Senior Director | Japan Client Coverage

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The Senior Director | Japan Client Coverage is a strategic leadership role responsible for advancing JLL’s Capital Markets agenda by connecting Japanese institutional investors and capital sources with premium real estate investment opportunities across the Asia Pacific region and globally. Serving as the primary interface between Japanese capital—including pension funds, insurance companies, asset managers, REITs, private equity firms, and family offices and JLL’s international Capital Markets platform, this role bridges local investor mandates with global market opportunities.

By combining deep expertise in Japanese capital deployment strategies with comprehensive knowledge of APAC real estate fundamentals, the Senior Director | Japan Client Coverage facilitates high-impact cross-border transactions, provides strategic portfolio advisory services, and reinforces JLL’s position as the preferred partner for Japanese investors deploying capital overseas or seeking to divest assets across the region. Success in this role demands exceptional client advisory capabilities, proven transaction execution skills, and the ability to collaborate seamlessly across JLL’s global network of capital markets, research, valuation, and sector specialists.

Key Responsibilities

Client Relationship Management & Business Development

• Monitor and internally disseminate evolving investment strategies of Japan’s largest institutional investors with regional or global real estate mandates.

• Cultivate and maintain long-term, trusted relationships with key Japanese investors—locally, regionally, and globally—who are actively allocating capital to APAC and international real estate markets.

• Deliver tailored communications, including bespoke market updates, sector-specific insights, and strategic investment recommendations aligned with each investor’s risk profile, return objectives, and ESG considerations.

• Serve as the central conduit between Japanese outbound capital and JLL’s local Capital Markets teams across APAC, providing actionable intelligence on mandates, pricing expectations, underwriting criteria, and deal appetite.

• Maintain and continuously enrich JLL’s global investor database with live, granular intelligence on deployment timelines, target geographies, asset class preferences, and strategic priorities.

• Build strong working relationships with Japan-based asset owners, fund managers, developers, and financial institutions to identify co-investment, joint venture, and syndication opportunities.

Cross-Border Advisory

• Partner closely with JLL’s pan-APAC Capital Markets and sector specialists (office, industrial, retail, living, alternatives) to originate and position the region’s most significant cross-border investment opportunities for Japanese capital.

• Partner closely with JLL’s pan-APAC Capital Markets team to proactively identify, structure, and originate strategic divestment opportunities across the Asia Pacific region and beyond, aligning seller objectives with active investor demand globally.

• Act as the key liaison between JLL Japan and the firm’s global Capital Markets network, ensuring efficient distribution of APAC opportunities to Japanese investors and facilitating reverse inquiries.

• Provide real-time updates to global desks on live mandates originating from Japan, buyer feedback, competitive dynamics, and emerging trends in outbound capital flows from Japan.

• Advise international teams on Japan-specific investor requirements, legal and tax structuring considerations, regulatory frameworks and cultural nuances to optimize cross-regional deal execution.

Transaction Analysis & Execution

• Lead underwriting and financial analysis to support Japanese investors evaluating acquisition, development, or portfolio opportunities across APAC.

• Oversee the preparation and targeted distribution of marketing materials—including Information Memorandums, Underwriting Packs, detailed Financial Models, and Debt Term Sheets—to qualified offshore investors.

• Support divestment mandates by coordinating pitch presentations, Broker’s Opinions of Value (BOVs), and showcasing JLL’s track record in executing complex cross-border exits.

• Develop compelling investment theses backed by rigorous market context, cash flow modelling, sensitivity analysis, and benchmarking to inform Japanese clients’ capital allocation decisions.

Required Qualifications

• Bachelor’s degree in Finance, Real Estate, Economics, Business, or a related discipline; advanced degree (MBA, MS) or professional designation (CFA, MRICS) preferred.

• Minimum of 10–15 years of experience in real estate capital markets, investment advisory, private equity, or institutional asset management, with a strong focus on the Japan market.

• Proven track record of advising Japanese investors on overseas real estate allocations and executing cross-border transactions across APAC or globally.

• Demonstrated experience advising Japanese Institutional investors and understanding their investment processes

• Fluency in Japanese and English (written and spoken) to engage and advise Japanese - speaking clients and stakeholders and ability to present complex investment strategies confidently to senior stakeholders.

• Strong project management capabilities with the ability to manage multiple high-value mandates concurrently.

Location:

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

At JLL, we harness the power of artificial intelligence (AI) to efficiently accelerate meaningful connections between candidates and opportunities. Using AI capabilities, we analyze your application for relevant skills, experiences, and qualifications to generate valuable insights about how your unique profile aligns with the specific requirements of the role you're pursuing.

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