Job Title

Client Services Manager

Job Description Summary

Job Description

Cushman & Wakefield is a trusted partner for Occupiers and Investors to manage their capital expenditure and project delivery in Asia Pacific.  By seeing things differently, we anticipate market changes and are first to capitalize, ensuring clients and the business can be what’s next in their respective sectors.  The Project & Development Services team offer a full suite of offerings from Project Management, Cost Management, Building Consultancy, MEP Design, Workplace, Interior Design, Programme Management Office (PMO) and Design & Build to our clients.

This position will focus on contributing to the continued growth of the Project & Development Services (PDS) division which has more than doubled top line revenue since 2016. There is a road map in place to double the size of the division again and fundamental to that growth plan is the success of a dedicated sales division. The Client Services Manager is an active team member who will be connected to our PDS leadership, various non-PDS divisions within Cushman & Wakefield to develop internal sales opportunities and importantly the general market plus our existing extensive client base.

As a market facing leader in the PDS service line for the region, this role maintains critical client relationships at local, regional, and global levels and represents the Cushman & Wakefield brand in the industry.

PRINCIPAL RESPONSIBILITIES

Maintain a significant, visible, and respected sales leadership presence across the PDS service line in the industry and external marketplace.Maintain and act as a connector across service lines and local countries within SEA to ensure the overall success of the inter-connected Investor and Occupier services we provide to our clients, maximizing cross sell and share of wallet opportunities.Build and maintain a culture of trust, sense of opportunity and positive morale for the broader organization across the PDS service line.Working with the PDS Country Head and/or Regional Directors prepare the annual sales plan for PDS SEA.Agree with the PDS Country Head and/or Regional Directors to develop clear and measurable financial and individual performance objectives for which they are held accountable.Work closely with team members to provide strategic sales activity specifically with the local Client Services leads.On a monthly basis, review the sales performance with the PDS Country Head and/or Regional DirectorsActively advocate the ONEPDS ethos across the PDS service line and to wider Cushman & Wakefield service lines.Work with the PDS Country Head and/or Regional Directors on continued developmental feedback to continually raise the bar on expectations and performance.Maintain awareness of new industry developments, the external competitive landscape, opportunities for growth, client trends and market dynamics.

SCOPE OF WORK

Decision-Making Authority:

☐Freedom to determine the methods and policies for other positions; authority to approve major decisions affecting the company.

☒Freedom to determine the methods to be used to fulfill the position’s responsibilities and how to accomplish desired goals and objectives

☐Freedom to select the methods or procedures to be used from among several established alternatives

☐Follows established methods and procedures, but may have freedom to determine priorities for completion of tasks

FINANCIAL RESPONSIBILITY

The position is responsible for the sales performance of the allocated geography sector within the PDS service line across the SEA business.This includes driving revenue growth, EBITDA growth and margin accretion.Performance is measured on revenue (M1) and EBITDA (M6) results against the agreed Annual Sales Plan.To grow revenue the role needs to drive new business growth while ensuring operational margins are maintained in the sales process.This role will be responsible for reviewing and approving, according to the Delegation of Authority, the commercial pricing, solution and risk of PDS proposals.

PEOPLE LEADER RESPONSIBILITIES

☐Leads/Assigns/Delegates tasks to direct reports and manages a team

☒Leads/Assigns/Delegates tasks to project team

☐None

Number of direct reports: None

Titles of individuals: N/A

KEY SKILLS AND CAPABILITIES

Proven ability to build a sales programme commensurate with financial targets.Ability to build strong relationships with key clients, potential clients, and industry stakeholders to retain, secure and grow the PDS service line.Sales acumen, consisting of a proven track record of sustainable revenue growth, profitability and delivery of shareholder value.Committed to success, excellence, and continuous improvement.Takes ownership and demonstrates initiative to ensure a competitive edge and achieve service excellence.Build trust with colleagues and clients and have strong moral principles and behavior.Open, honest communication. Listens effectively and presents with confidence.Build relationships and confidence with clients and effective networks within the organization.Takes consideration for the implications of actions and communications to be the most effective as possible.Adheres to Company procedures to safeguard the business and work effectively within the company.Collaborate with other service lines. Demonstrates effective teamwork.Committed to client relationships. Provides high quality, proactive service and seeks feedback to increase client satisfaction, retention, and growth.Exceptional presentation skills and the ability to lead and engage with expertise and presence.Stay focused under pressure. Conveys a sense of professional urgency and accepts full accountability in striving to exceed expectations.

PROFESSIONAL EXPERIENCE

A background in the built environment industry.A broad industry network and ability to maintain relationships.

CLIENT SERVICES – SEA PDS SALES

Develop new business opportunities in allocated country markets.Work closely with all PDS leadership and extended service offering in the development of new opportunities and positioning of PDS services to win new business.Develop strong working relationships with PDS leadership, PDS Client Services and Country Heads.Develop a network of contacts across wider Cushman & Wakefield business that will result in developing increased sales opportunities and working closely with PDS Alternative Assets, Development & Commercial Advisory and Sustainability groups.Connect the dots with regional Key Accounts representative to map market opportunities.Maintain consistency in proposals and presentations across the markets with, in Country Heads, in country sales leads and wider SEA business.Manage RFP’s within the SEA teams.Maintain ENGAGE CRM platform, prepare for weekly and formal monthly sales performance reviews.

Note: This position description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee. The Company may reasonably change or assign the employee duties, responsibilities and activities at any time, provided that such change does not substantially adversely impact the employee’s benefits.

INCO: “Cushman & Wakefield”