Business Development Manager

As a Business Development Manager within Corporate Advisory & Solutions, you’ll be responsible for, strategizing and executing business development initiatives, driving sales, and creating comprehensive real estate outsourcing solutions for our corporate clients, focusing on Facilities Management (FM), Project Management (PJM), Transaction Management (TM), Advisory Services (ADV), and Lease Administration (LA). This role requires close collaboration with clients, service providers, and internal leaders to effectively manage business pursuits. This includes pipeline development, opportunity assessment, RFP responses, solution creation, strategic proposals and presentations, and managing follow-ups and debriefs.  

Ideal Candidate: The ideal candidate is a seasoned business strategist with commercial real estate expertise in FM, PJM, TM, ADV, and LA, or a combination of these areas. Alternatively, candidates must have deep sales and solutioning experience in a transferable sector and the ability to quickly learn the real estate outsourcing industry. They must be an integral part of the sales pitch team, effectively coordinating, presenting and pitching the solution to clients. The candidate should be an excellent writer and persuasive communicator who can drive business development priorities in support of regional and corporate growth strategies. This includes articulating a compelling value proposition for each unique opportunity that resonates with the target audience in terms of solutions and business outcomes.

Key Responsibilities:

Sales Management:

• Develop a strong pipeline of prospective sales opportunities.
• Establish a strategy to achieve defined annual sales targets.
• Coordinate sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation, and contract negotiation. Lead sales tracking focused on market cultivation activity, pursuit lists, pipeline tracking, and follow-up reporting.

Business Planning:

• Work with leaders on annual business plan development, to include key markets and target industry sectors.
• Develop outbound campaigns and foster cross-functional relationships to uncover cross-selling opportunities.
• Stay up to date with industry developments, maintaining awareness of competitor activity and market trends.

Strategic Leadership:

• Lead high-impact business development projects, including proposals and client presentations.
• Direct strategic messaging, content, and marketing materials.
• Drive revenue growth through market, client, and industry insights.
• Align marketing and business development efforts with business objectives.

Client & Industry Engagement:

• Participate in regular networking opportunities and identify ways to elevate the company’s profile.
• Represent the company in large pitches, industry conferences, and events, demonstrating the value proposition.
• Cultivate relationships with prospective clients for short and long-term opportunities.
• Facilitate win and loss debrief reviews with clients and provide feedback for continuous improvement.

Desired Competency, Experience, and Skills: 

• An organized, strategic thinker with proven business acumen and sales experience; heavy focus on Corporate Real Estate outsourcing.
• Proven ability to cultivate a qualified pipeline.
• Think creatively and work well with sales and marketing team members to elevate materials and customize them to specific pursuit opportunities.
• Proven success in creating RFP responses that are fully aligned with client guidelines, requirements, and timing is essential.
• Commercial acumen and ability to effectively structure deals to achieve profitability targets.
• Collaborative partner, adept at building internal relationships and dialogue—collaborating up, down, and across the organization.
• Excellent written communication and presentation skills are crucial, with the ability to create effective messaging using Lincoln’s brand voice and style.
• Multi-dimensional, conceptual, and innovative thinking to develop new solutions.
• Ability to identify and solve complex problems.
• In-depth knowledge of Microsoft Office products.  Examples include Word, Excel, Outlook, etc.  
• Proficient in using various marketing and business development tools and platforms to enhance the effectiveness of their strategies and communications.
• Bachelor's Degree preferred with 3-5 years of relevant sales and solutioning experience. In lieu of a degree, a combination of experience and education will be considered. 

In summary, the Business Development Manager will play a pivotal role in driving the company’s growth by developing and executing strategic business development initiatives, leading high-impact projects, and fostering strong client and industry relationships. This role requires a dynamic and experienced professional who can navigate the complexities of the commercial real estate market and deliver innovative solutions that meet the evolving needs of clients.