Senior Director, Account Director

4 months ago

Singapur, Singapore JLL Full time

JLL empowers you to shape a brighter way .

Our people at JLL and JLL Technologies are shaping the future of real estate for a better world by combining world class services, advisory and technology for our clients. We are committed to hiring the best, most talented people and empowering them to thrive, grow meaningful careers and to find a place where they belong. Whether you’ve got deep experience in commercial real estate, skilled trades or technology, or you’re looking to apply your relevant experience to a new industry, join our team as we help shape a brighter way forward.

Account Executive, Work Dynamics, APAC

About JLL

We’re JLL. We’re a professional services and investment management firm specializing in real estate. As a Fortune 500 company, we help real estate owners, occupiers and investors achieve their business ambitions.

If you’re looking to step up your career, JLL is the perfect professional home. With us, you’ll have a chance to innovate with the world’s leading businesses, put that expertise into action on landmark projects, and work on game-changing real estate initiatives. You’ll also make long-lasting professional connections and be inspired by the best. We’re focused on opportunity and want to help you make the most of yours. Achieve your ambitions - join us at JLL

About our Client

LSEG

Headquartered in the UK, LSEG is a global provider of financial markets data and infrastructure. Within APAC, the portfolio is over 1.2m sqft in 12 countries covering 29 sites. IFM is the main service where we execute the majority of FM services, technical and non-technical with a team of 120+ staff on JLL FTEs.

LSEG’s vision is to provide an integrated customer experience, encouraging and enabling people to do their best work. This vision will be delivered through the following aspirations:

· Office as a destination: a place colleagues want to visit that enables the culture.

· Dynamic and efficient operations that are cost effective and flex to demand.

· Resiliency - managing risk to maintain operations.

· Sustainable and responsible – reducing the environmental impact and making the office an attractive and inclusive place.

The Account Executive role purpose

Recognizing that corporate clients seek creative and often integrated approaches to best manage their real estate portfolios and complex occupancy needs around the world, we have integrated our occupier businesses into a single global division – Work Dynamics. An integral part of Work Dynamics structure is the Regional Account Director (RAD) role, which brings together multiple services to deliver comprehensive solutions for our clients. 

The Regional Account Director is responsible for ensuring a high level of client satisfaction, establishing and managing the service delivery team, delivering key regional initiatives as well as ensuring consistency in processes, systems and reporting. The role also ensures efficient and consistent operation of all services to meet contractual obligations with respect to the property portfolio of the Client throughout the APAC region as well as build strong & sustainable relationships within the client’s organization. In addition, the role will drive innovative ways of thinking and working, constantly reviewing the best delivery models, along with upskilling the team, to enable a sustainable and engaged workplace experience for the client occupants. The multi- disciplined services provided consist of facilities management, project management, portfolio strategy, transaction management, lease administration and occupancy planning.

Reporting Relationships

Direct Manager: Group Account Executive and matrix to the Global Account Director.


Direct Reports: Regional Operations Director, Regional Engineering Lead, Regional Finance Lead, Regional Procurement Lead, Regional HSE Lead

Role Summary

Strategy and Account Management

Contribute and execute on the vision and strategy of the JLL business. Be the face of JLL in the marketplace.  Ensure that the account plan is implemented and aligned with client OKRs (objectives and key results) Be accountable for the profit, loss and growth of the assigned account. Be responsible for supporting the account in the region/geo/country by working with the local account teams and local clients. Work with the Account Management Enablement organization to implement the agreed account management practices. Provide feedback to the Product organization on the performance and gaps, if any on various Products and suggest improvements from on field and client feedback. 

Client Relationship Management 

Ability to extract and translate customer expectations into innovative strategic initiatives Convinces stakeholders based on data, challenges in a constructive manner Balances the needs of both client and JLL Exhibits result orientation

Transformational Improvement

Unlock opportunities for account growth and work with the account team and/or Sales organization to convert these opportunities.  Drives creation and delivery of the strategic improvement roadmap Promotes continuous improvement & Innovation Role models a proactive and ownership focused mind-set

Lead & Deliver

Create a high-performing, integrated team who are committed to delivering exceptional client results.  Work with the Commercial Excellence team on margin enhancement and commercial excellence initiatives to improve and/or achieve the target margin for the accounts. Realize the transformation program on-time Exceed the Desired Outcomes every year Promote open, constructive and collaborative relations with clients, superiors, subordinates and peers Build strong and successful strategic partnerships between client and JLL, on- and off the direct team

Financial Management

Be responsible for achievement of the agreed financial targets for the account; revenue, expenses and debtors targets. Lead the development of the property budgets and forecasts in accordance with the financial timetable. Meets the agreed growth targets for the account. Looks for opportunities to cross-sell services. Responsible for collection of fees from the client as well as tracking of outstanding payments.

