team plans, with a well-integrated set of marketing campaigns, sales experiences and metrics
Engage the world's premiere partners and brands to advance the B2B program to become world-class.
You will successfully be able to manage a global sales team.
You will work with brokerage teams ranging across CBRE and other firms.
You will curate the experience and work with corporate (enterprise) clients to grow across the portfolio.
You will work on the transition to the on-site launch sales teams.
You will handle all sales and fill capabilities including the launch team's endeavors.
Your responsibility will span across Sales for Hana.
Essential Duties & Responsibilities
Prospect and build pipeline for existing locations and future building/unit openings.
Take tours of mid-size and enterprise sized organizations and manage to close.
Develop a strategic sales plan to be executed within your book of business for each market.
Articulate the Hana value proposition to C-Level executives across Finance, Development, Operations, HR, and other departments as necessary.
Leverage Salesforce or similar program to maintain an accurate pipeline and forecast.
Work cross-functionally with Broker Relations, Development, and Operations to optimize the member experience. Foster collaboration across other teams.
Uncover growth opportunities through existing clients.
Create value for clients and add to the company's capabilities and reputation.
Maintains a thorough understanding of all of CBRE and Hana's product offerings and tailoring its presentation to meet the needs of different types of organizations.
Assist clients in developing the business case and value proposition for proposed solutions when necessary, driving our partnership and joint-venture model.
In some instances, be the local point of contact for Enterprise opportunities (>1,000 employees)
Define, develop, execute and own the pre-opening Sales process.
Lead teams of pre-Sales professionals in day to day activity including building site inspections/tours, sales forecasting, pipeline management.
Experience managing a quota carrying team in a fast-paced, high-growth selling environment
Maintain sales by keeping current with building/unit occupancies, changing trends, economic indicators, and competitors.
Outside the box thinking to develop new and unique sales tactics.
Provides formal supervision to individual employees within multiple functional and operational areas. Recommends staff recruitment, selection, promotion, advancement, corrective action and termination. Plans and monitors appropriate staffing levels and utilization of labor, including overtime. Prepares and delivers performance appraisal for multiple staff. Mentors and coaches team members to further develop competencies. Leads by example and models behaviors that are consistent with the company's values.
Experienced people manager with a passion for servant leadership, understands that none of us are as good as all of us, and for developing employees and their career paths.
5+ years of sales experience managing a full sales cycle.
Track record of overachieving targets in a market-leading business-to-business sales organization.
Experience with longer sales cycles, and multi-contact, value-based, and consultative selling.
Combination of both inside and face-to-face sales experience.
Strong interpersonal and presentation skills with exceptional verbal and written communication skills.
Coworking sales experience and Real Estate knowledge/experience a plus.
Demonstrated ability to establish and nurture C-level relationships.
Expert user in CRM, preferably Salesforce.com.
Enthusiasm for the CBRE brand, Hana brand, and our mission.
Managed organizations of 50+ people across multiple units.
Experience in managing sales and building high visibility brands is critical.
Experience in real estate, or hospitality/coworking is required.
Thrive in a fast-paced environment while maintaining excellent attention to detail.
Strong communication, organization and project management skills.
Assertive and have a strong drive to develop those around you, being a servant leader.
Demonstrate integrity, dependability, responsibility, accountability, self-awareness, work ethic, and empathy.
Strong global sales background.
Proven experience with Business scaling and entrepreneurship.
Experience in planning strategic growth.
A proven track record for inspiring, attracting, developing, and retaining a team of high caliber business leaders.
A strategic thinker with strong tactical acumen-gets stuff done without fanfare.
Other Skills & Abilities
A deep passion and appreciation for the power and delicate nature of a great brand and how to leverage that brand to engage and grow an enterprise patron base.
Experience in building, launching and scaling engaging hospitality businesses and experiences for a world class brand, including early stage (high growth) experience.
CBRE Hana, LLC is a wholly-owned subsidiary of CBRE Group, Inc., the world's largest commercial real estate services and investment firm (based on 2017 revenue). Hana partners with real estate owners to develop and operate integrated, scalable, flexible workspaces. Each unit contains office suites (Hana Team), conference rooms and event space (Hana Meet) and co-working (Hana Share). Hana provides property owners increased transparency, control over their asset environment, and a valuable offering for companies that desire to maintain their culture and brand while leveraging the benefits of a flexible space offering. More information is available at www.hanaspaces.com.
Internal Number: 18034094
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.