Client Services Manager

Job Title

Job Description Summary

Job Description

ABOUT CUSHMAN & WAKEFIELD:

Cushman & Wakefield (NYSE: CWK) is a leading global real estate services firm that delivers exceptional value for real estate occupiers and owners. OUR PURPOSE: We make an impact. Our work creates meaningful value for our clients, our business, our shareholders, our people, our communities and world. OUR VALUES:

• We are inclusive. We value difference and a culture where everyone belongs.
• We are driven. Drive keeps us decisive and agile.
• We succeed together. Individually, we’re good, but together, we’re great.
• We deliver insight. We believe in ideas and strive for innovation.

POSITION OVERVIEW

Cushman & Wakefield is a trusted partner for Occupiers and Investors to manage their capital expenditure and project delivery in Asia Pacific. By seeing things differently, we anticipate market changes and are first to capitalize, ensuring clients and the business can be what’s next in their respective sectors. The Project & Development Services team offer a full suite of offerings from Project Management, Cost Management, Building Consultancy, MEP Design, Workplace, Interior Design, Programme Management Office (PMO) and Design & Build to our clients.

This position will focus on contributing to the continued growth of the Project & Development Services (PDS) division which has more than doubled top line revenue since 2016. There is a road map in place to double the size of the division again and fundamental to that growth plan is the success of a dedicated sales division. The business development manager is an active team member who will be connected to our PDS leadership and various non-PDS divisions within Cushman & Wakefield to develop internal sales opportunities and importantly the general market plus our existing extensive client base.

As a market facing leader in the PDS service line for the country, this role maintains critical client relationships at local, regional, and global levels and represents the Cushman & Wakefield brand in the industry

PRINCIPAL RESPONSIBILITIES

• Maintain a significant, visible, and respected business development and client relationship presence across the PDS service line in the industry and external marketplace in the local country.
• Maintain and act as a connector across service lines and local country to ensure the overall success of the inter-connected Investor and Occupier services we provide to our clients, maximizing cross sell and share of wallet opportunities.
• Build and maintain a culture of trust, sense of opportunity and positive morale for the broader organization across the PDS service line.
• Working with the PDS Country Head and/or Regional Directors prepare the annual sales plan for PDS in the local country or within specific dedicated sector.
• Agree with the PDS Country Head and/or Regional Directors to develop clear and measurable financial and individual performance objectives for which they are held accountable.
• Work closely with team members to provide strategic sales activity (Proposals, RFPs, etc).
• On a monthly basis, review the sales performance with the PDS Country Head and/or Regional Directors
• Actively advocate the ONEPDS ethos across the PDS service line and to wider Cushman & Wakefield service lines.
• Work with the PDS Country Head and/or Regional Directors on continued developmental feedback to continually raise the bar on expectations and performance.
• Maintain awareness of new industry developments, the external competitive landscape, opportunities for growth, client trends and market dynamics.

FINANCIAL RESPONSIBILITY

• The position is responsible for the sales performance of the allocated geography or sector within the PDS service line.
• This includes driving revenue growth, EBITDA growth and margin accretion.
• Performance is measured on revenue (M1) and EBITDA (M6) results against the agreed Annual Sales Plan.
• To grow revenue the role needs to drive new business growth while ensuring operational margins are maintained in the sales process.
• This role will be responsible for developing and submitting the appropriate solution to proposals in partnership with Project Managers assigned to specific projects. Proposals will undergo the necessary approval process based on the delegation of authority.

KEY SKILLS AND CAPABILITIES

• Proven ability to build a sales programme commensurate with financial targets.
• Ability to build strong relationships with key clients, potential clients, and industry stakeholders to retain, secure and grow the PDS service line.
• Sales acumen, consisting of a proven track record of sustainable revenue growth, profitability and delivery of shareholder value.
• Committed to success, excellence, and continuous improvement.
• Takes ownership and demonstrates initiative to ensure competitive edge and achieve service excellence.
• Builds trust with colleagues and clients and has strong moral principles and behaviour.
• Open, honest communication. Listens effectively and presents with confidence.
• Builds relationships and confidence with clients and effective networks within the organization.
• Takes consideration for the implications of actions and communications to be the most effective as possible.
• Adheres to Company procedures to safeguard the business and work effectively within the company.
• Collaborates with other service lines. Demonstrates effective teamwork.
• Committed to client relationships. Provides high quality, proactive service and seeks feedback to increase client satisfaction, retention, and growth.
• Exceptional presentation skills and the ability to lead and engage with expertise and presence.
• Stay focused under pressure. Conveys a sense of professional urgency and accepts full accountability in striving to exceed expectations.

PROFESSIONAL EXPERIENCE

• A background in the built environment industry with technical and business development experience
• A broad industry network and ability to maintain relationships.
• CLIENT SERVICES – IN-COUNTRY PDS SALES
• Develop new business opportunities in allocated country markets with the expected focus to be on Philippine market.
• Work closely with Philippine PDS leadership and extended service offering in the development of new opportunities and positioning of PDS services to win new business.
• Develop strong working relationships with PDS leadership, PDS Client Services and Country Heads.
• Develop network of contacts across wider Cushman & Wakefield business that will result in developing increased sales opportunities.
• Work closely with Alternative Asset group for investor service offerings in the development of new opportunities.
• Maintain ENGAGE CRM platform, prepare for weekly and formal monthly sales performance reviews.