Job Title

Job Description Summary

Job Description

PURPOSE
The Solutions Development Lead will be responsible for leading and inspiring a team of Solution & Commercial managers and analysts who support the development of tailored, integrated solutions based upon identified client needs to win new business as well as retain and expand business with existing accounts.
In working with regional and global clients, this individual will develop compelling solution propositions, optimally positioning Global Occupier Solutions in the marketplace as well as being involved in the successful negotiation of opportunities to a closure that works for the client and Cushman and Wakefield.
KEY ACCOUNTABILITIES

• Responsible for leadership of solutioning, commercial modeling, operating budgets, staffing models, and labor costs for mid to large scale real estate outsourcing pursuits;
• Lead a team of solution and commercial experts providing management and guidance;
• Partner with all Service Line (Facility Management, Transaction Management, Portfolio Administration, Total Workplace and Project Management) to develop full outsourced solutions ensuring our clientsâ™ needs are met;
• Oversees the creation of a wide variety of customized, professional-quality marketing materials for new pursuits and renewal contracts (most commonly, written proposals, RFP responses, and graphical presentations), particularly focused around articulating the solution;
• Participates in client-facing meetings for cultivation and business development efforts;
• Provide the vision and guidance to the business development organization and solutions bid teams regarding market dynamics and industry trends to position Cushman & Wakefield competitively;
• Build, lead, and train a team across the region that develops and articulates solution, pricing and risk assumptions to GOS Leadership;
• Develop, refine and implement a standard GOS commercial model and pricing strategy applying benchmarking and competitor analyses to develop pricing strategy; ⢠Participates in client-facing meetings supporting new business opportunities; ⢠Coordinate and support the development of deal approval packages for internal commercial reviews; ⢠Keep-up with industry trends and developments, helping to provide competitive advantage for the business;
• Work within a matrix organization and enlist assistance and support from relevant people when compiling a solution / price / commercial proposal;
• Lead all APAC bids from a solutions and commercial standpoint providing regular updates to client delivery and service line leads, leading go/no-go discussions and linking the wider GOS APAC team into the global sales organization.

DIMENSIONS:

• Highly consultative, with the ability to guide the client through a detailed assessment of the C&W solution, commercial arrangements and needs to address critical business demands;
• Demonstrates a comprehensive understanding of the service components included in a proposed solution in order to establish instant credibility with the client, as well as possess the commercial acumen to build rapport and effectively develop meaningful client relationships;
• Ability to perform well under pressure, managing competing agendas;
• Occasionally required to work away from home;
• A professional with the highest business acumen with the charisma and to influence and gain credibility at senior management level;
• Ability to build and develop strong effective relationships, both internally and externally, creating a network of contacts;
• A motivated team player who can lead a diverse group with direction and passion;
• Dynamic and creative thinker coupled with an orientation to drive results through creative problem solving, process and rigor;

PERSONAL EXPERIENCE/QUALIFICATIONS/SKILLS:

• Track record of results in sales growth, client expansion and market share growth;
• Superior analytical skills, to facilitate identification of emerging trends and the collateral implications trends have on the markets served;
• A recognized business qualification, with at least 10 years post qualification experience of working Commercial Real Estate. Or, proven qualification by experience;
• Demonstrable experience on solution development of national or multinational >$20M per annum outsourcing opportunities;
• Team player with a can-do attitude;
• Strong project oversight skills, with the ability to leverage internal resources to bring disparate disciplines together to form a relevant, attractive and competitive solution for the client;
• Strong written, oral, commercial and presentation skills;
• An excellent negotiator, who can successfully agree to commercial terms to satisfy client requirements while acting in the best interest of the company;
• Ability to build and develop strong effective relationships, both internally and externally, creating a network of contacts;
• Able to listen and think strategically, manage risk and be innovative in problem solving;
• An excellent influencer at all organizational levels, including the ability to develop credibility and trust quickly with senior managers/decision makers;
• Flexible, client focused attitude, with the ability to focus on the clientâ™s business.