Americas Lead of SPO

Job Title

Americas Lead of SPO

Job Description Summary

The Americas Lead of SPO will be responsible for all existing Global Occupier Services Client Accounts within the Americas region. This individual will provide the necessary leadership and support to existing GOS Account teams with managing all aspects of the account evolution including, but not limited to, expansion (geography/scope), service levels, contract renewals, team development, innovation, best practices and overall profitability. The primary focus of the role is in organic growth of services and client retention within the region.

Job Description

Essential functions and responsibilities

·       Responsible for implementing overall vision, strategy and multi-year contract/metrics for client accounts, focused on the expansion of SPO services.

·       SPO Platform representative for the Americas region, serving as an extension of the Platform SMEs and drawing upon their unique expertise to solution, provide business processes, and own their individual specialties with the practice.

·      Primary executive point of contact for GOS occupier clients within the region, collaborating with the entire platform to deliver client value, expand client relationships, and grow GOS business across the region.

·       Set operational and financial goals through internal Business Planning and client facing Strategic Agendas

·       Indirect P&L contributor for all regional accounts including forecasting of opportunities, quarterly financial reviews/recommendations and achievement of EBITDA targets.

·       Have awareness of the client maturity curve, where a client is currently on their advancement of SPO services and the end-state goal of our partnership with them. Recognize the belief in C&W for Better Never Settles and the continuous improvement mindset as the industry changes and advances.

·       Support a highly engaged, top talent workforce with focus on client needs, satisfaction and positive KPI results

·       Participate in semi-annual account reviews which will include: summary of performance, financial review, risks and mitigation, growth opportunities, talent developments and succession planning, etc.

·       Identify opportunities to support and champion automation, process efficiency, and continuous improvement through technology throughout SPO to provide a competitive advantage.

·       Instill a strategic, data driven approach with all account team members on behalf of client.

·       Participate in all regional delivery updates, AD/EAD meetings and business reviews as required to represent the SPO service line. Have awareness of critical business related technology products in the areas of occupancy management, visitor management, bookings/reservations, and sensors.

·       Develop a working knowledge of C&W platform resources including service line leads, marketing, research, technology and core best practices to enhance overall client satisfaction and sales efforts

·       Partner with service line leaders to build and create a culture of trust and teamwork across business lines

·       Ensure superior delivery of all contract deliverables, including measurable value-add, innovation, continuous improvement and overall client satisfaction.

·       Ensure coordination of regular performance reviews between clients and C&W, as outlined in the contract or required, enhancing client relationship, improvement opportunities and managing suitable action plans.

·       Ensure that fixed compensation services under client contracts are realized and variable compensation opportunities are maximized to improve business unit and company profitability. Have a working knowledge of all staffing solutions and value adds for each solution so we remain flexible and strategic within our staffing plans.

·       Demonstrate tangible leadership and relationship management skills across primary client stakeholders and internal C&W individuals.

·       Manage information and escalations to Global Lead of SPO in a way that balances information, critical and high-risk escalations, and value contribution of the SPO service line in an appropriate method and timeframe.

Key competencies

·       Leadership

·       Customer Relationship Management

·       Technical Skills in Occupancy, Spatial Data Management, and Strategic Planning throughout the life of the Real Estate Cycle.

·       Organization Design & Management Skills

·       Communication (oral and written)

·       Financial Management

·       Matrix Organization / Business Partner Skills  

·       Presentation Skills

·       Business Acumen

Education

·       Bachelor’s degree required

·       Master’s degree or MBA preferred

Important Experience

·       15+ years’ experience, 10 years of real estate experience preferred

·       Competency in all SPO service areas

·       Financial analysis and technology literacy with knowledge of applicable software packages

·       Experience in resource allocation, solutioning, contracting, and team implementation    

Additional eligibility qualifications

·       Demonstrated leadership and management skills dealing with issues ranging from senior level to administrative

·       Ability to cross sell services

·       Strong communication, negotiation and analytical skills

·       Financial analysis experience and familiarity with financial concepts

·       Computer: Strong understanding of products from Eptura, Autodesk, FMS, Microsoft, etc

·       Extensive knowledge and experience in resource allocation and implementation concepts

·       Superior relationship building and management skills along with solid interpersonal skills

·       Strong organizational skills

·       Team oriented approach

·       Ability to balance integration of internal requirements of policies/procedures with those of the client

·       Proven record of providing excellent internal and external customer service

·       Ability to comprehend, analyze, and interpret complex business documents.

·       Ability to respond effectively to highly sensitive issues.

·       Ability to make effective and persuasive presentations on complex topics to employees, clients and Sr. Management

·       Ability to motivate and negotiate effectively with key employees, senior management and client groups

·       Demonstrate an ability to solve complex problems and deliver a variety of options in complex situations

·       Requires expert level analytical and quantitative skills

Cushman & Wakefield also provides eligible employees with an opportunity to enroll in a variety of benefit programs, generally including health, vision, and dental insurance, flexible spending accounts, health savings accounts, retirement savings plans, life, and disability insurance programs, and paid and unpaid time away from work. In addition to a comprehensive benefits package, Cushman and Wakefield provide eligible employees with competitive pay, which may vary depending on eligibility factors such as geographic location, date of hire, total hours worked, job type, business line, and applicability of collective bargaining agreements.

The compensation that will be offered to the successful candidate will depend on factors such as whether the position is covered by a collective bargaining agreement, the geographic area in which the work will be performed, market pay rates in that area, and the candidate’s experience and qualifications.

The company will not pay less than minimum wage for this role.

The compensation for the position is: $170,000.00 - $200,000.00

Cushman & Wakefield is an Equal Opportunity employer to all protected groups, including protected veterans and individuals with disabilities. Discrimination of any type will not be tolerated.

In compliance with the Americans with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position at Cushman & Wakefield, please call the ADA line at 1-888-365-5406 or email [email protected]. Please refer to the job title and job location when you contact us.

INCO: “Cushman & Wakefield”