Job Description:

Job Title

Senior Managing Director, Global Head of Pricing

Job Description Summary

Job Description

POSITION SUMMARY

This individual will lead a team of professionals that develop pricing for commercial real estate outsourcing services provided to global occupier clients. The team partners with sales and solution team members to develop winning commercial strategies to retain/expand current client relationships and win new business with a focus on the commercial profitability, risks, and market competitiveness. She/he will drive connectivity between Commercial Leadership, Enterprise Sales, GOS Leadership, and Corporate Finance on the commercial terms and profitability of each opportunity.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

• Provide oversight and coaching to Pricing Team members on the development of commercial solutions / pricing for commercial real estate outsourcing pursuits across all GOS Service Lines (Facility Management, Transaction Management, Portfolio Administration, Project Management, and other related offerings)




• Partner with Sales Leads, Solution Architects, Service Line SMEs, and/or current Account Leads to build staffing models based on labor gearing ratios and specific client requirements across all GOS Service Lines and enabling functions




• Develop operating budgets and pricing structures that meet client objectives and savings targets; drive engagement with Corporate Sourcing and vendor partners




• Lead pricing and financial consolidation for regional and global multi-service line pursuits into a proforma model to assess deal profitability and manage risk/reward to C&W




• Complete client pricing deliverables and templates for RFP responses; document key assumptions to support pricing submissions




• Participate in client-facing meetings supporting new business opportunities; lead pricing discussions with client buyers




• Coordinate and support the development of deal approval packages for internal deal/commercial reviews with GOS Leadership




• Own developing and refining internal tools and processes that enable the Pricing Team to be a key partner in retaining/expanding current client relationships and winning new business




• Evaluate and modify pricing techniques for GOS service offerings to expand profitability in line with financial targets




• Drive integration and communication across the Global Pricing Team, overall Enterprise Sales Team, Service Line Leadership, Technology, Transition, and Corporate Finance




• Cultivate a diverse and inclusive team environment through recruiting, training, developing and retaining strong talent; Build a strong succession pipeline for key roles




• Maintain Pricing Team job descriptions and update them as the team/roles evolve with the business




• Manage Pricing Team resource allocation to ensure highest and best use of resources in pursuit of key sales opportunities




• Manage key stakeholders' expectations (Head of Sales, Sales Leaders, GOS Commercial Leadership, etc.)

REQUIRED EDUCATION, EXPERIENCE AND QUALIFICATIONS

• Bachelor's degree in Accounting, Finance, Economics, Real Estate, or another related field; MBA preferred

• 15+ years of experience in CRE multiline/multinational clients with a proven record of winning large and complex pursuits as part of a collaborative team




• 5+ years of direct people management experience




• Interest and ability to develop talent within managed team as well as in the broader organization




• Comprehensive understanding of outsourced real estate services, typical client requirements, industry delivery, and contracting models; understands the impact of risk-reward frameworks, pricing, and resource structures




• Excellent financial/analytical skills; accuracy, thoroughness, and attention to detail are required




• Strong organizational skills with demonstrated ability to establish effective project schedules for multiple concurrent projects and meet critical deadlines in a fast-paced environment




• Ability to analyze with large / complex datasets in Excel to provide insights and executive level reporting




• Deep knowledge of financial terms and principles with the ability to analyze complex operational/financial data and develop innovative solutions




• Must be able to engage, influence, and collaborate effectively (up, down, laterally, and through) in a global and matrixed organization




• Expertise in developing global pricing methodologies, processes, and tools




• Self-starter with proven leadership skills in a high-growth business environment




• Critical and strategic thinking skills are key to success



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  Ability to travel for both internal and external meetings

  
  
  
  

OTHER DUTIES

This job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.

AAP/EEO STATEMENT

C&W provides equal employment opportunity to all individuals regardless of their race, color, creed, religion, gender, age, sexual orientation, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law. Further, C&W takes affirmative action to ensure that applicants are employed and employees during employment are treated without regard to any of these characteristics. Discrimination of any type will not be tolerated.

Cushman & Wakefield provides equal employment opportunity. Discrimination of any type will not be tolerated. Cushman & Wakefield is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status or any other characteristic protected by state, federal, or local law. Apply Now