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, Strategy + Planning, 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 asset type (e.g., corporate, retail) and 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 responsibilities for this position include, but are not limited, to the following:
1. P&L, Contract Management and Governance:
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Accountable for financial performance of global account
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Provides senior leadership and oversight to the resources to deliver against the contract, managing scope interpretation as required.
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Ensures fulfilment of “promise” to customer – sets tone and culture for the way GWS delivers
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Engages GWS executive involvement as needed to foster senor level partnership between our two Companies and leverage the broader GWS portfolio to introduce new scope & business pricing as part of delivering an integrated set of services
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Ability to negotiate and administer contract and possess solid understanding of contractual terms and implications
2. Customer Relationship Management & Development:
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Manages complex relationships across Client leadership team and key direct reports, acting as a trusted advisor and thought leader to grow the business relationship with the client
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Demonstrates credibility and thought leadership, influencing business outcomes
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Manages enterprise-wide client relationships at senior levels acting as an extension of the client’s executive management team
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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.)
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Creates alignment between customer need & organizational delivery
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Manages issue escalation and resolution
3. Strategic Planning & Value Creation:
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Acts as an expert in customer’s business, culture and strategy by pro-actively contributing to the improvement of the client’s business.
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Supports growth of customer’s business through the development and execution of an Account Business Plan and Stakeholder Engagement Plan
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Influences the client’s planning and budgeting process to enhance value and optimize performance
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Represents the customers’ best interests externally and internally to GWS
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Strategic interpreter of needs and identifier of new value-added services to deliver organic growth
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Accommodates, plans, integrates portfolio contraction & expansion into account operating model
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Ensures the successful management of scope expansion & renewal activities, coordinating with Platform SMEs and Sales & Solutions team
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Establishes and executes resource & people strategy
4. Service Delivery Integration and Assurance:
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Act as a champion of the Integrated Account model to deliver upon the combined CBRE commitments to the client.
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Acts as single point of contact for account related communication to and from the senior client
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Act as team leader and be responsible for provision of all services that touch customer; manage escalation process
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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
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Manages in a matrix environment
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Manages Customer business changes that impact service delivery
5. Leadership:
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Directs the account leadership team and may have direct reporting as well as matrix reporting responsibilities
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Lead employee engagement initiatives to sustain progress the account has made, and drive change where needed.
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Identify and grow next generation leaders through proactive talent development and succession planning
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Advancing diversity and inclusion culture in our organization
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Multi regional and multi service line responsibilities
6. Safety and Controls:
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Responsible for ensuring world-class safety performance by CBRE and subcontractor employees, by instilling and reinforcing a positive, steadfast safety-first culture.
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Directs and provides overall strategic management of the account’s global compliance program to ensure adherence to CBRE and client compliance and controls requirements
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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.