BTO (Bid, Transition, Operate Manager – Soft Services)

Job Summary

As a BTO (Bid, Transition, Operate Manager – Soft Services) at CBRE, you will support the development, pricing, transition, and operational execution of new and existing client solutions.

This position is part of the Sales function and works closely with Operations, Pricing, and Transition teams to develop competitive, cost-effective, and operationally achievable service solutions.

The ideal candidate will have extensive experience in commercial soft services, including janitorial, landscaping, pest control, security, and fire/life safety, with a strong background in operations management, cost estimating, pricing strategy, and proposal development.

What You'll Do

• Partner with Sales, Operations, and Pricing leadership to develop competitive service solutions for new business opportunities, ensuring proposals align with client requirements and operational capabilities.
• Conduct market research, competitive analysis, and pricing assessments to establish accurate cost estimates and support effective pricing strategies.
• Participate in client site visits and collaborate with cross-functional teams to assess service requirements, operational needs, staffing models, and associated costs.
• Develop pricing strategies, cost estimates, and financial assumptions for proposals, working with subject matter experts to validate accuracy and competitiveness.
• Lead pricing activities for formal contract submissions, ensuring compliance with proposal requirements, contractual obligations, and company standards.
• Establish and improve estimating methodologies, processes, and tools to enhance pricing accuracy, efficiency, and consistency.
• Support client presentations, business development initiatives, and contract negotiations for large-scale and high-profile opportunities.
• Coordinate with Transition and Operations teams to support the successful implementation of new contracts and provide operational guidance for existing accounts.
• Apply expertise across multiple soft services disciplines to identify operational efficiencies, manage risks, and improve service delivery.
• Build relationships with internal stakeholders, external partners, vendors, and clients to resolve complex operational and contractual challenges.
• Identify opportunities for continuous improvement and implement solutions that strengthen operational performance, service quality, and business processes.
• Model behaviors consistent with CBRE RISE values and promote collaboration, accountability, and operational excellence.
• Perform other duties as assigned.

What You'll Need

• Bachelor's degree preferred, with 6–10 years of relevant experience in soft services operations, estimating, pricing, business development, or a related field. An equivalent combination of education and experience will be considered.
• Experience with Lean Six Sigma methodologies or related process improvement practices required.
• Demonstrated experience managing, operating, or developing solutions for large-scale custodial, janitorial, or environmental services contracts.
• Strong understanding of estimating methodologies, pricing strategies, cost modeling, and proposal development.
• Experience supporting customer discussions, contract negotiations, and cross-functional business initiatives.
• Ability to analyze complex operational and financial information and communicate pricing recommendations to technical and non-technical stakeholders.
• Strong organizational, analytical, problem-solving, and project management skills.
• Excellent attention to detail, with a commitment to accuracy, quality, and contractual compliance.
• Ability to manage competing priorities and collaborate effectively in a matrixed business environment.
• Travel Requirements:Ability and willingness to travel up to 50% of the time, as business needs require.

Preferred Qualifications

• Experience providing cleaning or environmental services in GMP/GxP-regulated environments, laboratories, healthcare facilities, or other specialized facilities.
• Experience with additional soft services, including landscaping, snow removal, pest control, security, and fire/life safety.
• Experience developing pricing solutions and operational strategies for large-scale or complex service contracts.
• Bilingual proficiency in English and Spanish.

Disclaimer

CBRE Government and Defense Business is thrilled at the opportunity for you to apply to one of our roles. The base salary range for this position is $150,000 - $175,000. This position may also be eligible for a wide range of competitive benefits that can include but not limited to: medical, well-being, financial planning and short-term incentives benefits.

This description is not intended to be an “all inclusive” list of the accountabilities of the job described. Rather, it describes the general nature of the job. In addition, some aspects of this job may change over time, according to business needs, and these changes may not be recorded immediately. Requirements stated represent the minimum levels of knowledge, skills and/or abilities to qualify and satisfactorily perform this job.

THIS DOCUMENT SHOULD NOT BE CONSTRUED AS CREATING A CONTRACT OF EMPLOYMENT CBRE AND ANY OF ITS EMPLOYEES OR OTHERWISE ALTERING AN EMPLOYEE’S AT WILL EMPLOYMENT RELATIONSHIP WITH CBRE.