Sr. Director of WMS Services
The Sr. Director of Workplace Management Services (WMS) will be responsible for the delivery and growth of WMS for assigned BRG client accounts. Identifies value propositions, develops service delivery models and SOP’s, leads contract negotiation, responsible for client retention, account growth strategies and overall financial growth of assigned client accounts. He/she will participate in the financial and strategic planning. The Sr. Director of WMS Services will assess market needs and develop go-to-market strategies to grow the practice. He/she will ensure that exceptional service is provided by the client account teams on time and on budget, while also serving as a WMS expert to help guide the client account teams in achieving the client’s business goals.
Manage WMS practice and develop growth strategies.
§ Identifies vision for BRG services growth opportunities.
§ Understands market needs and can match product offerings to drive sales.
§ Develops budgets and ROI analysis for new product or service offerings.
§ Understands competition and creates value propositions for closing sales.
§ Maintains appropriate profit levels for the division.
§ Leads weekly discussions with WMS Account Directors/Managers regarding account and project initiatives involving roles, staffing, scope, process, costs and performance initiatives. Holds teams accountable for showing progress and delivering results from one period to the next.
§ Works with Sr. VP of WMS to plan and direct the development of new services and/or enhancements to existing accounts within the service line.
§ Sr. Director of WMS Services is directly responsible for achieving revenue targets to attain year over year growth for the practice. Such revenue shall come from both existing clients and new clients. The target is agreed upon between the CEO, the SVP of WMS and the Sr. Director of WMS Services annually.
§ The Sr. Director of WMS Services works with each WMS Account Director/Manager to define account growth strategies monitor and enforce account sales activities and assist WMS Account Director/Manager in identifying and pitching new opportunities and closing sales, when necessary. Ensures account sales targets are met.
§ The Sr. Director of WMS Services is responsible for generating new client opportunities through personal networking and fostering vendor relationships to generate leads for the sales team.
§ Work with Sales to generate customer proposals in a professional manner, provide deal strategy, sales support, pricing, sow's, presentations, strategy, etc.
Maximize Gross Margin:
§ The Sr. Director of WMS Services is directly responsible for optimizing costs and utilization to ensure that the gross margin for the Practice meets the quarterly and annual targets established in the budget.
§ Generate required reports to track activities and service level attainment for management review.
Oversee Account Management activities:
§ Ensures account sales and revenue plans are met. Define revenue, utilization and sales targets for WMS Account Directors/Managers and hold them accountable to meet their objectives.
§ Provides direction and may lead the creation of operational service delivery models and SOP’s for delivering on-going operational services as well as project execution to BRG clients.
§ Serves as a Senior Client Relationship Manager to key accounts and establishes relationships at the highest level possible within each account.
§ Make regular client visits in order to understand their business, their challenges, their goals and objectives, and to help them understand how BRG’s services and/or technology can help them address their goals and challenges and mentors and advises WMS Account Director/Manager on account strategies.
§ Creates and directs Projects and Account Management in the development of the strategy for account quarterly or semi-annual reviews.
§ Work with WMS Account Directors/Managers to identify sales opportunities within BRG clients, define the approach and direct such pursuits.
§ Work to continuously measure customer satisfaction and provide feedback to the project team and the SVP of WMS, as appropriate.*
§ Develops and/or reviews all scopes of work (SOW’s), reviews contracts, and pricing.
§ Ensures contracts are in place in all accounts and subcontracts. Ensures change orders and contract amendments are executed. Assists Program Directors/Managers in the negotiation of contracts and SOW’s.
§ Maximize WMS gross margin through minimized downtime, minimizing risk to fees, subcontractor negotiations and fee negotiations.
§ Recruit, hire, train, onboard, mentor and manage staff. Mentor Program Directors and Program Managers in managing staff.
§ Creates and supports employee development and training programs. Mentor Program Directors and Program Managers in developing staff.
§ Manage team including utilization performance systems implementation, PM Lifecycle, team growth and development.
§ Active Participation in the Personnel Review Process to provide performance feedback to personnel.
Eminence Building and Marketing
§ Seeks prospective client opportunities and referrals by developing strong relationships with partners, staying in touch with past clients and contacts in the industry, requesting referrals from current clients and attending industry forums and events.
§ Increase market awareness of BRG through speaking engagements, white papers, forum participation, working with SVP of Marketing to contribute to campaigns.
§ Other duties as assigned.
Knowledge, Skills, and Abilities:
§ Outstanding customer service acumen and interpersonal relationship skills.
§ B.S. or B.A. in related discipline or related experience.
§ Strong interpersonal and communication skills, both oral and written, including advanced negotiation skills, influencing skills, and presentation skills.
§ Experience leading cross functional teams.
§ Thorough understanding of line of business (or business unit) to support client.
§ Strong organizational skills.
§ Willingness to take ownership of requests; prioritize and meet deadlines and hold others accountable.
§ Strong attention to detail and quality.
§ Experience managing people, including successful team and individual development, performance management, goal accomplishment, and employee retention.
§ 10 or more years of professional experience leading Work place planning/project management and Workplace technology project management, furniture project management, furniture design or interior design.
§ Advanced understanding of move requirements, reconfiguration processes, furniture standards, CAD/CAFM and furniture inventory management.
§ Demonstrated strategic and global thinking.
§ Demonstrated ability to manage contracts and budgets.
§ Project Management Institute (PMI) certification.
· CFM/MCR designation
· Experience in a consultative environment
· Working knowledge of ARCHIBUS, Tririga or other related CAFM/IWMS software .
· Direct experience in facilities and/or real estate industries.
· Experience in functional and usability testing of applications .
· Experience planning/implementing systems integration initiatives .
§ Six Sigma or BPI experience
· Proficiency with AutoCAD, MS Office, Visio, and MS Project.
Applicants may be asked to take proficiency tests. As a condition of employment, background checks and reference checks are mandatory for all new employees of Business Resource Group. Applicants must be a U.S. citizen or eligible to work in the United States.
BUSINESS RESOURCE GROUP IS AN EQUAL OPPORTUNITY EMPLOYER
Business Resource Group is a provider of workspace products and services to businesses. The Company markets a full range of new office...