Job Title
Account Director
Job Description Summary
The Account Director is the executive account leader responsible for the strategic, operational, financial, commercial, and relationship performance of one or more complex client accounts within Cushman & Wakefield Global Occupier Services. This role serves as the primary integrator across the client, C&W service lines, and enterprise partners.
The Account Director translates the client's business priorities into an integrated real estate and workplace strategy, establishes the governance and operating model required for consistent execution, and ensures measurable business outcomes. The position is accountable for client satisfaction, service excellence, profitability, contract compliance, talent leadership, risk management, transformation, renewals, and organic growth. The role typically oversees a strategic account or portfolio with annual revenue exceeding $5 million, subject to account complexity and organizational design.
Job Description
Scope of Leadership
Provide executive leadership across one or more integrated service lines, geographies, business units, and client stakeholder groups.
Lead large, multidisciplinary, and matrixed account teams, including resources who may not report directly to the position.
Own end-to-end account performance, including service delivery, financial results, contract obligations, client experience, talent outcomes, risk, and growth.
Operate as a strategic advisor to senior client leaders and as the senior C&W representative for the assigned relationship.
Potential Service Lines
Integrated Facilities Management, including engineering, environmental health and safety, sustainability, workplace experience, and supply chain management
Project and Development Services
Transaction Management
Space Management, Planning, and Occupancy
Portfolio and Lease Administration
Workplace and Portfolio Strategy
Data, Analytics, Technology, and Performance Management
Essential Responsibilities
Executive Client Leadership and Strategy
Serve as the executive sponsor and trusted advisor to senior client stakeholders, building durable relationships across corporate real estate, finance, procurement, risk, technology, operations, and business leadership.
Maintain a thorough understanding of the client's enterprise strategy, operating model, culture, risk profile, financial objectives, and real estate priorities.
Translate client objectives into an integrated account vision, multi-year strategy, annual account plan, and measurable performance commitments.
Provide informed recommendations on portfolio optimization, workplace transformation, service delivery models, outsourcing, cost efficiency, and organizational effectiveness.
Anticipate emerging needs and proactively bring the full C&W platform to address client priorities.
Service Delivery, Governance, and Transformation
Establish and lead a disciplined governance framework, including executive steering committees, business reviews, operational reviews, risk reviews, and escalation protocols.
Define and maintain service delivery standards, key performance indicators, service-level agreements, operating procedures, controls, and continuous improvement plans.
Ensure consistent and integrated delivery across all contracted service lines, locations, partners, and geographies.
Lead account mobilizations, transitions, stabilization efforts, organizational changes, technology implementations, and other transformation initiatives.
Use quantitative and qualitative analytics to identify trends, improve outcomes, prioritize investment, and support evidence-based decisions.
Champion innovation, standardization, automation, and best-practice adoption while ensuring solutions remain aligned with client requirements.
Financial and Commercial Performance
Own account revenue, profitability, forecasting, budgeting, working capital, cost management, and overall P&L performance.
Establish financial controls and operating rhythms that support accurate reporting, timely decision-making, and achievement of contractual and business commitments.
Provide disciplined contract management, including interpretation of obligations, deliverable tracking, change control, pricing, scope management, and commercial issue resolution.
Lead contract renewals, renegotiations, scope extensions, and pricing strategies in partnership with Finance, Legal, Procurement, and Client Solutions.
Identify and execute organic growth opportunities that expand share of wallet, add service lines, and increase enterprise value for the client and C&W.
Risk, Compliance, and Operational Resilience
Own the account risk framework and ensure timely identification, escalation, mitigation, and resolution of operational, contractual, financial, supplier, safety, technology, and reputational risks.
Partner with the client and C&W risk, legal, compliance, information security, business continuity, and environmental health and safety teams to meet applicable obligations.
Ensure the account operating model supports the heightened governance, control, confidentiality, audit, business continuity, and operational resilience expectations of a specialized financial services environment.
Maintain effective issue and dispute resolution processes that protect the client relationship and C&W's contractual and commercial interests.
Ensure corrective actions are documented, owned, tracked, and closed.
Talent and Organizational Leadership
Design and maintain an effective account organization aligned with client needs, contractual commitments, financial plans, and future growth.
Attract, select, retain, develop, and engage high-performing talent across disciplines and locations.
Lead talent reviews, succession planning, performance management, capability development, workforce planning, and leadership development in partnership with People teams.