Contract Management

Ensures adherence to the contract requirements and intents Responsible for the achievement of key performance indicators, service levels and other measures as contracted  Mitigates any CPI / KPI liability Work with any global and/or in-region teams to manage any contract change requests

Operations

Responsible for management oversight of all resources involved in the delivery of services, e.g. recruitment, performance assessment etc. Drives operational excellence across all services delivered, aiming to simplify, standardize and automate processes and procedures to enhance our service offering and make it more sustainable.  Actively manages the professional development of all direct reports Prepares and implements a succession plan for the account Lead and drive transformation of operating structure to support workplace experience and overall delivery goals Drive innovative knowledge growth and fresh ways of thinking across all the functions  Review and enhance current and future skills to drive productivity, innovation and enable future of work. Develops, implements and manages all regional initiatives and programs for the account Drives client specific initiatives such as savings targets, benchmarking and best practices Sources, transfers and implements best practices to the account through bringing outside in Successfully communicates and commercializes successes and compliments to maintain positive momentum Drives regional consistency in the account e.g. in reporting, standard operating procedures, systems and HR practices Establishes consistency in the monthly reporting to drive a culture of shared learning and continuous innovation  Conducts Quarterly Business Reviews in region, with a focus on Knowledge Leadership, and participates in any multi-regional QBR’s or similar

Core Competencies & Personal Attributes

Behaviours

The ideal candidate should have demonstrated the following competencies:

Empathetic, deeply understands the goals, drivers and needs of others Trustworthy, earns and deserves the trust of clients and colleagues Thorough and restrained. Prefers accuracy over speed to avoid mistakes. Inclusive in all decisions and behaviours and demands this from others Embodies JLL values of Ethics, Excellence and Teamwork Decisive and relentless with a bias for action Courage to make the tough decisions and have difficult conversations Accountable for actions and outcomes and holds others to be accountable Value agility and are not afraid to shift as conditions change Authentic in their true self, not afraid of deliberate truth telling Natural relationship builder with superior communication skills Learns quickly from mistakes, recognizes patterns in the environment, and changes behavior based on immediate feedback

Experience

Minimum 15 years’ experience in real estate, preferably with strength in Facilities Account Management, ideally with a focus around Employee Experience and Sustainability. Beneficial to have understanding in Project Management, Transaction Management, Strategic Portfolio Management, Lease Administration and Workplace Strategy  Has handled complex account structures, either running multiple teams, multi disciplines, across multiple locations and countries  Has experience in handling client and/or Firm sensitivities knowing when to escalate with urgency, or how to de-escalate certain risks Has demonstrated experience in balancing the interests of the client with those of the Firm  Has experience in translating client needs into existing or new business growth Track record of year on year exceeding plan and adding growth through new services/products Has effectively managed complex P&L(s) Has presented in front of large regional audiences Has grown talent through effective leadership and management. Strong track record of advancing both individuals and teams in complex business environments into management roles
 

Knowledge

Understands the product offering within JLL and has successfully sold products/
bundles contributing to growth Knowledgeable of corporate real estate industry and has subject matter expertise
in several areas Known as a strategic partner with SD who helps to lead new business pursuits Excellent knowledge of business and financial acumen Has a network of trusted colleagues across JLL and externally within the industry Knows how to engage and attract talent within the competitor landscape Keeps up to date with industry trends, research and the competitive landscape Knowledge of clients model and strategy and industry

Location:

On-site –Singapore

If this job description resonates with you, we encourage you to apply, even if you don’t meet all the requirements. We’re interested in getting to know you and what you bring to the table

JLL Privacy Notice

Jones Lang LaSalle (JLL), together with its subsidiaries and affiliates, is a leading global provider of real estate and investment management services. We take our responsibility to protect the personal information provided to us seriously. Generally the personal information we collect from you are for the purposes of processing in connection with JLL’s recruitment process. We endeavour to keep your personal information secure with appropriate level of security and keep for as long as we need it for legitimate business or legal reasons. We will then delete it safely and securely.

For more information about how JLL processes your personal data, please view our Candidate Privacy Statement.

For additional details please see our career site pages for each country.

For candidates in the United States, please see a full copy of our Equal Employment Opportunity and Affirmative Action policy here.

Jones Lang LaSalle (“JLL”) is an Equal Opportunity Employer and is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process – including the online application and/or overall selection process – you may contact us at Accommodation Requests. This email is only to request an accommodation. Please direct any other general recruiting inquiries to our Contact Us page > I want to work for JLL.

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