Pricing Director, Enterprise Sales
Job Description Summary
This individual will lead the development of commercial real estate outsourcing pricing and cost modeling for assigned opportunities in C&W's Global Occupier Services (GOS) business with a focus on the commercial profitability, risks, and market competitiveness. Pricing Directors partner with sales and solution team members to develop winning commercial strategies to retain/expand current client relationships and win new business. They interact with clients through participation in introductory meetings, collaborative sessions, formal presentations, and contract negotiations. He/she will play a key role in driving alignment between Enterprise Sales, GOS Leadership, and Corporate Finance on the commercial terms and profitability of each opportunity.
ESSENTIAL FUNCTIONS & RESPONSIBILITIES
*Develop commercial solutions / pricing for commercial real estate outsourcing pursuits across all GOS Service Lines (Facility Management, Transaction Management, Portfolio Administration, Project Management, and other related offerings)
*Partner with Sales Leads, Solution Leads, Service Line SMEs, and/or existing Account Leads to build staffing models based on labor gearing ratios and specific client requirements across all GOS Service Lines and enabling functions
Develop operating budgets and pricing structures that meet client objectives and savings targets; drive engagement with Corporate Sourcing and vendor partners
*Lead pricing and financial consolidation for regional and global multi-service line pursuits into a proforma model to assess deal profitability and manage risk/reward to C&W
*Complete client pricing deliverables and templates for RFP responses; document key assumptions to support pricing submissions and assist with the development of presentation materials
*Participate in client-facing meetings supporting new business opportunities; lead pricing discussions with client buyers
*Coordinate and support the development of deal approval packages for internal deal/commercial reviews with GOS Leadership
*Assist GOS Legal and Corporate Finance with the development of commercial-specific master service agreement exhibits and documentation
*Support developing and refining internal tools and processes that enable the Pricing Team to be a key partner in retaining/expanding current client relationships and winning new business
*Evaluate and modify pricing techniques for GOS service offerings to expand profitability in line with financial targets
*Provide oversight and coaching to direct reports, own training and career development plans, assist Americas Pricing Lead with pursuit resourcing considerations, and drive integration / communication across the Global Pricing Team
*Responsible for tracking and reporting pursuit financials within the Enterprise Sales CRM system
REQUIRED EDUCATION, EXPERIENCE AND QUALIFICATIONS
*Bachelor's degree in Accounting, Finance, Economics, Real Estate, or another related field; MBA preferred
*10+ years of experience in CRE multiline/multinational clients with a proven record of winning large and complex pursuits as part of a collaborative team
*People management experience is preferred
*Strong understanding of GOS Service LinesCRE & FM services, client requirements, industry delivery methods and trends, and contracting models; understands the impact of risk-reward frameworks, pricing, and resource structures
*Excellent financial/analytical skills; accuracy, thoroughness, and attention to detail are required
*Strong organizational skills with demonstrated ability to establish effective project schedules for multiple concurrent projects and meet critical deadlines in a fast-paced environment
*Ability to analyze with large / complex datasets in Excel to provide insights and executive level reporting
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: $144,500.00 - $170,000.00Cushman & Wakefield provides equal employment opportunity. Discrimination of any type will not be tolerated. Cushman & Wakefield is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status or any other characteristic protected by state, federal, or local law.
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 HRServices@cushwake.com. Please refer to the job title and job location when you contact us.
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, email HRServices@cushwake.com or HRServices@cwservices.com. All inquiries not related to accommodations will go unanswered.