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Summary

A highly experienced Professional with Occupier focused Business Development, Transaction and Leadership skills. 

    Key Competencies & Offerings.

Occupier Client Focus and Mindset - Understanding and Track Record across Global Markets - Proven Execution and Transaction Management Skills - Account Management - Business Development: Planning, Process, Operations & Delivery - Technology and Business Enablement - Salesforce Platform Development and Deployment - Commercial Acumen - Change Management -  Stakeholder Management  - Business Line and Project Team Leader - Mentor and Coach - Energy and Vision

CBRE Work History

Jan 2014Dec 2016

Executive Director, Head of Sales Management EMEA

Advisory and Transactions - London

As part of a Global iniative I led a regional program to improve process, platform and governance to support the delivery of  a more organised and disciplined approach to sales and pipeline management. This high profile initiative to support growth was focused on the newly aggregated occupier business helping ensure the business were able to identify, prioritise and position the right teams and resources to win more of the most valuable projects and contracts. Activities owned to support this program included: 

  • Helping Identify and build the regional  'Occupier focused Sales Community' ensuring they had a clear mandate and accountability for growth;
  • Developing and deploying a single regional Sales Platform - (Wipp App - cloud based, pipeline tracking, collaboration and reporting tool;
  • Designing and delivery of workshops and training and other materials to help embed a uniform sales process with clear reporting, governance and KPI's. 

This program has now delivered a bespoke occupier Sales organisation and infrastructure across the Regional A&T Business. Local sales leader with analyst support are running a uniform process with a transparent and prioritised pipeline.

20072013

Senior Director, Head of Transaction Management EMEA

Global Corporate Services - London

In this role I was responsible for the regional delivery and execution of Transactions on behalf of CBRE's Corporate Clients. This also included leading and  developing the regional TM 'Centre of Excellence' in London which in terms of scale comprised 53 professionals driving more than 1,500 active projects at any one time whilst managing over 100 Corporate accounts and relationships.

Alongside leadership duties I undertook a number of key global & regional account roles which helped provide deeper client insight as well as broader management skills and challenges:

The Walt Disney Company, AIG, LLoyds Banking Group, HSBC, Nokia & Eli Lilly.

Customer satisfaction and 'value add' delivery was paramount but there was a constant focus on winning new mandates, creating additional products, unlocking revenue as well as improving team efficiency. Examples of this proactive management include:

  • Project Bolt - Q4 2010 -  Global Review of Client Portfolio's to identify and unlock Win-Win Regears - net £750K (£2M Gross) additional un-budgeted revenue.
  • New Product Lines: Strategic Transaction Support, Volume Disposal Group, Challenging and Emerging Markets Consultancy; Mid Cap/ Multi-Market Transactions;
  • Client Strategy & Reporting output  - Offshoring functions and activities to Warsaw Shared Service Centre.

Revenue and New Business targets were always exceeded despite challenging market conditions and internal fee share model. In terms of financial performance, UK TM net Revenue in 2013 was £10.5M with an Exhaust of c£20M+. The stretch target that year was exceeded by 18% with EBITDA of 23.6%, up 15% on 2012 and 27% on 2011 numbers. This was a market leading team securing, as well as retaining, more of the key Client mandates that came to market during a period of significant change and evolution in both the property and the outsourcing market.

My agency background meant it was natural for me to work very closely with the regional Head of Tenant Rep supporting broader business development activities through regular workshops and calls to help share sector knowledge, market insights and best practice. Many initiatives grew out of this close collaboration including focus on unlocking key strategic one-off transactions and providing the support and platform to help secure broker led local Mid Cap client mandates.

My London Agency and Tenant Representation training, coupled with the above activity has provided me with a unique understanding and track record across all asset classes and geographies for many differing client types. This has also helped me build many long term and trusted valuable relationships within the Global Client and Transactions Community.

19932006

West End Leasing & Tenant Advisory Group (TAG) 

West End Business Team - London

The strong foundation for my transaction and commercial expertise was gained from thirteen years working with both Landlords and Occupiers on numerous projects across Central London.

I supported and led on some of CBRE's most high profile Landlord instructions for including: Canary Wharf Group; Heron International; Land Securities Group; GPE and Witkoff.

I developed my interest and broad skills working with occupier clients swiftly becoming the go-to person to execute locally on behalf of our Global and Regional Corporate Clients as well as the increasing number of International broker referrals from CBRE's international network.

I also started to develop broader mandates from local clients with international portfolios, providing basic account management, the catalyst for my interest  and move to Transaction Management.

My West End Occupier Track record includes many high profile acquisitions from this period: 

Stora Enso (Park Street); Elliott Associates (Cleveland House); GE (30 Berkeley Square and 50 Berkeley St); Hess (33 Grosvenor Place and The Adelphi) and Perella Weinberg (Grafton St).

19911993

Graduate Surveyor - Team Rotation

City Agency, Planning, Portfolio Investment & Management - London

Following a Summer/ Easter Internship in 1990/91I joined the Richard Ellis Graduate Training program with four placements across the business. This  provided the broad experience to gain my MRICS professional qualification which I secured in early 1994.

Technology/ Business Efficiency

I have developed a strong interest as well as the relevant skills and understanding of the use of technology to drive business efficiency and value for both the Business and Clients. Set out below are some of the recent projects I have led or have recently been involved with: 

Tableau:Local/Global business case; Occupier Portal: Internal collaboration environment; Wip App; online Pipeline and reporting tool Salesforce: Regional Business Sponsor and Subject Matter Expert for the development and deployment of the EMEA Platform; VTS/ Hightower: EMEA Pilot /Business Case;

Wider Business Support

Outside of my business line activity I have regularly supported the CBRE business in numerous activities including:

The Graduate program, Mentoring, M&A due diligence, Charity Events, The Office Quiz and numerous Sports Teams (Cricket, Football, Rugby 7's, Softball, Outward Bound etc). 

Education

19861991

BSc (Hons) Land Administration

Polytechnic of East London