SMD, Account Management

Job Title

SMD, Account Management

Job Description Summary

Job Description Summary

The Executive Account Director will be responsible for leading the strategy and growth opportunities for a bundle of Occupier accounts within his/her respective territory, or a single Occupier account with revenue of $10M or more. As a senior relationship manager for our clients, this individual will provide oversight and support to the Account team(s) globally or across multiple regions and locations, ensuring robust account planning and collaboration across all services to deliver superior results in existing contracts and realize opportunities for growth.

Job Description

Essential functions and responsibilities:

· Responsible for driving a proactive strategy to expand our relationship with clients, including but not limited to:

· In coordination with the account planning process, develop an overall vision to increase client value and C&W service delivery and revenue growth across service lines, which could include: Facilities Management, Project Development Services, Transaction Management, Portfolio Administration, EH&S, Sustainability, Supply Chain and Workplace/Consulting.

· Create a robust relationship map and strategy; proactively connect with clients and gain a thorough understanding of overall business goals and strategies in order to ensure client satisfaction and identify opportunities to partner further.

· Provide thought leadership and proactively seek out innovation and efficiency opportunities across the enterprise; evaluate opportunities to embed into accounts to improve operational metrics.

· Partner with Quality team to evaluate growth opportunities and changes required to improve likelihood of contract renewals.

· Infuse a culture of client excellence and growth into the account leadership teams; provide access to the latest innovation and ideas and create environment that fosters identification and resolution/execution against new opportunities and potential risks.

· Lead multi-disciplinary teams preparing responses to RFPs and presentations for clients within respective territory.

· Set and measure operational and financial goals for client account(s) within respective territory;

· Ensure the implementation and superior delivery of all contracted deliverables, including measurable value-add, innovation, continuous improvement and overall client satisfaction.

· Coordinate and participate in regular performance reviews between clients and C&W, as outlined in the contract or required, enhancing client relationship, improvement opportunities and managing suitable action plans.

· Develop and maintain strong relationships with clients, vendors and partners

· Responsible for P&L on all assigned accounts, including budget and forecast development, monthly business reviews and achievement of EBIDTA targets.

· Instill a strategic, data driven approach with all account team members on behalf of client.

· Ensure that fixed compensation services under client contracts are realized and variable compensation opportunities are maximized to improve business unit and company profitability

· Oversee risk mitigation and dispute resolution for client and C&W

· Provide leadership and active management of a client-first culture:

· Build highly engaged, top talent workforce with focus on client needs, satisfaction and positive KPI results; Partner with service line leaders to build and create a culture of trust and teamwork across business lines

· Partner with HR to conduct talent reviews to understand development needs, succession planning and changing client needs.

· Develop a working knowledge of C&W platform resources including service line leads, marketing, research, technology and core best practices to enhance overall client satisfaction and sales efforts

Key competencies:

· Customer Relationship Management

· Leadership

· Communication (oral and written)

· Financial Management

· Business Acumen

Education:

· Bachelor’s degree required

· Master’s degree or MBA preferred

Experience:

· 15+ years’ experience, 10 years of experience in occupier services or outsourcing services preferred

· Competency in one or more of the core service lines

· Financial analysis and computer literacy with knowledge of applicable software packages

· Experience in resource allocation and implementation

· Superior relationship building and management skills along with solid interpersonal skills

Additional desired qualifications:

· Strong leadership and management skills dealing with issues ranging from senior level to administrative; Ability to deal with sensitive issues in a professional manner.

· Demonstrated ability to identify and close cross-sell opportunities

· Strong communication, negotiation and expert analytical skills

· Computer: Strong proficiency with MS Office Suite, including ability to perform internet-based research

· Knowledge and experience in resource allocation and implementation concepts

· Team oriented approach

· Ability to balance integration of internal requirements of policies/procedures with those of the client

· Ability to comprehend, analyze, and interpret complex business documents.

· Ability to make effective and persuasive presentations on complex topics to employees, clients and Sr. Management

WORK ENVIRONMENT

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers and filing cabinets. May be required to travel outside between client sites in varying weather conditions.

Cushman & Wakefield is an Equal Opportunity employer to all protected groups, including protected veterans and individuals with disabilities. Discrimination of any type will not be tolerated.

In compliance with the Americans with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position at Cushman & Wakefield, please call the ADA line at 1-888-365-5406 or email HRServices@cushwake.com. Please refer to the job title and job location when you contact us.

INCO: “Cushman & Wakefield”