Company Profile
A US Fortune 500 company, CBRE is the global leader in real estate services and leverages the industry's most powerful knowledge base to meet the commercial real estate needs of its clients worldwide. Our vision is to be the preeminent, vertically integrated, globally capable real estate service firm. Globally we employ over 40,000 employees and operate in 42 countries.
Global Workplace Solutions
CBRE’s Global Workplace Solutions (GWS) is the leading global provider of real estate outsourcing, with over 300 long-term relationships with corporate, healthcare, and government organizations, delivering facilities management, project management, transaction and portfolio, and consulting services across 350 offices worldwide. Within APAC, GWS works across 14 countries and employs over 11,000 people.
The Global Alliance Director
The Global Alliance Director manages the contract relationship, acting as a trusted advisor and thought leader to grow the business relationship and contract value. The Global Alliance Director will ensure alignment between the account organization and other departments to maximize value creation and ensure excellence in operational delivery by providing direction and oversight to enable account teams to positively contribute and comprehensively manage the fulfilment of our commitment to the client.
Through the development and execution of an Account Business Plan, the Global Alliance Director will be responsible for the profitable revenue growth and profit targets of the account portfolio. The incumbent is required to develop and foster CXO and senior level customer relations as part of developing strategic plans that ultimately improve the client’s business, utilizing the full breadth of products and capabilities of GWS.
Key Responsibilities
P&L, Contract Management and Governance
- Accountable for financial performance of assigned account/s
- Directly leads the resources to deliver against the contract, managing scope interpretation as required.
- Leads the sponsorship essential to deliver against the contract, managing Scope interpretation as required
- Ensures fulfilment of “promise” to customer – sets tone and culture for the way GWS delivers
- Engages executive involvement as needed to leverage the broader GWS and CBRE portfolio to introduce new scope & business pricing as part of delivering an integrated set of services
- Ability to negotiate, administer contract and possess solid understanding of contractual terms and implications
Customer Relationship Management & Development
- Manages the contract relationship, acting as a trusted advisor and thought leader to grow the business relationship with the client
- Demonstrates credibility and thought leadership, influencing business outcomes
- Manages enterprise wide client relationships at senior levels acting as an extension of the client’s executive management team
- Creates alignment between customer need & organizational delivery
- Manages issue escalation and resolution
Strategic Planning & Value Creation
- Account Growth
- Acts as an expert in customer’s business, culture and strategy by pro-actively contributing to the improvement of the client’s business.
- Supports growth of customer’s business through the development and execution of an Account Business Plan
- Influences the client’s planning and budgeting process to enhance value and optimize performance
- Represents the customers’ best interests externally and internally to CBRE
- Strategic interpreter of needs and identifier of new value-added services
- Accommodates, plans, integrates portfolio contraction & expansion
- Ensures the successful management of scope expansion & renewal activities
- Establishes and executes resource & people strategy
Service Delivery Integration and Assurance
- Acts as single point of contact for communication to and from the senior client
- Act as team leader and be responsible for provision of all services that touch customer; manage escalation process
- Maintains effective communication on significant matters with and between all functional areas of the account team and the service delivery team, as well as within CBRE executive leadership
- Manages Customer business changes that impact service delivery
Leadership
- Directs the account leadership team and may have direct reporting as well as matrix reporting responsibilities
- Manages in a diverse environment
- May have Global or multi regional responsibilities
Experience, Knowledge, Skills and Abilities
- Credible management of P&L
- Proven experience as a growth & visionary leader
- High level of personal credibility, customer relationship management, networking and interpersonal skills
- Proven track record in the development & implementation of strategic plans
- Significant experience managing customer accounts across multiple regions
- Exceptional collaboration skills
- Understanding of contracts and commercial models in the market
- Strong communication skills
- Industry knowledge and trends
- Consultative skills
- Ability to prioritize
- Interprets and manages risk
- Delivers results
- Highly motivated and self-aware
- Highly organized with attention to detail
- Ability to network
- Ability to understand complex situations
- Results focused
- Drive to grow the business