KEY ACCOUNTABILITIES:

• Responsible for leadership of solutioning, commercial modeling, operating budgets, staffing models, and labor costs for mid to large scale real estate outsourcing pursuits
• Lead a team of solution and commercial experts providing management and guidance
• Partner with all Service Line (Facility Management, Transaction Management, Portfolio Administration, Total Workplace and Project Management) to develop full outsourced solutions ensuring our clients’ needs are met
• Oversees the creation of a wide variety of customized, professional-quality marketing materials for new pursuits and renewal contracts (most commonly, written proposals, RFP responses, and graphical presentations), particularly focused around articulating the solution
• Participates in client-facing meetings for cultivation and business development efforts
• Provide the vision and guidance to the business development organization and solutions bid teams regarding market dynamics and industry trends to position Cushman & Wakefield competitively;
• Build, lead, and train a team across the region that develops and articulates solution, pricing and risk assumptions to GOS Leadership
• Develop, refine and implement a standard GOS commercial model and pricing strategy applying benchmarking and competitor analyses to develop pricing strategy; • Participates in client-facing meetings supporting new business opportunities; • Coordinate and support the development of deal approval packages for internal commercial reviews; • Keep-up with industry trends and developments, helping to provide competitive advantage for the business
• Work within a matrix organization and enlist assistance and support from relevant people when compiling a solution / price / commercial proposal
• Lead all APAC bids from a solutions and commercial standpoint providing regular updates to client delivery and service line leads, leading go/no-go discussions and linking the wider GOS APAC team into the global sales organization.

DIMENSIONS:

• Highly consultative, with the ability to guide the client through a detailed assessment of the C&W solution, commercial arrangements and needs to address critical business demands
• Demonstrates a comprehensive understanding of the service components included in a proposed solution in order to establish instant credibility with the client, as well as possess the commercial acumen to build rapport and effectively develop meaningful client relationships
• Ability to perform well under pressure, managing competing agendas
• Occasionally required to work away from home
• A professional with the highest business acumen with the charisma and to influence and gain credibility at senior management level
• Ability to build and develop strong effective relationships, both internally and externally, creating a network of contacts
• A motivated team player who can lead a diverse group with direction and passion
• Dynamic and creative thinker coupled with an orientation to drive results through creative problem solving, process and rigor

PERSONAL EXPERIENCE/QUALIFICATIONS/SKILLS:

• Track record of results in sales growth, client expansion and market share growth
• Superior analytical skills, to facilitate identification of emerging trends and the collateral implications trends have on the markets served
• A recognized business qualification, with at least 10 years post qualification experience of working Commercial Real Estate. Or, proven qualification by experience
• Demonstrable experience on solution development of national or multinational >$20M per annum outsourcing opportunities
• Team player with a can-do attitude
• Strong project oversight skills, with the ability to leverage internal resources to bring disparate disciplines together to form a relevant, attractive and competitive solution for the client
• Strong written, oral, commercial and presentation skills
• An excellent negotiator, who can successfully agree to commercial terms to satisfy client requirements while acting in the best interest of the company
• Ability to build and develop strong effective relationships, both internally and externally, creating a network of contacts
• Able to listen and think strategically, manage risk and be innovative in problem solving
• An excellent influencer at all organizational levels, including the ability to develop credibility and trust quickly with senior managers/decision makers
• Flexible, client focused attitude, with the ability to focus on the client’s business.

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