The FM Global Alliance Director manages the contract relationship, acting as a trusted advisor and thought leader to grow the business relationship and contract value. Working closely with the Global Integrated Account Director, the FM Global Alliance Director will ensure alignment between the account organization and other departments within GWS 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 fulfillment of our commitment to the client.
Through the development and execution of an Account Business Plan, the 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 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.
The responsibilities for this position include, but are not limited, to the following:
P&L, Contract Management and Governance:
Accountable for financial performance of assigned account(s)
Indirectly 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 fulfillment of "promise" to customer - sets tone and culture for the way GWS delivers
Engages executive involvement as needed to leverage the broader GWS 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:
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 GWS
Strategic interpreter of needs and identifier of new value-added services
Ensures the successful management of scope expansion & renewal activities
Establishes and executes resource & people strategy
Service Delivery Integration and Assurance:
Act as a champion of the Integrated Account model, working closely with the Global Integrated AD, Global RE AD, and Global PGO AD to deliver upon the combined CBRE commitments to the client.
Acts as single point of contact for FM related 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 GWS and executive leadership
Manages in a matrix environment
Manages Customer business changes that impact service delivery
Directs the account leadership team and may have direct reporting as well as matrix reporting responsibilities
Manages in a diverse environment
Multi regional responsibilities
Bachelor's degree (BA/BS) from four-year college or university and a minimum of ten plus years of related Global experience and/or training with emphasis on Facilities Management, Engineering Operations, Transaction Management, Project Management/Construction and Consulting
SKILLS AND ABILITIES
Credible management of a large P&L
Proven experience as a 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
Ability to effectively navigate in a matrix organization
Exceptional collaboration skills
Understanding of contracts and commercial models in the market
Strong communication skills
Industry knowledge and trends
Ability to prioritize
Internal Number: 19023531
With broader and deeper capabilities than any other company, CBRE is the leading full-service real estate services and investment organization in the world.
CBRE Group, Inc. is the world’s largest commercial real estate services and investment firm, with 2017 revenues of $14.2 billion and more than 80,000 employees (excluding affiliate offices). CBRE has been included in the Fortune 500 since 2008, ranking #214 in 2017. It also has been voted the industry’s top brand by the Lipsey Company for 17 consecutive years, and has been named one of Fortune’s “Most Admired Companies” in the real estate sector for six years in a row. Its shares trade on the New York Stock Exchange under the symbol “CBRE.”
CBRE offers a broad range of integrated services, including facilities, transaction and project management; property management; investment management; appraisal and valuation; property leasing; strategic consulting; property sales; mortgage services and development services.