Senior Alliance Director (Global)

Cleveland - Ohio - United States of America, Dearborn - Michigan - United States of America, Detroit - Michigan - United States of America, Fort Wayne - Indiana - United States of America, Milwaukee - Wisconsin - United States of America, South Bend - Indiana - United States of America, Toledo - Ohio - United States of America

Position Scope

The Senior Alliance Director manages the contract relationship, acting as a trusted advisor and thought leader to grow the business relationship and contract value. The Senior Alliance Director will ensure alignment between the account organization and other departments within GWS to maximize value creation and ensure excellence in operational delivery across multiple services lines (FM, 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.

Through the development and execution of an Account Business Plan, the Senior 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 GWS.

The responsibilities for this position include, but are not limited, to the following:

P&L, Contract Management And Governance

• Accountable for financial performance of global, 3X account
• Indirectly leads the resources to deliver against the contract, managing scope interpretation as required.
• Leads the sponsorship essential to deliver against the contract, managing Scope interpretation as required
• Ensures fulfilment of “promise” to customer – sets tone and culture for the way GWS delivers
• Engages executive involvement as needed to leverage the broader GWS portfolio to introduce new scope & business pricing as part of delivering an integrated set of services
• Ability to negotiate, administer contract and possess solid understanding of contractual terms and implications

Customer Relationship Management & Development

• Manages the contract relationship, acting as a trusted advisor and thought leader to grow the business relationship with the client
• Demonstrates credibility and thought leadership, influencing business outcomes
• Manages enterprise-wide client relationships at senior levels acting as an extension of the client’s executive management team
• Creates alignment between customer need & organizational delivery
• Manages issue escalation and resolution

Strategic Planning & Value Creation

• Account Growth
• Acts as an expert in customer’s business, culture and strategy by pro-actively contributing to the improvement of the client’s business.
• Supports growth of customer’s business through the development and execution of an Account Business Plan
• Influences the client’s planning and budgeting process to enhance value and optimize performance
• Represents the customers’ best interests externally and internally to GWS
• Strategic interpreter of needs and identifier of new value-added services
• Accommodates, plans, integrates portfolio contraction & expansion
• Ensures the successful management of scope expansion & renewal activities
• Establishes and executes resource & people strategy

Service Delivery Integration And Assurance

• Act as a champion of the Integrated Account model to deliver upon the combined CBRE commitments to the client.
• Acts as single point of contact for account related communication to and from the senior client
• Act as team leader and be responsible for provision of all services that touch customer; manage escalation process
• 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
• Manages in a matrix environment
• Manages Customer business changes that impact service delivery

Leadership

• Directs the account leadership team and may have direct reporting as well as matrix reporting responsibilities
• Lead employee engagement initiatives to sustain progress the account has made, and drive change where needed.
• Advancing diversity and inclusion culture in our organization
• Multi regional and multi service line responsibilities

Safety And Controls

Responsible for ensuring world-class safety performance by CBRE and subcontractor employees, by instilling and reinforcing a positive, steadfast safety-first culture.

Directs and provides overall strategic management of the account’s global compliance program to ensure adherence to CBRE and client compliance and controls requirements

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.

Travel Expectations: If you are not currently located in or near Dearborn, MI, anticipate 75% travel to the area each week.

Skills/Qualifications

• Demonstrated hands on / direct impact on business outcomes. Strong fiscal management with the ability to articulate understanding of P&L, Balance Sheet and Cash Flow management. Direct experience improving all three. Credible and strategic management of a large P&L
• A history of developing strong trusted advisor status with clients. Engenders feelings of trust as an initial impression. History of looking for win/win solutions. Examples of successfully de-escalation of issues. Effective regardless of client.
• High level of personal credibility, customer relationship management, networking and interpersonal skills
• Strong understanding of building operations especially critical environments. Articulate in ESG, Workplace Strategy, TOC. Passion for HSE. Experience managing ADCM and FM projects. Strong written and verbal communication skills. MS Office Suite competencies.
• Proven experience as a visionary leader
• Proven track record in the development & implementation of strategic plans
• Significant experience managing customer accounts across North America, Latin America, EMEA and APAC and working knowledge of labor laws in those regions
• Significant experience leading multiple service lines across multiple regions and delivering on the value proposition of having a single globally integrated service provider
• Demonstrated ability to take full accountability for team performance and ensure client and CBRE expectations are achieved.
• Proven and tested safety leadership experience and competency in both office and manufacturing environment
• History of data-driven decision making enabled by solid data analytics and a drive for increased automation
• Experience leading teams and operations in a manufacturing environment (aligns with portfolio make-up and the operational mindset of primary client)
• Ability to effectively navigate in a matrix organization
• Exceptional collaboration skills, and ability to ensure productive collaboration amongst regional and service line leaders on account
• Experience managing various contracts and commercial models, and success delivering on savings commitments (e.g. fixed price, savings guarantee)
• Continuous improvement mindset with history of delivering innovation that is recognized by the client
• Strong communication skills
• Extensive real estate industry knowledge and trends
• Consultative skills
• Ability to prioritize
• Interprets and manages risk using systems that demonstrate appropriate control and validation of risk mitigation measures.
• Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future

Equal Employment Opportunity:

CBRE has a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law.

Candidate Accommodations: CBRE values the differences of all current and prospective employees and recognizes how every employee contributes to our company’s success. CBRE provides reasonable accommodations in job application procedures for individuals with disabilities. If you require assistance due to a disability in the application or recruitment process, please submit a request via email at [email protected] or via telephone at +1 866 225 3099 (U.S.) and +1 866 388 4346 (Canada).

CBRE GWS

CBRE Global Workplace Solutions (GWS) works with clients to make real estate a meaningful contributor to organizational productivity and performance. Our account management model is at the heart of our client-centric approach to delivering integrated real estate solutions. Each client is entrusted with a dedicated leader and is supported by regional and global resources, leveraging the industry's most robust platform. CBRE GWS delivers consistent, measurably superior outcomes for our clients at every stage of the lifecycle, and across industries and geographies.

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Service line: GWS Segment