Regional Account Manager - MENAT (on behalf of our client)

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Cushman & Wakefield Core
United Arab Emirates
AED 50,000 - 200,000
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Yesterday
Job description

Regional Account Manager - MENAT (on behalf of our client)

Position Title: Regional Account Manager - MENAT

Reports To: Laurence Girod

Location: Dubai

Opportunity to lead a regional, multi-service Occupier account for one of our largest enterprise accounts.

The successful candidate will have a background in corporate real estate services (financial, property and transaction management, portfolio strategy, and occupancy planning), acute commercial awareness, contract management experience, and strong customer relationship management skills.

In addition, candidate should have real estate experience working throughout the Middle East.

  • Role Profile:
  • Stakeholder management of the client (senior real estate and business leads) and be seen as a trusted advisor.
  • Own relationships with senior client stakeholders.
  • Operate collaboratively as part of the C&W account leadership team.
  • Represent C&W interests in integrations with other client service providers.
  • Own delivery performance and issue resolution.
  • Direct management of personnel in multiple countries (Egypt, Turkey and UAE) to deliver portfolio management and real estate transactions across a portfolio of >400 interests across 10 countries.
  • Optimise levels of cohesion and standardisation across all geographies.
  • Define supply chain and internal resource requirements and manage relationships appropriately.
  • Fulfil contractual performance obligations plus revenue and EBITDA targets.
  • Key Interfaces: Account Regional Delivery teams across all service lines, Account Finance, Tech, Interlock Partners, Client Regional & Global stakeholders, WE&O and CM partners, ESG and Integrated Portfolio Management (IPM) platform.
  • Key Responsibilities:
  • P&L, Contract Management and Governance
  • Be responsible for commercial and operational actions for the implementation of required scope within assigned geography.
  • Implementation of account governance programme to ensure service delivery in line with client expectations and contract requirements.
  • Manage regional P&L, which includes producing account fee forecasts both for internal revenue tracking and client budgeting purposes.
  • Ensure service delivery meets performance KPI requirements with vigilant anticipation of fee-at-risk factors.
  • Oversees quarterly KPI reporting and responsible for delivering consistent standards and results.
  • Identify, manage and mitigate risks by implementing plans to review output of quality and risk procedures and achieve clear internal and external audit reports.
  • Customer Relationship Management & Development
  • Lead and ensure effective client relationship management for client stakeholders in assigned geography and across multiple service lines.
  • Continuously monitor for risks and issues and develop appropriate solutioning in conjunction with account leadership team.
  • Manage and liaise with other Cushman & Wakefield teams and 3rd party local and partner partners to ensure service delivery excellence to the client.
  • Manage in-region escalations & issues.
  • Ensure successful delivery at key phases of client assignments, e.g. presentations and workshops, high value transactions.
  • Hold regular reviews with clients to ensure service delivery is meeting operational and strategic objectives. Solicit client feedback and manage expectations on an ongoing basis.
  • Strategic Planning & Value Creation
  • Identify and develop efficiencies and improvements in the quality of data and processes.
  • Develop a strong understanding of client real estate and business objectives and issues and work in conjunction with accounts to drive solutions and efficiencies.
  • Develop an understanding of the client property portfolios and the key issues that will impact.
  • Take prompt action to rectify shortfalls in delivery standards.
  • Demonstrate a deep understanding of market/sector/client requirements and use this information to anticipate future client needs and develop new business proposals.
  • Stay up to date with market developments and best practices.
  • Service Delivery Integration and Assurance
  • Ensure cost-effective operational running of allocated sites.
  • Estates management service delivery team (scope: liaison with clients and 3rd parties i.e. landlords and their agents, to ensure uninterrupted use of the client's premises, effectively acting as the intermediary between landlord and tenant).
  • Oversee the Property Asset Management (PAM) team (scope: subtenant management service delivery within assigned geography for sublet properties, monitoring income collection and tenant liaison).
  • Oversee transaction management service delivery team (scope: lease renewals, acquisitions, dispositions, subletting, early surrender, freehold acquisition/disposal, and valuations).
  • Occupancy Planning: in conjunction with the service line lead, ensure the team is meeting client requirements and is building successful client relationships.
  • PM&S: in conjunction with service line lead, gain understanding of business needs and facilitate conversations on the art of the possible.
  • Identify and drive through cost savings for the client.
  • Create a sense of purpose in relation to client delivery and satisfaction.
  • Ensure the necessary resources and support are in place to allow team to deliver against clients and business needs and expectations.
  • Have understanding of IT systems and client reporting platforms used on the account.
  • Leadership People Management
  • Establish and maintain standards and procedures, communicates them to direct reports (team), ensure own and team's work complies with procedures and guidelines (health & safety, quality, risk, professional code of conduct, etc.).
  • In conjunction with Country level HR team, responsible for recruitment of qualified personnel to be on account.
  • Manage annual performance reviews and career development plans of direct reports.
  • Oversee succession planning.
  • Lead and motivate team; role model C&W values.
  • Provide ongoing coaching, mentoring and development opportunities for others, building broader team understanding of relevant market factors.
  • Knowledge & Experience:
  • 10+ years of portfolio management & corporate real estate experience, preferably with finance sector experience.
  • Strong leadership skills.
  • General practice background for international Occupier client.
  • Experience in networking and building relationships internally and externally.
  • A level of experience selling successfully to clients.
  • Demonstrable technical competence in areas relevant to role.
  • Demonstrable understanding of market and local knowledge.
  • High level of numerical reasoning and analytical skills.
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