Business Generation Director, Greater China (North Asia)

Turner & Townsend is a global professional services company with over 22,000 people in more than 62 countries. 

Working with our clients across real estate, infrastructure, energy and natural resources, we transform together delivering outcomes that improve people’s lives. Working in partnership makes it possible to deliver the world’s most impactful projects and programmes as we turn challenge into opportunity and complexity into success. 

Our capabilities include programme, project, cost, asset and commercial management, controls and performance, procurement and supply chain, net zero and digital solutions. 

We are majority-owned by CBRE Group, Inc., the world’s largest commercial real estate services and investment firm, with our partners holding a significant minority interest. Turner & Townsend and CBRE work together to provide clients with the premier programme, project and cost management offering in markets around the world. 

Please visit our website: www.turnerandtownsend.com 

Establish and maintain a pursuit and client led-culture 

• Lead sector and/or market leads to maintain a realistic long-term pipeline of future work and targets.

• Proactively interrogate, challenge and maintain pipeline, challenging senior stakeholders on growth. 

• Actively monitor and support teams with client engagement and positioning activities, including coaching on strategic approaches and routes to market 

• Implement best practice tools and coaching that support structured and proactive market engagement. 

• Ensure client feedback is obtained for all significant lost opportunities. For established accounts, ensure that account leads maintain a regular feedback cadence with clients to assess the strength of the relationship, understand the competitive landscape, identify long-term pipeline opportunities, and gather detailed feedback on bids and proposal outcomes. 

• Celebrate behaviours and successes which demonstrate a client-focused culture. 

Lead generation advisory 

• Identify long term pursuits and positioning activities alongside senior leadership. 

• Provide strategic guidance and drive progress for top pursuits in region, challenging stakeholders and pursuit teams to maintain momentum and adopt best practice 

• Build relationships with client contacts including programme / project directors, procurement and delivery teams, as appropriate. 

• Identify opportunities for cross-selling for top pursuits and clients through deep understanding of Turner & Townsend services and products. 

• Maintain an on-brand sales and work winning toolkit, working with BG Ops, which that empowers market teams to engage the market. 

• Work with the marketing team on market events that support pursuits and proposition understanding. 

Strategic pitches & work winning tools 

• Maintain clear view of major opportunities and bids and lead bid-planning and enablement activities aligned to pursuit planning 

• Lead the strategic approach to bids for the sub region, leading bid professionals to deliver quality, winning bids 

• Undertake senior bid roles including red reviews, facilitating win theme, partnering, storyboarding workshops 

• For major opportunities critical to the development and growth of the North Asia region, actively lead pursuit/bid activities and coordinate teams to deliver a winning bid. 

• Oversee high quality bid delivery for the broader sub-region by the bid team in region. 

• Contribute to content libraries by capturing value adds, case studies and testimonials. 

Market intelligence and insight 

• Research and analyse client/targets and market trends to identify new revenue-generating opportunities. 

• Collate and disseminate relevant trends, news stories and intelligence in a structured manner, working with BG operations as needed 

• Combine financial analysis with industry knowledge to identify gaps and exploit new business opportunities. 

Informing business decisions  

• Take responsibility for pipeline accuracy and transparency through regular reporting and maintenance activities, enabled by the COE BG ops team.  

• Lead internal forums focused on understanding pipeline, client management/ pursuit planning and bid best practice. 

• Support global client enablement programmes to enhance client engagement. 

• A client-centric view and the ability to translate opportunities into simple, quick and actionable plans 

• Ability to operate at a Board-level, interfacing with senior leadership at sector, country, operational levels 

• Ability to translate complex requirements from clients/markets into pursuits and winning bids  

• Well-developed influencing and presentation skills as well as being confident, resilient, and focused 

• Team player who shares knowledge, motivates and coaches others 

• Excellent prioritisation skills with the ability to make judgement calls on where to add value 

• Strong interpersonal skills with a focus on exceptionally strong communication skills, both verbal and written 

• A people-focused perspective, with sensitivity to multiple and diverse cultures 

• Strong people and line management capability, empowering team members to achieve career ambitions and grow the business. 

• Fluency and the ability to communicate clearly in both English and Chinese (spoken and written) is strongly preferred.

Our inspired people share our vision and mission. We provide a great place to work, where each person has the opportunity and voice to affect change.

We want our people to succeed both in work and life. To support this we promote a healthy, productive and flexible working environment that respects work-life balance. 

Turner & Townsend is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees and actively encourage applications from all sectors of the community.

Please find out more about us at www.turnerandtownsend.com/

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