Cushman & Wakefield - Team Lead - Project Marketing - IIM/XLRI/FMS/MDI

Role & Context :

Purpose :

- To manage the day-to-day servicing of the ongoing and future assignments being serviced by the team.

- To provide support to Managing Director (MD) North India such that top and bottom line growth of the team is enhanced.

- To increase client base of the Delhi - NCR

Dimensions :

- Report to MD, North India

Need to Do -

Revenue Generation:

- Being the team leader the person is expected to grow through performance/ result.

- Set individual and team revenue targets

- Hand hold the team members in executing transactions

- Review targets and create P&L

Business Development:

- Generate transaction leads and qualified opportunities for office acquisition requirements for the projects being marketed

- Focus on converting a qualified opportunity into a customer

- Stay involved in deal structuring for most assignments to ensure best in class service is provided to clients

- Maintain regular contact with tenant representation agents of all relevant brokerage firms

- Preparing and delivering presentations wherever required to increase client base of Delhi

- Business development through conceptualizing and making market pitches and presentation, cultivating client relationships, responding to RFP's.

Project Execution:

- Prepare job engagements through preparation of services agreements/ mandate letters/ fee agreements.

- Provide advisory inputs, project specific analysis, conceptualized solutions, reports and presentations to clients as per the assignment's requirements.

- Communication with clients, raise new issues with clients that benefit them, steer client meetings.

- Negotiating on behalf of clients where necessary.

- Managing client perception with respect to the project by ensuring the day-to-day servicing of the ongoing and future assignments.

- Deliver successfully on the assignments based on the engagement agreements signed.

- Secure testimonials from Clients for key assignments.

- Report submission to clients to be as per standard. Aim at consistently improving the submission quality through past learning or templates.

Key Performance Indicators :

- Achievement of personal objectives agreed.

- Delivery to deadlines.

- Client satisfaction and cross department business generation.

Relationships :

- Reports to MD North India.

- Mentor to Research Assistants/ Assistant Managers and other team members.

- With all professionals in other Indian office(s) as well as international office (client based).

- Support departments: IT, HR, Finance and Marketing.

- Clients (local, regional and global).

- Developers/ Landlords/ Investors.

Qualifications :

- Educated to Masters Degree level as a minimum from a pedigreed institute.

- MBA with an understanding of Finance is an advantage.

- Expertise in MS Office

Skills & Knowledge :

- Preferred experience of minimum 7 years in Corporate Real Estate.

- Candidates with prior experience in B2B in hospitality, insurance and corporate banking with excellent selling qualities and a desire to excel in a sale driven organization could be considered.

- Relationship with Developers, Corporates and industry leaders.

- A demonstrable track record of exceptional achievement, strong communication skills.

- Networking, persuasion, good telephone speaking skills, research and writing skills, self-motivated, prospecting Skills, identification of customer needs and challenges, market knowledge, meeting target numbers,

- Understanding of other business functions and business models in other organizations or industries.

- Excellent fluency in English (written and verbal) essential.

Experience

- About 7 years (2 -3 years experience in client management/ transaction management to be an advantage)

Need to be :

Key Performance Drivers :

- Revenue generated through new business (brand new account)

- Revenue added to an existing account

- Revenue added through renewal business

- Number of new hires inducted in the team

- Strong principles on integrity and work ethics