Managing Director

Location

Bethesda, MD, United States

Employment Type

Full-Time

Posted on

Mar 03, 2020

Profile

REGIONAL RETAIL LEADER – JOB DESCRIPTION

Job Summary

The Retail Regional Leader is responsible for the management and integration of the entire retail practice for the designated local or regional geography. Agency leasing, occupier representation and Urban / High Street practices, along with the professionals who perform those services, are the core areas of responsibility. The functional leader will be the face of Retail Leasing practices in that local region, coordinate closely with other Regional Retail Leaders across the Americas and the Retail Line of Business leadership team.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following :

• Retail Leadership and Operational Excellence :

Conduct Business Planning meetings with sales professionals and review and approve written business plans. Conduct broker debriefs on a regular basis and assist professionals in the creation of annual business plans. Conduct quarterly calls / meetings with all professionals to share performance and best practices to ensure / provide consistency. Manage conflicts of interest with clients and professionals in areas where we have service offerings that might be perceived as overlapping. Conduct regular debriefs calls with clients to discuss their goals, strategies, concerns, issues, etc. Develop and lead retail real estate educational and business development programs for junior brokers. Formulate and implement regional and / or national retail programs designed to “team build” between and among retail brokers in multiple markets and serve as a forum to share multi-market leads and “best practices” with other LMAs. Identify potential national and / or regional retention issues and design programs and / or policies to combat those concerns. Advise professionals on outbound transactions including interstate brokerage requirements. Identify geographic and product line gaps in the retail team and in conjunction with LMA leaders focus on recruitment of retail professionals to fill such gaps. Move up or move out historically or chronically non-productive professionals.

Develop and proactively pursue a curated list of top Investor and Occupier clients. Educate leasing professionals on the Retail Science platform and in recognizing opportunities to incorporate multiple services in client development. Advocate and encourage increased attachment of our Retail Science platform services in order to develop and secure more business and deliver a higher level of service to the client. Leverage the Finishing First process to coordinate a winning pitch process on major pursuits, ensuring the best CBRE team is assigned to its execution. Track, or lead the tracking of, all client development activity using CBRE sales management products. Drive synergies between our research and marketing teams in order to create more impactful deliverables to our leasing professionals. Maintain a complete list of Tenants in the Market, contacts for all retailers, and review this list at regularly scheduled specialty meetings. Determine current market share and available space; address CBRE market share vs competitors. Create and maintain meaningful and current comps databases.

Identify and communicate market trends, opportunities and competitive threats. Partner with Retail leadership to produce internal and external world-class events. Schedule and conduct regular client meetings. Work with research and marketing on special reports / deliverables / presentations to clients. Produce rhythmic press releases promoting key transactions, themes and successful outcomes for clients. Lead ICSC booth organization, meetings and client-oriented events. Ensure the local website is current and reflecting our retail brand in that local region. Be an ambassador for CBRE at the local level with investors, developers, consultants, economic development organizations, journalists / media, and other real estate professionals who call on CBRE for information, advice and assistance.

Depending on geographic scope and or local market structure, the Regional Retail Leader is either responsible for personally leading or in conjunction with LMA Management having direct oversight of the following activities : Review, negotiate, and execute listing agreements, commission agreements, management agreements, confidentiality / non-disclosure agreements, and other CBRE contracts on a daily basis, regularly utilizing CBRE Legal as a resource. Review and approve agency project marketing expenses to include ads, signage and other project marketing costs. Actively recruit brokers, investment sales professionals, DSF specialists, and asset services professionals to fill gaps and to expand market reach across all product types. Identify and submit qualified acquisition candidates including providing data such as detailed strategic rationales and operational / cultural fit descriptions; Engage in specific pursuits as directed by Senior Leadership and the M&A support team. Other LMA General Management duties to include : budgeting, financial management, T&E expense management and approvals, client entertainment, client events and planning, assistance and support of other CBRE leaders in numerous strategic initiatives, coordination with other LMA leadership team members, and daily problem solving.

QUALIFICATIONS

Minimum of ten (10) years comprehensive experience in commercial real estate or a related field, or equivalent combination of education and experience, sufficient to perform the essential functions of

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