PURPOSE OF THE ROLE

Responsible for advice and enabling support for operational excellence and growth of a portfolio of accounts. This incorporates driving rapid sustainable growth, governance, statutory compliance, the best talent, and operational excellence. Also responsible for actively driving growth via cultivation and winning of new accounts

INDIVIDUAL ACCOUNTABILITY

§   Support financial planning for accounts and identify and support appropriate actions to ensure targets are met or exceeded without compromising exceptional service standard or customer relationship

§   Support the sales process through solutions development, participate in presentations /consultations, host visits and support mobilization or demobilization of accounts

§   Communicate and support the implementation of policies and processes within your portfolio of accounts

§   Act as local executive sponsor and local first level escalation point for accounts or clients

§   Actively build the strongest talent

§   Conducts quality visits to identify, advise and support operational excellence, growth opportunities and talent management.

§   Build and develop high-level customer relationship with both existing and potential customers throughfully understanding their needs in order to achieve Dark Green and growth

§   Advise on staffing structures or processes improvements to balance cost reduction and excellent service

ESSENTIAL LEADERSHIP BEHAVIOURS

§   Be 100% committed to the cause and stay completely focused on the mission

§   Have the highest levels of creative and solution-based thinking

§   Be a starter and finisher – quickly and efficiently

§   Be a trusted confidant by all people and never break that

§   Be target driven and never run out of energy

§   Deep and wide understanding of the business and a continual learner

PARAMATERS FOR SUCCESS

Key Metrics / Financial Targets

§   Financial - Meet/Exceed SOP Plan; eliminate business upsets; improve cash flow & DSO – delivered for APAC accounts and support delivery for ROW accounts

§   Growth - YoY SOP and market share with positive operating leverage

§   Competitiveness - >75% SOP won vs pursued; Keep >95% SOP for existing clients

§   Dark Green CSAT from both clients and GADs, RADs

KEY CAPABILITIES

§   Capitalize on the market trend for integrated services & aggressively add high margin value add services to accounts;

§   Offer differentiated services

§   Proactively cultivate and lead CBRE relationships of target enterprise clients

§   Elevate and enhance individual and team knowledge and understanding of our industry, CBRE and GWS

§   Expert level of being able to articulate CBRE’s differentiated value proposition and that of individual services

§   Able to influence without authority and expert negotiation skills, internally and externally

§   Address critical gaps between what we/clients sell/buy and how we operate global Enterprise accounts

§   Ensure we have top talent in every role with highly effective, aligned, motivating, individual performance and succession plans