Create an inclusive, accountable, collaborative, and client-focused culture that promotes safety, integrity, innovation, and continuous improvement.
Coach account leaders, establish clear decision rights, and hold individuals and teams accountable for outcomes.
Plan for leadership continuity and ensure critical roles have appropriate succession and contingency coverage.
Enterprise Collaboration and Business Development
Lead collaboration across Finance, People, Legal, Procurement, Technology, Marketing, Client Solutions, Research, service lines, and local market leadership.
Mobilize the broader C&W platform to solve complex client challenges and deliver integrated solutions.
Contribute to regional and GOS leadership priorities, service delivery strategy, operating model design, pricing, pursuits, presentations, and responses to requests for proposals.
Represent C&W with clients, suppliers, industry partners, and other external stakeholders in a manner consistent with company values and business objectives.
Measures of Success
Client satisfaction, executive relationship strength, and retention
Achievement of revenue, profitability, forecast accuracy, and working-capital objectives
Delivery against contractual commitments, KPIs, SLAs, and governance requirements
Growth through renewals, service expansion, and increased share of wallet
Risk reduction, control effectiveness, audit readiness, and issue resolution
Talent retention, engagement, succession readiness, and leadership capability
Execution of transformation, innovation, productivity, and continuous improvement initiatives
Key Competencies
Executive Presence and Client Leadership
Strategic Thinking and Business Acumen
Commercial and Financial Management
Integrated Service Delivery Leadership
Governance, Risk, and Contract Management
Transformation and Change Leadership
Talent Development and Organization Design
Matrix Leadership and Enterprise Collaboration
Negotiation, Influence, and Conflict Resolution
Data-Driven Decision-Making
Communication and Presentation Skills
Innovation and Continuous Improvement
Education
Bachelor's degree required in business, finance, real estate, engineering, facilities management, or a related field.
Master's degree, MBA, or relevant advanced professional credentials preferred.
Required Experience
10 or more years of progressive leadership experience in corporate real estate, facilities management, workplace services, outsourcing, consulting, financial services, or a related industry.
Demonstrated success leading a large or complex integrated services account with accountability for client relationships, P&L performance, service delivery, contract governance, talent, and growth.
Experience directly leading multidisciplinary teams and influencing large matrixed organizations across functions and geographies.
Experience engaging executive stakeholders and translating business strategy into real estate, workplace, portfolio, and operating plans.
Experience managing complex contracts, commercial negotiations, renewals, expansions, risks, and performance obligations.
Experience leading significant change, transformation, transition, stabilization, or technology-enabled improvement initiatives.
Preferred Experience and Qualifications
Experience supporting a financial services, insurance, investment, fintech, payments, or similarly regulated and risk-sensitive organization.
Working knowledge of operational resilience, business continuity, information security, supplier risk, regulatory expectations, internal controls, and audit environments as they relate to workplace and real estate services.
Experience across multiple GOS service lines, including Integrated Facilities Management, Project and Development Services, Transaction Management, Portfolio Administration, Occupancy Planning, Workplace Strategy, or Data and Analytics.
Demonstrated record of improving client satisfaction, account profitability, operational performance, talent outcomes, and organic growth.
Ability to travel as needed and operate effectively in a fast-paced, highly matrixed, client-facing environment.
Cushman & Wakefield also provides eligible employees with an opportunity to enroll in a variety of benefit programs, generally including health, vision, and dental insurance, flexible spending accounts, health savings accounts, retirement savings plans, life, and disability insurance programs, and paid and unpaid time away from work. In addition to a comprehensive benefits package, Cushman and Wakefield provide eligible employees with competitive pay, which may vary depending on eligibility factors such as geographic location, date of hire, total hours worked, job @type, business line, and applicability of collective bargaining agreements.
The compensation that will be offered to the successful candidate will depend on factors such as whether the position is covered by a collective bargaining agreement, the geographic area in which the work will be performed, market pay rates in that area, and the candidate's experience and qualifications.
The company will not pay less than minimum wage for this role.
The compensation for the position is: $ 182,750.00 - $215,000.00
Cushman & Wakefield is an Equal Opportunity employer to all protected groups, including protected veterans and individuals with disabilities. Discrimination of any @type will not be tolerated.
In compliance with the Americans with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position at Cushman & Wakefield, please call the ADA line at 1-888-365-5406 or email Accommodations@cushwake.com . Please refer to the job title and job location when you contact us.
INCO: "Cushman & Wakefield"
