Account Director
JLL - Lawrenceville, GA
Position Summary:
The Opportunity
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 – Corporate Solutions. An integral part of Corporate Solutions is the Account Director role, which brings together multiple service lines to deliver comprehensive solutions for our clients.
Location
Atlanta, GA
Reporting relationships
The Account Director will report to a Regional Account Director.
The Team
The Account Director will lead a team of talented individuals to deliver integrated, innovative and differentiated solutions for our clients. While each account structure varies based on services provided, typically an Account Director has 6-8 direct reports.
Major responsibilities
The Account Director is accountable for developing and implementing an account plan which will delight our clients and ensure a healthy long term relationship. The Account Director anticipates client needs and delivers to outperform on the key performance indicators within the contract and builds financial plans while striving to exceed revenue and profitability. The Account Director creates and manages high performing teams which not only delivers operational excellence but keeps employees engaged and thriving, and in conjunction with the Corporate Solutions leadership team, understands the firm’s strategy and goals and can translate those into the business opportunities.
Primary responsibilities include:
Delivery of Client Satisfaction
- Establish the vision and strategy of the account plan ensuring there is alignment with the client objectives and interests
- Drive the account plan to deliver high quality results which exceed the client’s expectations
- Become a reference for best in class service delivery that can be leveraged to expand Jones Lang LaSalle’s business
- Recognizes opportunities for account growth, then articulate the value proposition and ensures its implementation across the platform
- Ensures the best qualified candidate is hired for all roles on the account
- Thoroughly and critically assesses direct reports (and directs directs)
- For every direct report, build actionable and measurable career development plans; direct report in consistent conversations regarding progress
- Advances the firm’s diversity and inclusion priorities by focusing on talent moves, i.e. hiring, rotation and promotion
- Provides point in time coaching to elevate performance
Achieve Financial Results
- Manages account financials to ensure plan is met or exceeded in both growth and profitability
- Retain all current business lines and expand the book of business with the client to extend beyond existing product lines or geography
- Mitigates risk for the organization by ensuring A/R is maintained below 60 days payable
Contributes to the Growth of the Company
- Brings to the organization any leading practices and/or innovations developed on the account to the firm
- Identifies opportunities both on account and within professional network to generate additional revenue – engaging the right cross-functional resources to win
- Become internal reference for best in class service delivery that can be leveraged to expand Jones Lang LaSalle’s business
- Recognizes opportunities for account growth, then articulate the value proposition and ensures its implementation across the platform
Professional qualifications
The Account Director will have demonstrated the following competencies:
Client Focus
- Dedicated to exceeding client expectations to ensure a no-bid contract renewal
- Proactively solicits and responds to feedback and input from client
- Establishes and maintains effective relationships with customers and gains their trust and respect
- Ability to translate the account plan into a solid delivery model
- Measures the relevant data (financial, environmental, performance) and uses the data appropriately to reassess, adjust, expand or curtail
- Takes corrective action quickly and decisively when performance falls short of expectation or when redirection is required
- Strong financial acumen
- Clearly establishes performance expectations and goals for employees
- Provides point in time feedback on performance of employees
- Creates an environment with strong morale
- Established credibility with leaders immediately through confidence and presence
- Establishes and maintains effective relationships based on mutual trust and respect
Solutions Oriented
- Uses rigor and logic to solve difficult problems with effective solutions
- Identifies issues before they become problems
- Looks beyond the obvious and doesn’t stop at the first answers
Firm Knowledgeable
- Understand the fundamentals of the outsourcing business and the real estate industry
- Knows the various products our business offers and can identify within the account plan the levers for opportunity
Personal characteristics
The successful candidate will have experience working with customers in the industry or comparable critical environments. Additionally, experience managing large, multi-service contracts at a minimum of $10 million or more in size, with proven experience managing to contractually obligated terms and conditions is also of utmost importance. The candidate will be an innovative, forward thinking, creative individual with the highest ethical standards. The candidate must possess strong communication skills, the ability to influence others to achieve results and possess the following qualitative skills which are consistent with the company’s critical success factors:
People leadership
Influence others, engage and inspire, proactive collaboration, build talent, communicate effectively and build relationship
Personal leadership
Inspire trust, high integrity, adapt and learn
Result leadership
Ensure execution, drive targeted results, focus on customers and lead courageously
Travel
Travel will vary by assignment – ranging anywhere from 0-100%. The ideal candidate will be able to manage a moderate to heavy travel schedule, sometimes with short notice, and be able to relocate for a client assignment.
Educational credentials
This position requires a bachelor’s degree in addition to a broad range of business experience acquired through previous work experience, an MBA or similar post-graduate studies.
Compensation
The successful candidate will be offered a compensation package which includes a competitive base salary, performance-based bonus, and an attractive benefits package. Relocation support when required.
Posted: 30+ days ago
