Senior Director, Account Director

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!

The Account Executive role purpose

Responsible for managing a JLL client account directly with a focus on Client, People & Growth. This includes leading a strong People agenda ensuring an engaged workforce and a positive culture with a focus on wellbeing and health and safety.

Reporting Relationships

Direct Manager: Group Account Executive

Direct Reports: Country Account leads and Functional Leads.

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 objectives.
• Be accountable for the profit, loss and growth of the 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 the 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 account’s strategic roadmap
• Promotes continuous improvement & innovation.
• Demonstrates a proactive and ownership focused mind-set and acts as a role model in this regard.

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 account.
• Realize the transformation program on-time.
• Exceed targets and desired outcomes every year.
• Promote open, constructive and collaborative relationships with clients, superiors, subordinates and peers.
• Build strong and successful strategic partnerships between the client and JLL, both within and outside of the direct teams.

Core Competencies & Personal Attributes

Behaviours

The ideal candidate should demonstrate the following competencies:

• Empathy - deeply understands the goals, drivers and needs of others.
• Trust - 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 too.
• Values agility and is not afraid to shift as conditions change.
• Authentic and true to themself, 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

• Track record of year on year plan overachievement and delivering growth through new services/products.
• Account leadership experience in corporate real estate, with exposure to facilities or property management, real estate service delivery oversight and vendor management.
• Experience leading multiple scaling accounts and / or large multiservice line account across a variety of countries or a broad geography.
• Has effectively managed complex P&Ls.
• Has experience and is comfortable presenting in front of large 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

contributing to growth

• Knowledgeable and is seen as a leader in the corporate real estate industry and

has subject matter expertise in several areas

• High level 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, delivery models and strategies across the industry