Director/Associate Director
Cushman & Wakefield

Job Description

At Cushman & Wakefield, we employ the most talented professionals and invest in superior resources and technologies to provide our clients with innovative advice and bottom line results.

The talent of our extraordinary people and the culture and business approach we foster, coupled with the exceptional, creative services we provide and the results we deliver worldwide for owners, occupiers, and investors are what distinguishes Cushman & Wakefield from all other real estate service firms.

Cushman & Wakefield APAC is currently seeking a qualified candidate for the following position :

Director / Associate Director - enterprise solutions, Shanghai, Greater China


Direct Head of GOS Greater China, Global Occupier Services

Matrix Enterprise Solutions Lead APAC, Global Occupier Services


C &W China business leaders C & W in country service line leadership GOS in Country, Service Line and Regional Leadership Existing key in country Occupier and GOS clients CRE’s based in China and Chinese MNC’s who are exploring outsourcing services Regional Enterprise Solutions Community Account leaders, operatives within the wider GOS organization


At Cushman & Wakefield, Global Occupier Services is focused on delivering a differentiated service that puts the client at the center.

It is the GOS Sales and Account Management platform from which we will become a client-centric organization in everything we do and off of which we build a world class client only’ approach.

In this role, the right candidate will play an integral role in the development and the ongoing success of the growth of the business working as an integral part of the GOS APAC Sales Team.

The role will be based in China with the individual tasked with working closely with the local country / service line leads while also remaining fully connected with the regional GOS leadership to ensure both are work as truly aligned partners.

Their key areas of focus will be in :

Working closely with the China business to position the value of GOS and its various service lines with existing China based clients Support the growth of the Local Occupier business with focus on developing outsourcing relationships in country Supporting GOS in the development and implementation of its regional sales strategy Identifying key client relationships which GOS want to invest in to develop into long term client partnerships Leading China focused pursuits Support the wider GOS business in retention, cross-

sell and account expansion for existing client accounts


Enterprise Solutions China Focused Sales Lead

  • Client Engagement develop a targeted and focused client engagement program. The candidate will ensure a program of continued touch points is established to help strengthen existing GOS client relationships and develop new relationships with other MNC’s with significant footprint in China.
  • They will also focus on supporting local leadership to position C&W GOS capabilities with Chinese corporations who are exploring the benefits of outsourcing

  • Competitor Mapping develop an understanding of the competitor landscape in country and contribute to the regional sales strategy by providing greater line of site to the key outsourcing mandates in the Greater China market.
  • Pursuit Planning partner with Local and Regional Leadership to develop pursuit plans for key sales targets. The candidate would be expected to own the implementation of the established plans in country.
  • This would help support a healthly, sustainable pipeline that helps support and drive the overall growth strategy.

  • Pursuit Leadership the candidate will take an active lead is developing responses to RFP’s and associated presentations which are focused on China based portfolio’s or are for China based corporations looking for regional or global GOS Services.
  • This will include where needed leading client facing presentations

  • Commercial Analysis / Pricing- the candidate will ensure the potential value of all pursuits are accurately understood ensuring only commercially viable opportunities are pursued.
  • They will also work closely with the GOS Regional Pricing Manger to ensure all proposed solutions are accurately priced and resourced.

  • Pipeline Management the candidate will capture and maintain a robust pipeline of active China based sales targets with healthy distribution of short-
  • medium- and long-term opportunities, which support both local and regional growth targets.

    Enterprise Solutions Regional Solutions Development Support

  • Solutions Development where needed support the regional ES leadership in the development of bespoke solutions for global or regional GOS pursuits across all phases of the property lifecycle
  • Regional Sales Strategy provide key insights and suggestions that will help contribute in the development of the overall GOS sales strategy in region
  • Regular Regional Communication attend regular sales call sharing client insights and market information with wider regional sales team

  • At least ten years’ industry experience internationally across Asia Pacific and ideally some projects or time spent in other global regions.
  • Client side experience preference with knowledge across all Occupier Services business lines Account Management, Integrated Facilities Management, Project Management, Lease Administration and Transaction Management
  • An excellent influencer at all organizational levels, including the ability to develop credibility and trust with senior managers / decision makers.
  • Capable of leading complex integrated pursuits.
  • Able to listen and think strategically, manage risk and be innovative in problem solving.
  • Excellent written and spoken English & Mandarin.
  • A flexible, client only’ attitude.
  • Ability to build and develop strong relationships, both internally and externally, creating a network of contacts.
  • Strong consulting, communication, facilitation and interpersonal skills.
  • Capable Project Manager and organizer able to meet tight deadlines under pressure.
  • Exceptional written, oral, commercial and presentation skills.
  • Degree qualified as a minimum.
  • For more information on career opportunities, you may visit our website at http : / /
  • Cushman & Wakefield is an Equal Opportunity / Affirmat ive Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

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