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CBRE Client Solutions Director - FM BTO Leader (Remote) in Des Moines, Iowa

Client Solutions Director - FM BTO Leader (Remote)

Job ID




Service line

GWS Segment

Role type


Areas of Interest

Executive Management, Facilities Management


Remote - US - Remote - US - United States of America


The purpose of this BTO (Bid, Transition, Operations) is to design, cost, transition, and support operations for the most competitive and value driven Integrated Facilities Management solutions in the marketplace.



Create compelling and achievable solutions and ensure our differentiators are incorporated into proposals. Works in partnership with the Pursuit Leader and Sector FM Leader to direct the overall tailored solution of large or complex facilities management outsourcing Win-Keep-Grow pursuits including the development of innovative operating models, organization design, cost savings, technologies, financial analytics, and other CBRE value added tools.

Reviews client’s RFP data such as portfolio information, maintenance history, service levels, spend reports, and strategic vision to determine appropriate service delivery model including technical staffing levels and mobile routing, and maximize the value proposition to meet expectations. Develop clarifying questions as needed.

Collaborate with other BTOs (Procurement, Host, APEX, etc.) and SMEs to ensure a fully integrated and cohesive solution. Work within a matrix organization and enlist assistance and support from subject matter experts for world class solutions.

Collaborate with key internal stakeholders to determine competitive envelope to win, baseline/volume sufficiency analysis, and key risk factors.

Provide in-depth knowledge of CBRE's EFM Platform service delivery models and differentiating products. Expand our business offering to our clients by increasing the adoption rate for platform initiatives and products.

Utilize multiple solutioning tools, analytics, benchmarks, and costing databases to ensure solution pricing provides the best achievable value for the client with minimum risk. Work with the Sales and Client Solutions and Commercial Teams to populate internal and client pricing templates. Develop key assumptions for each solution.

Review RFP questions and provide responses related to organizational design and solution methodology for written proposals and graphical presentations.

Conduct solution and due diligence site tours and collect existing client information on the portfolio such purpose of the client business, building data, scope determination, organization, service levels, current operating spend, and building equipment.

Attend internal solution calls and in-person solution workshops as determined by the Pursuit Leader. Attend and present solution at client yellow pad sessions and other presentations as needed.

Create budget for FM BTO support to transition the solution successfully.

Complete relevant sections of the Knowledge Transfer Checklist and provide supporting documentation such as the BTO Solution Workbook and other relevant materials to Transition team to ensure a smooth and efficient handoff of information. Attend transition kickoff meetings as needed.


Provides thought leadership around maintenance, engineering and operations within the facilities management discipline.

Reviews client’s RFP and strategic plans and determines appropriate staffing levels to meet expectations.

Reviews budgets and actual spend reports for multiple properties.

Creates action plans to improve financial position(s).

Conducts field assessment and reviews various facilities management reports. Meets with client management team and appropriate departments to discuss and develop action plans to resolve discrepancies.

Confirm organization design. Develop and collaborate with the transition project team to confirm facilities and technical staffing and delivery. Includes maintenance provisioning of vehicles, tools, and uniforms.

Coordinate and conduct facilities staff interviews for new market hires.

Edits playbook for Client Branding, standard CBRE FM playbook for use on the account. If account processes and procedures are documented and available, these may be linked or embedded into the playbook as required.

Provides transitional leadership to and operation support for newly acquired accounts under stringent timeframes typically lasting 90-120 days.


Support adoption and ongoing improvement of FM BTO tools i.e., SRG, BTO Workbook and Tableau Solutioning Tool, Gearing Ratio Guiderails, CTM, FM Transition Playbook, FM Transition Budget Template

Actively participate in recurring platform and team knowledge transfer calls such as the EFM Growth Call and FM BTO Team Call.

Track work volume and pipeline as required.


Consults on the planning, organization and controls for the FM functional area or department. Makes recommendations for staff recruitment, selection, promotion and advancement. Monitors appropriate staffing levels and reports on utilization and deployment of human resources. Leads by example and models behaviors that are consistent with the company’s values.


To perform this job successfully, an individual must be able to perform each essential 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 the essential functions.

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


Bachelor's degree (BA/BS) from four-year college or university. 10+ years of Facilities Management experience required. 5+ years of commercial real estate outsourcing solutions, costing, and org model development preferred.


CoreNet membership preferred and participation in local events.

Facility Management certification preferred. Driver’s license may be required.


Ability to comprehend, analyze, and interpret the most complex business documents. Ability to respond effectively to the most sensitive issues. Ability to write reports, manuals, speeches and articles using distinctive style. Ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups. Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.

Comfortable meeting and engaging with new people.

Warm and engaging demeanor. Ability to assess circumstances, empathize and offer help.


Requires in-depth knowledge of financial terms and principles. Reviews complex financial/business analysis and reports prepared by subordinates. Ability to analyze the most complex business/financial data and develop innovative solutions. Develops and implements financial policies and procedures.


Ability to solve advanced problems and deal with a variety of options in complex situations. Requires expert level analytical and quantitative skills.


Intermediate skills with Microsoft Office Suite products such as Word, PowerPoint, Visio, SharePoint, OneNote, Outlook, etc. Advanced Excel skills preferred. Experience working with large data sets and decipher multiple types of RFP models preferred. Comfortable with and embracing of new technologies and digital tools; such as Apps, databases, financial management, work order management, social networking, cloud technologies, handheld mobile technologies and applications, and communications.

Promotes ideas and proposals persuasively and in a consultative approach to shape stakeholder opinions and buy-in.

An ability to think outside the box and change solutions to meet the needs of dynamic growth companies. Ability to lead development of creative or unique solutions – thinking beyond what we have always done, creating a vision of what could be, driving through hurdles, leading teams to develop unique solutions.


Decisions made with in-depth understanding and interpretation of procedures, company policies and business practices to achieve complex results. Responsible for setting project, department and/or division deadlines. Errors in judgment may cause long-term impact to line of business and/or overall company.

CBRE carefully considers multiple factors to determine compensation, including a candidate’s education, training, and experience. The minimum salary for the position is $150,000 annually and the maximum salary for the position is $180,000 annually. The compensation that is offered to a successful candidate will depend on the candidate’s skills, qualifications,and experience. Successful candidates will also be eligible for a discretionary bonus based on CBRE’s applicable benefit program.

CBRE is an equal opportunity employer that values diversity. We have 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. We also provide reasonable accommodations, as needed, throughout the job application process. If you have a disability that inhibits your ability to apply for a position through our online application process, you may contact us via email at or via telephone at +1 866 225 3099 (U.S.) and +1 866 388 4346 (Canada).

NOTE: Some, but not all, of our positions may have an additional requirement to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing. If you have questions about the requirement(s) for this position, please inform your Recruiter.

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