Director, Solutions

Job Title

Director, Solutions

Job Description Summary

This individual leads the development of best in class commercial real estate outsourcing solutions for assigned client opportunities in C&W’s Global Occupier Services (GOS) business. They will play a key role in interacting with clients through participation in introductory meetings, collaborative sessions, formal presentations, and contract negotiations. The Solution Director provides direct support to Enterprise Sales Leaders on renewal, expansion, and new business opportunities through close partnership with pricing and proposal team members. He/she will drive alignment between Enterprise Sales, service line leadership, client delivery teams, and GOS leadership to formulate winning pursuit strategies.

Job Description

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

• Responsible for developing operational solutions / staffing for mid to large scale commercial real estate outsourcing pursuits across all GOS Service Lines (Facility Management, Transaction Management, Portfolio Administration, Project Management and other related offerings)
• Oversee the development of operating budgets and commercial/pricing structures that meet client objectives while managing risk and reward to the firm
• Oversee the creation of a wide variety of customized, professional-quality proposal and presentation materials that clearly communicate the proposed solution and value add to the client
• Contribute to agendas and participate in client-facing meetings for cultivation and business development efforts and manage follow-ups
• Develop strong working relationships with subject matter experts throughout the organization at the service line and client delivery levels
• Coordinate and assign tasks to co-workers and other subject matter experts involved in a business pursuit project
• Partner with Account Leaders and Enterprise Sales Leaders to engage with clients on contract changes, management of scope increases, variations to resource models, glidepaths, etc.
• Anticipates and understands the emerging needs of clients and trends in the market. Credible with colleagues and clients when talking about business trends
• Support Enterprise Sales Leaders in preparing for and conducting Deal/Commercial Reviews with GOS leadership

REQUIRED EDUCATION, EXPERIENCE AND QUALIFICATIONS

• Bachelor’s degree; Master’s degree preferred
• 10-15 years of experience in CRE multiline/multinational clients with a proven record of winning large and complex pursuits as part of a collaborative team
• Strong organizational skills with demonstrated ability to meet critical deadlines and to establish effective project schedules
• Requires deep operational understanding of GOS service lines, client requirements, industry delivery, and contracting models. Understands the impact of risk-reward frameworks, pricing and resource structures
• Strong understanding of the costs and activities associated with the management of diverse commercial real estate portfolios, including office, industrial, manufacturing and retail environments
• Working knowledge of facilities operations and building systems with the ability to recognize, document, and optimize facilities processes
• Must be able to engage others effectively and collaborate in a matrix organization environment – up, down, laterally, and through at the global level
• Demonstrated ability, confidence, and polish interacting at the C-Level, both internally and externally
• Strong relationship management and interpersonal skills
• Critical and strategic thinking skills are key to success
• Ability to solve advanced problems and deal with a variety of options in complex situations
• Requires in-depth knowledge of financial terms and principles with the ability to analyze complex operational/financial data and develop innovative solutions
• Technically savvy with solid experience in Microsoft Office; advanced Excel skills preferred
• Active member of CoreNet or related industry association
• Ability to travel for both internal and external meetings

OTHER DUTIES

This job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.

Cushman & Wakefield prov