Job Title

Sr. Account Director

Job Description Summary

The Sr. Account Director is a key role in C&W with responsibility to
manage the client relationship while providing exceptional client service and delivering on all aspects of the contract. The Sr. Account Director sets the strategy for the account, establishes the goals and leads and manages a team of functional Directors and/or Sr. Managers with accountability for delivering outstanding results within their areas of responsibility.
The Sr. Account Director is typically responsible for between five and ten million dollars in revenue.
Manages the day-to-day client relationship of one or more client accounts in multiple geographic
regions within Global Occupier Services (GOS) across two or more service lines below:
• Integrated Facility Management (including Engineering, EH&S, Sustainability, Supply
Chain Mgt. etc.)
• Project & Development Services
• Space Management, Planning, and Occupancy
• Transaction Management
• Portfolio Administration
• Portfolio and Workplace Strategy

Job Description

Essential Responsibilities:
• Obtain a thorough understanding of the client’s business goals and strategies to align real estate services with these objectives
• Implement the overall vision, strategy and measurement metrics to the applicable service lines
• Contribute to GOS Management team to develop service delivery strategies, structure service delivery model, alternative pricing, identifying team members and lead multi-disciplinary team preparing responses to RFPs and presentations

Have a thorough understanding of the C&W platform and identify existing and new opportunities for enhancing service solutions and capabilities

• Develop and maintain strong client relationships
• Implement and manage account governance process
• Provide disciplined contract management to meet superior delivery of all contract deliverables
• Identify existing and new opportunities for enhancing service solutions and capabilities
• Assist with risk mitigation and dispute resolution for client and C&W
• Actively manage and develop account talent in partnership with HR, including promotion of diversity, equity & inclusion, talent reviews, performance reviews, succession planning etc.
• Support collaboration and performance of all partners including Finance, HR, Sourcing, Legal, Operations, etc.
• Develop and maintain account P&L management, profitability and overall financial performance
• Contribute to the overall service and financial performance of C&W through effective cross-selling and relationship / contract expansion
• Ensure quantitative and qualitative analytics and evidenced-based decision making
• Attract and maintain top talent and provide on-going mentoring to team for superior performance
Key Competencies:
• Leadership
• Customer Relationship Management
• Technical Skills
• Organization Design & Management Skills
• Communication (oral and written)
• Matrix Organization / Business Partner Skills
• Presentation Skills
• Business Acumen

Education:
• Bachelor’s degree required
• Master’s degree or MBA preferred

Important Experience:
• Minimum of 10 years at management level or other similar capacity
• Experience in directly leading and managing teams, and managing people-managers
• Client, P&L and contract management experience

Experience in the management of an integrated services account, including Integrated Facility Management, Project & Development Services, Transaction Management, Portfolio Administration and Strategic Consulting
• In-depth understanding of the business impact of technical contributions
Additional Qualifications:
• Ability to develop positive working relationships with agencies, local government officials, and business community members
• Possess technical domain knowledge (one or more in IFM, PDS, TM, PA, SCON)
• Skilled in financial analysis and knowledge of financial concepts
• Ability to comprehend, analyze and interpret complex business documents
• Strong proficiency with MS Office Suite (MS Word, Excel and PowerPoint)
• Ability for travel as required (up 20% of time)