Location - Singapore
What this job involves:
Summary
The Account Executive, APJ is accountable for developing and implementing an account plan which will delight our clients and ensure a healthy long-term relationship. The Account Executive, APJ anticipates client needs and delivers to outperform on our contractual commitments and builds financial plans while striving to exceed revenue and profitability targets. The Account Executive, APJ creates and manages high performing teams which not only delivers operational excellence but keeps employees engaged and thriving, and in conjunction with the Work Dynamics leadership team, understands the firm's strategy and goals and can translate those into the business opportunities and success.
Supervisory Responsibilities
The Account Executive, APJ leads a team of talented individuals to deliver an integrated multi-disciplined service to the account across the portfolio consisting of office, lab and manufacturing facilities. The services provided consist of facilities management, project management, portfolio strategy, transaction management, lease administration and occupancy planning.
The Account Executive, APJ will have several direct reports as well as some matrix reports.
The candidate will be an innovative, forward thinking, creative individual with the highest ethical standards. The candidate must possess strong communication skills, be able to build effective relationships, drive success, be able to influence others to achieve results and provide overall leadership to the team.
Reporting relationships
The Account Executive, APJ will report to the Group Account Executive and matrix to the Global Account Director.
Roles & Responsibilities
Leadership
- Establishes the vision and strategy of the regional account plans and ensuring the client receives exceptional delivery
- Understands the key business drivers, focuses the team to ensure those priorities are aligned with our deliverables
- Ensures the account team is high performing and takes proactive action when required to refresh/enhance
- Hires, attracts, and retains a team of top talented employees improves team performance through regular coaching and feedback provides recognition
- Champions Inclusion for the team, acts as a sponsor for building a diverse team of talented individuals, with a focus on ensuring the Regional and Global Diversity & Inclusion strategy is delivered upon.
- Builds and maintains a best-in-class agile culture across the whole team in the region ensuring that we act as One Team & deliver integrated services to the client
- Acts a coach to the team, demonstrates coaching rather than directive style. Is an expert in allowing the team to manage with minimal intervention, with ability to intervene and coach where needed
Client/Stakeholder Management
- Serves as single point of contact for JLL's service delivery and escalation point
- Accountable for the service delivery to meet contractual obligations of JLL
- Builds and manages relationships with key stakeholders in [the account] organization
- Develops and implements a business plan which meets clients and JLL's objectives for the account
- Develops and maintains a detailed understanding of clients business and key factors influencing their requirement for our services
- Manages new scope effectively
Financial Management
- Be responsible for achievement of the agreed financial targets for the account revenue, expenses and Operation excellence targets.
- Lead the development of the client budgets and forecasts in accordance with the financial timetable.
- Meets the agreed growth targets for the account.
- Looks for opportunities to cross-sell services.
- Responsible for collection of fees from the account as well as tracking of outstanding payments.
Contract Management
- Ensures adherence to the contract requirements and intents
- Responsible for the achievement of key performance indicators, service levels and other measures as contracted. Meets all the KPI/CPI's and ensures no penalties to the management fees
- Work with global account team and in region team to manage any contract change request
Operations
- Responsible for management oversight of all resources involved in the delivery of services, e.g., recruitment, performance assessment etc.
- Actively manages the professional development of all direct reports
- Prepares and implements a Succession Plan for the account
- Develops, implements and manages all regional initiatives and programs for the account
- Drives client specific initiatives such as savings targets, benchmarking and best practices
- Sources, transfers and implements best practices to the account through bringing outside in
- Successfully communicates and commercializes successes and compliments to maintain a positive momentum
- Drives regional consistency in the account e.g., in reporting, standard operating procedures, systems and HR practices
- Establishes consistency in client reporting in each country
- Conducts Quarterly Business Reviews in region and participates in global QBR's
Sound like you To apply you need to be:
The Account Executive, APJ will have demonstrated the following:
Knowledge, Skills and Abilities (KSA)
- Minimum 10 years experience in real estate, preferably strength in Facilities Account Management as well as an understanding/experience in Transaction Management, Project Management, Strategic Portfolio Management, Lease Administration, Workplace Strategy and Employee Experience
- Has handled complex account structures, either running multiple teams, multi disciplines, across multiple locations and countries
- Has experience in handling client and/or Firm sensitivities knowing when to escalate with urgency, or how to de-escalate certain risks
- Has demonstrated experience in balancing the interests of the client with those of the Firm
- Has experience in translating client needs into existing or new business growth.
Leadership Behaviours
The Account Executive, APJ will have demonstrated the following:
Client Focus
- Dedicated to exceeding client expectations to ensure a positive Net Promoter Score in satisfaction surveys
- Proactively solicits and responds to feedback and input from client
- Establishes and maintains effective relationships with [the account], Leadership and Business Unit leaders by gaining their trust and respect
Results Driven
- Ability to translate the account plan into a solid delivery model
- Measures the relevant data (financial, environmental, performance) and uses the data appropriately to reassess, adjust, expand or curtail
- Takes corrective action quickly and decisively when performance falls short of expectation or when redirection is required
Natural Coach
- Clearly establishes performance expectations and goals for employees
- Provides point in time feedback on performance of employees
- Creates an environment with strong morale
Drives Growth
- Established credibility with leaders immediately through confidence and presence
- Establishes and maintains effective relationships based on mutual trust and respect
Solutions Oriented
- Uses rigor and logic to solve difficult problems with effective solutions
- Identifies issues before they become problems
- Looks beyond the obvious and doesn't stop at the first answers
Builds Relationships
- Is an expert in building and growing relationships with stakeholders, peers, subordinates and wider JLL colleagues
- Role models expertise in creating harmonious working environment where all levels feel comfortable to approach them for guidance or input.
Firm Knowledgeable
- Understand the fundamentals of the outsourcing business and the real estate industry
- Knows the various products our business offers and can identify levers for opportunity
