About the role:
- Responsible for developing and implementing the overall client strategy/program and salesplan with the APAC client relationship lead (APAC CRL) and the country, sector and service line sales and account leads, focusing on increasing revenue and margin, winning new mandates, maintaining current mandates, and developing strategies to achieve these goals.
- Monitors sales target and be responsible for pipeline development (Captive + NewBusiness).
- Oversees successful delivery, sustainable revenue growth, and coordination across units and countries to ensure smooth service delivery, integrated solutions, and business development.
- Leads collaboration and consultation within the various involved teams.
- Coordinates with the service line operational account management leads that we follow protocols around Client centricity to ensure client satisfaction, client retention action plan and contact prolongation.
- Leads and coordinates the appropriate teams and delivery partners, managing team dynamics and chairing account team meetings.
- Working together with the OGT, countries, service lines and sectors to gain a comprehensive understanding of the client's business and what they are solving for to support to build strategy around, designing approaches based on client needs, purchasing behavior, priorities, and key decision-makers (both current and future, within 3-5 years), identifying crucial themes, and developing client profiles and portfolios to better grasp their needs, organizational structure, relationships, preferences, and behaviors. Communicates relevant trends and themes to the business.
- Develops action plans, sets objectives, drives pipeline development, and pursues sales targets. Collaborates with service lines, sectors, and respective countries to establish a unified and aligned plan for execution. Program management for multi-market clients is handled at the central level.
- Ensures that the account plan is comprehensive and up to date, including organizational structure, decision matrix, and information across all countries and service lines to avoid duplication, enabling self-service for Key Account Management.
- Identifies and qualifies strategic, client-focused opportunities, ensuring alignment with the client's strategic goals and objectives.
- Oversees execution of the action plan and achievement of targets, providing regular progress reports against the plan and KPIs, along with monthly insights covering relationship health, fees, client activity, opportunities, risks, and corrective actions. Responsible of CRM Data and Sales KPI's /Analytics.
- Prepares and leads structured, forward-looking Sales and Account Calls together with the APAC CRL with clear agendas focused on future growth and pipeline development, involving relevant countries and service lines. Manages the opportunity pipeline with an emphasis on business expansion.
- Follows up on leads from initial stages to pitching, coordinating with service lines, sectors, and in-country sales teams. Acts as an ambassador for the use of Engage/Tracker and other available tools for tracking activities and relationships.
- For strategic pursuits, accountable for RFP solutioning, in collaboration with Bid Support and Delivery team.
- Lead development of the C&W brand in front of the client and ensuring quality of supporting materials (brochures, guides, articles, etc.) to generate understanding and interest in services amongst both internal teams and target client groups.
- Networking and Events. Be a key spokesperson for the team through PR, external marketing and events.
- Guarantees quality excellence of any Client output.
- Develops and administers AI created client satisfaction surveys to identify actions and implement improvements.
- Oversees governance of decision rights and information flow between APAC, Service Lines, and local teams to ensure seamless client interactions and a solution-oriented approach.
- Build needed internal relationships and executes agreed plan and shares opportunities and works on aligned goals and KPIs.
- Identify and qualify strategic, client-focused pursuits and ensure that our pursuits are aligned with the client's strategic goals and objectives.
- With the support of the OGT and data teams, provides regular reports to the business on a timely basis, flagging issues and agreeing solutions.
- Prepare and lead regular Sales Calls and manage the opportunity pipeline, ensure all opportunities are tracked and shared related to client. Follow up leads from blue sky to pitching and serve as ambassador for use of Engage/Tracker.
- Ensure the action plan is executed and targets are met - with regular reports on progress against plan. Report on identified KPIs.
- Identify trends, opportunities, and risks, and communicate these internally to inform strategic decisions.
- Works closely with the D&A team on the local sales pipeline data to ensure completeness and accuracy, allowing for clear financial planning and a streamlined approach to sales at a country level.
- Provide a conduct from local teams and appropriate expertise across the business to deliver solutions to clients.
- Performs other related duties as required or requested.
About you:
- 5-7+ years experience in similar roles in professional services or real estate sector
- Bachelor Degree or Equivalent in Marketing, Communications, Research, Economics, Property preferred
- Sales experience preferred
- Experience in setting and implementing client-focused strategies that deliver business outcomes
- Proven track record in project management
- Team management experience
- Excellence written and oral communication skill
Why join Cushman & Wakefield
As one of the leading global real estate services firms transforming the way people work, shop and live working at Cushman & Wakefield means you will benefit from
Being part of a growing global company
Career development and a promote from within culture
An organisation committed to Diversity and Inclusion
We're committed to providing work-life balance for our people in an inclusive, rewarding environment.
We achieve this by providing a flexible and agile work environment by focusing on technology and autonomy to help our people achieve their career ambitions. We focus on career progression and foster a promotion from within culture, leveraging global opportunities to ensure we retain our top talent. We encourage continuous learning and development opportunities to develop personal, professional and technical capabilities, and we reward with a comprehensive employee benefits program.
We have a vision of the future, where people simply belong.
That's why we support and celebrate inclusive causes, not just on days of recognition throughout the year, but every day. We embrace diversity across race, colour, religion, gender, national origin, sexual orientation, gender identity or persons with disabilities or protected veteran status. We ensure DEI is part of our DNA as a global community - it means we go way beyond than just talking about it - we live it. If you want to live it too, join us.Why join Cushman & Wakefield
