JLL empowers you to shape a brighter way.
Our people at JLL 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.
Regional Account Director, Work Dynamics, APAC
Job Description
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
A large Technology client in APAC, has a portfolio of over 7 m sqft, in over 50 sites, with 250+ staff on JLL FTEs and 1.2 K vendor staff deployed to client sites. IFM is the main service, where we execute the majority of FM services, technical and non-technical and occupancy planning.
The client’ s expectations from this role is to deliver on the shared vision:
● Fearlessly drive an ever-on transformation agenda to align and support the client’s growth across APAC as well as their Future of Work plans.
● Partner with client in understanding evolving client business requirements and develop long term real estate portfolio strategy to support the business needs
● Embody a partnering approach, taking the lead of delivery of services and fostering the leadership capability of ‘Get it Done’ as part of the Account’s DNA.
● Lead a team that is always looking for opportunities to enhance the delivery platform in order for the account to get ahead of the client’s growth.
● Partner with JLL globally to provide consistent and scalable solutions ensuring the account is leveraging the global COE.
● Build a culture of belonging to create a workplace where everyone can contribute to the full potential, deliver their best work, and be an Account of Choice within JLL and beyond.
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.
Reporting Relationships
Direct Manager: Group Account Executive
Direct Reports: Regional Operation Director, Regional Business Operations Director
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: