Job Title
Associate Director, Occupier Sustainability RFP & Sales
Job Description Summary
Job Description
Job Description Summary
The Associate Director (AD) is an experienced sales and proposal professional with 10+ years of experience in sales for energy management, facilities management, sustainability consulting, real estate services or professional services business development. This person will work in close partnership with Occupier Sustainability leadership and will be the primary driver of RFP and proposal support and sustainability sales across our Americas Occupier business, which includes sustainability work primarily within large facilities management contracts. This role manages the RFP process end-to-end, turns input from subject matter experts into a cohesive, compelling pitch, and sells our portfolio of sustainability services to existing and prospective Occupier accounts. The AD will identify and convert cross-sell opportunities within existing accounts, support sales pitches, and build repeatable tools and processes that improve win rates and accelerate growth for the sustainability business.
Job Description
RFP and Proposal Management
- Manage the RFP, RFI and RFQ process end-to-end for Occupier sustainability pursuits (primarily for integrated facilities management): qualify opportunities, develop the response plan and timeline, assign owners and drive to on-time, compliant submissions
- Write, edit and refine proposal content, including executive summaries, technical approach, scope of services, pricing narrative, credentials and team bios, so that each response is clear, persuasive and tailored to the client
- Synthesize input from sustainability, energy, engineering, facilities management, project management and transactions experts into a cohesive, differentiated pitch with clear win themes
- Develop and maintain a library of proposal content, including case studies, credentials, references and templates, and keep it accurate, current and on brand
- Prepare pursuit teams for finalist presentations and orals, including pitch decks, Q&A preparation and rehearsals
- Track pursuit outcomes, run win/loss debriefs and apply lessons learned to improve future responses
Sales and Account Growth
- Sell the full range of our sustainability consulting services across the Occupier network, such as decarbonization and net-zero roadmaps, energy and utility management, greenhouse gas inventories and sustainability reporting, and building certifications
- Partner with Occupier account leaders and facilities management, and project management teams to identify whitespace and convert cross-sell opportunities within existing accounts
- Understand client contract structures, sustainability goals and reporting requirements, and translate them into tailored service proposals and compelling value propositions
- Support discovery conversations, sales pitches and scoping discussions with client sustainability, real estate and procurement stakeholders, in coordination with Occupier Sustainability leadership and other subject matter experts
- Build and manage a pipeline of qualified opportunities in the CRM, and provide accurate pursuit forecasts and status updates to leadership
- Strategically reinforce the company’s market presence through targeted industry networking, conferences and presentations
Collaboration and Stakeholder Management
- Work closely with Occupier Sustainability leadership to set pursuit priorities, shape win strategies and align on pricing and positioning
- Coordinate with subject matter experts, marketing, legal, pricing and finance to secure inputs and approvals on proposals and contracts
- Build relationships across the business (account management, project management, FM, procurement etc.) to keep sustainability top of mind in client conversations
Special Projects
- Conduct market research, continually refine our understanding of the competitive landscape and identify opportunities and risks for the Occupier sustainability business
- Develop sales and pursuit tools, such as service one-pagers, pitch templates, pricing guides and playbooks, so the broader network can sell sustainability services effectively
- Develop pursuit and sales performance KPIs and reporting for executive leadership, such as pipeline, win rate, response turnaround and revenue
- Review and refresh processes and strategies as necessary to optimize resources, win rates and client outcomes
Required Education and Qualifications
- Bachelor's Degree or equivalent experience; Business Administration, Engineering or sustainability-related major preferred
- Expertise in energy management and sustainability
- Requires 10+ years of professional experience
- Desired: experience and knowledge of energy and facilities management within commercial real estate
Key Competencies
- Interpersonal skills
- Oral and written communication skills
- Conflict management
- Strategic Thinking
- Managing through Change
- Business Acumen
- Financial Acumen
- Relationship Management
- Partnership Development
- Change Management
- Ability to influence stakeholders
- Decisiveness, accountability, ownership
- Action-oriented
Requirements
- Travel 25-30% time for client sales.
Cushman & Wakefield also provides eligible employees with an opportunity to enroll in a variety of benefit programs, generally including health, vision, and dental insurance, flexible spending accounts, health savings accounts, retirement savings plans, life, and disability insurance programs, and paid and unpaid time away from work. In addition to a comprehensive benefits package, Cushman and Wakefield provide eligible employees with competitive pay, which may vary depending on eligibility factors such as geographic location, date of hire, total hours worked, job type, business line, and applicability of collective bargaining agreements.
The compensation that will be offered to the successful candidate will depend on factors such as whether the position is covered by a collective bargaining agreement, the geographic area in which the work will be performed, market pay rates in that area, and the candidate’s experience and qualifications.
The company will not pay less than minimum wage for this role.
The compensation for the position is: $ 119,000.00 - $140,000.00
Cushman & Wakefield is an Equal Opportunity employer to all protected groups, including protected veterans and individuals with disabilities. Discrimination of any type will not be tolerated.
In compliance with the Americans with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position at Cushman & Wakefield, please call the ADA line at 1-888-365-5406 or email Accommodations@cushwake.com. Please refer to the job title and job location when you contact us.
INCO: “Cushman & Wakefield”
