Global Alliance Director - Financial and Professional Services Sector

Job Description

Position Scope:

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 within Global Workplace Solutions (GWS) to maximize value creation and ensure excellence in operational delivery across multiple services lines (FM, PJM and A&T) and multiple regions (AMS, EMEA and APAC) by providing direction and oversight to enable account teams to positively contribute and comprehensively manage the fulfilment of our commitment to the client. The account structure leverages a matrixed management team with functionally aligned teams organized by geography overseeing financial and operational planning and delivery of services.

Through the development and execution of an Alliance Agenda and Account Business Plan, the Global Alliance Director will be responsible for the profitable revenue growth and profit targets of the global 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 CBRE.

The organization is developing into a hospitality led agile service delivery model. The Global Alliance Director is responsible for continuing to evolve the organization and skill sets of the team, update processes and playbooks, and introduce technology to deliver a luxury hotel experience to the client's employees.

The responsibilities for this position include, but are not limited, to the following:

1.P&L, Contract Management and Governance:

• Accountable for financial performance of global account
• Provides senior leadership and oversight to the resources 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 GWS executive involvement as needed to foster senior level partnership between our two companies and leverages the broader GWS portfolio to introduce new scope & business pricing as part of delivering an integrated set of services
• Ability to negotiate and administer contract and possess solid understanding of contractual terms and implications
• Demonstrated hands on / direct impact on business outcomes. Strong fiscal management with the ability to articulate understanding of P&L, Balance Sheet and Cash Flow management. Direct experience improving all three.

2.Customer Relationship Management & Development:

• A history of developing strong trusted advisor status with clients. Engenders feelings of trust as an initial impression. History of looking for win/win solutions. Examples of successfully de-escalation of issues. Effective regardless of client.
• Manages complex relationships across the client leadership team and key direct reports, 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
• Manages account-based Service Line Relationship Leaders that align as primary points of contact for each of the client's Tier 1 businesses (e.g., FM, PJM, etc.)
• Creates alignment between customer need & organizational delivery
• Manages issue escalation and resolution

3.Strategic Planning & Value Creation:

• Acts as an expert in client'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 and Stakeholder Engagement Plan
• Influences the client's planning and budgeting process to enhance value and optimize performance
• Represents the client's best interests externally and internally to GWS
• Strategic interpreter of needs and identifier of new value-added services to deliver organic growth
• Accommodates, plans, integrates portfolio contraction & expansion into account operating model
• Ensures the successful management of scope expansion & renewal activities, coordinating with Platform SMEs and Sales & Solutions team
• Establishes and executes resource & people strategy

4.Service Delivery Integration and Assurance:

• Act as a champion of the Integrated Account model to deliver upon the combined CBRE commitments to the client.
• Acts as single point of contact for account 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

5.Leadership:

• A servant leader. Has a history of actively engaging and supporting their team. A natural leader that people want to follow and put in extra effort for. Effective regardless of client or manager styles. Effectively communicates up and down.
• Exhibits humble confidence. Candidate is at ease and calm. Easily transitions to answering difficult questions openly and honestly. At ease communicating lack of knowledge, skill or experience while at the same time expressing strengths and competencies.
• Has a deep personal desire to develop talent. A history of identifying and developing high performing high potential talent. Effective management of poor performance. Able to articulate fundamental understanding of how to interview, provide performance feedback, deliver disciplinary action, and how to protect the firm in the event of negative action. Strong understanding and ability to articulate experience in organizational structure, development and change.
• Directs the account leadership team and may have direct reporting as well as matrix reporting responsibilities
• A history of taking on new and challenging roles that demonstrate an ability to learn and master new skills and acquire new knowledge. Has a well-rounded background that makes the candidate an educated/experienced manager across the entire CRE scope.
• Demonstrates a competitive self-driven persona balanced with a desire to raise all ships. Able to compete without stepping on others or putting others down.
• Lead employee engagement initiatives to sustain progress the account has made, and drive change where needed.
• Identify and grow next generation leaders through proactive talent development and succession planning
• Advancing diversity and inclusion culture in our organization
• Multi regional and multi service line responsibilities

6.Safety and Controls:

• Responsible for ensuring world-class safety performance by CBRE and subcontractor employees, by instilling and reinforcing a positive, steadfast safety-first culture.
• Directs and provides overall strategic management of the account's global compliance program to ensure adherence to CBRE and client compliance and controls requirements
• World-class safety and controls compliance is a "license-to-operate" expectation and must be supported by effective management control systems. Procedures need to be established, maintained, and tested to ensure compliance.

Please note: This position requires a minimum of 3 days/week in office

Skills/Qualifications:

• Proven experience as a visionary leader
• Strong communication skills to be an effective influencer at multiple levels of the organization, including Senior Executives, Functional/Geographic leaders, and frontline technical workforce
• Credible and strategic management of a large P&L
• Extensive experience working in high end hospitality with direct oversight of both guest relations and operations.
• Broad experiences leading and integrating across Property/Facilities Management, Design and Construction Management, Portfolio Strategy and Execution, and Workplace Experience service lines
• 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 North America, Latin America, EMEA and APAC and working knowledge of labour laws in those regions
• Significant experience leading multiple service lines across multiple regions and delivering on the value proposition of having a single globally integrated service provider
• Demonstrated ability to take full accountability for team performance and ensure client and CBRE expectations are achieved.
• History of data-driven decision making enabled by solid data analytics and a drive for increased automation
• Ability to effectively navigate in a matrix organization
• Exceptional collaboration skills, and ability to ensure productive collaboration amongst regional and service line leaders on account
• Experience managing various contracts and commercial models, and success delivering on savings commitments
• Continuous improvement mindset with history of delivering innovation that is recognized by the client
• Extensive real estate industry knowledge and trends
• Consultative skills
• Ability to prioritize
• Interprets and manages risk using systems that demonstrate appropriate control and validation of risk mitigation measures.
• Delivers results

Pay Disclaimer - Bonus Eligible:

CBRE carefully considers multiple factors to determine compensation, including a candidate's education, training, and experience. The minimum salary for the Global Alliance Director position is $220,000 annually and the maximum salary for the Global Alliance Director position is $250,000 annually. The compensation that is offered to a successful candidate will depend on the candidate's skills, qualifications, and experience. Successful candidates will also be eligible for a discretionary bonus based on CBRE's applicable benefit program.

CBRE is an equal opportunity employer that values diversity. We have a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law. We also provide reasonable accommodations, as needed, throughout the job application process. If you have a disability that inhibits your ability to apply for a position through our online application process, you may contact us via email at recruitingaccommodations@cbre.com or via telephone at +1 866 225 3099 (U.S.) and +1 866 388 4346 (Canada).

NOTE: Some, but not all, of our positions may have an additional requirement to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing. If you have questions about the requirement(s) for this position, please inform your Recruiter.

CBRE GWS

CBRE Global Workplace Solutions (GWS) works with clients to make real estate a meaningful contributor to organizational productivity and performance. Our account management model is at the heart of our client-centric approach to delivering integrated real estate solutions. Each client is entrusted with a dedicated leader and is supported by regional and global resources, leveraging the industry's most robust platform. CBRE GWS delivers consistent, measurably superior outcomes for our clients at every stage of the lifecycle, and across industries and geographies.

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