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Sales Management Director

Job ID

221298

Posted

26-May-2025

Service line

Advisory Segment

Role type

Full-time

Areas of Interest

Executive Management

Location(s)

Chicago - Illinois - United States of America

About The Role:

In partnership with the Market or Line of Business leader, this role leads the implementation of the Sales Management operating model. It involves overseeing the business development process and strategy, identifying and qualifying opportunities, assigning individuals to pursuit teams, conducting broker debriefs, executing business plans, and coordinating sales efforts across geographies and lines of business. The position partners closely with local, regional, and national leaders — including Sales Management leadership — to attract, develop, and retain a high-performing salesforce that drives organic growth and market share gains.

What You'll Do:

+ Build strong relationships with regional Market Leaders and sales professionals to advance sales management principles and optimize sales performance by leveraging top talent.

+ Ensure compliance with company sales guidelines and full use of Salesforce.com and other systems by auditing regional adoption and working with Managing Directors to address gaps.

+ Use tools like Salesforce.com to manage and report metrics tied to sales initiatives, including local market activity, pipelines, pursuit lists, follow-up reports, and business plans.

+ Drive the adoption of the Finishing First process for material pursuits.

+ Collaborate with peers and leadership to coordinate vertical pursuit strategies across sectors such as MidCap, Private Equity, Healthcare, Non-Profit, Law Firm, and Critical Environments.

+ Identify, implement, and share best practices in Sales Management — including market prospecting, aligned business plans, quality broker debriefs, team formation, inbound/outbound referral processes, pursuit protocols, and pipeline reporting.

+ Seek and influence key improvements in sales management practices.

+ Support recruitment, development, and performance management of the local sales organization to ensure optimal staffing.

+ Work with national leadership on gap analysis to maintain effective staffing levels.

+ Execute national training programs and collaborate with the regional team on local training initiatives.

+ Partner with Research and Marketing to implement Client Care programs.

+ Foster enterprise-wide collaboration.

+ Organize and lead team meetings focused on strategy, progress tracking, and goal alignment.

+ Serve as a key resource for helping sales teams navigate internal tools and resources in a complex, matrixed organization.

+ Evaluate and report on national and local trends impacting the sales function.

+ Maintain relationships with industry groups, vendors, and professional organizations.

+ Perform other duties as assigned.

Supervisory Responsibilities

+ Lead planning, organization, and oversight of a major functional area or department.

+ Manage a combination of direct and matrixed reports.

+ Approve or recommend staffing decisions including recruitment, promotion, advancement, corrective actions, and terminations.

+ Monitor staffing levels and ensure effective deployment of human resources.

+ Provide leadership in training, development, performance appraisal, and employee retention.

+ Model and promote behaviors aligned with the company’s core values.

What You'll Need:

To perform this job successfully, an individual will need to perform each crucial duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

+ Bachelor's degree (BA/BS) from a four-year college or university; MBA preferred.

+ Minimum of 7 years of experience managing sales force activities in a service-based organization.

+ Real Estate Salesperson license required.

+ Exceptional communication skills, including the ability to analyze complex business documents, respond to sensitive issues, and deliver compelling presentations and written materials.

+ Strong motivational and negotiation skills to influence internal stakeholders and clients.

+ Deep understanding of financial principles, including budgeting, forecasting, and business analysis.

+ Advanced problem-solving capabilities and strategic thinking within a complex sales environment.

+ Technically proficient in sales systems and Microsoft Office Suite (Excel, PowerPoint, Word, Outlook); familiarity with social media and web-based tools.

+ Strong knowledge of Salesforce.com is a plus.

Why CBRE

When you join CBRE, you become part of the global leader in commercial real estate services and investment that helps businesses and people thrive. We are dynamic problem solvers and forward-thinking professionals who create significant impact. Our collaborative culture is built on our shared values — respect, integrity, service and excellence — and we value the diverse perspectives, backgrounds and skillsets of our people. At CBRE, you have the opportunity to realize your full potential.

Our Values in Hiring

At CBRE, we are committed to fostering a culture where everyone feels they belong. We value diverse perspectives and experiences, and we welcome all applications.

Disclaimers

Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future.

CBRE carefully considers multiple factors to determine compensation, including a candidate’s education, training, and experience. The minimum salary for the Sales Management Director position is $145,000 per year and the maximum salary for the Sales Management Director position is $160,000 per year. The compensation that is offered to a successful candidate will depend on the candidate’s skills, qualifications, and experience.

**Equal Employment Opportunity:** CBRE has a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law.

**Candidate Accommodations:** CBRE values the differences of all current and prospective employees and recognizes how every employee contributes to our company’s success. CBRE provides reasonable accommodations in job application procedures for individuals with disabilities. If you require assistance due to a disability in the application or recruitment process, please submit a request via email at [email protected] or via telephone at +1 866 225 3099 (U.S.) and +1 866 388 4346 (Canada).

CBRE, Inc. is an Equal Opportunity and Affirmative Action Employer (Women/Minorities/Persons with Disabilities/US Veterans)