Job Title

Strategic Accounts Director:

Job Description Summary

Job Description

Strategic Accounts Director

London

The Strategic Account Director leads a team of Strategic Account Managers who each oversee a portfolio of key clients, while directly managing two high‑value strategic accounts. The Strategic Account Director is responsible for driving revenue growth, expanding wallet share, and strengthening client engagement across service lines, sectors, and geographies.

This role is pivotal in embedding a consistent, scalable approach to strategic account management across the region, elevating sales performance, and championing the adoption of self‑serve tools that enhance access to client insights. Operating under the guidance of the Head of Sales Enablement and in close partnership with the EMEA President of Strategic Accounts & Sales, the Strategic Account Director fosters cross-functional alignment, sales excellence, and best practice adoption across the business.

Key Responsibilities:

Leadership of Strategic Accounts

• Lead, develop, and coach a team of Strategic Account Managers to drive consistent growth across the 10‑client portfolio.
• Promote best practices in sales strategy, client engagement, account planning, and pipeline development.
• Support team members in strategic pursuits and high‑value client opportunities.

Direct Client Ownership

• Directly manage two high‑value, complex strategic accounts as senior Account Manager.
• Build trusted partnerships with senior client stakeholders and decision makers.
• Develop and execute proactive account plans to expand wallet share across service lines, sectors, and geographies.
• Identify, activate, and track cross‑selling opportunities to strengthen client partnerships.

Performance, Growth & Reporting

• Monitor and report on account performance, sales activity, pipeline health, and revenue growth across the Strategic Accounts programme.
• Drive initiatives that improve client retention, satisfaction, and long-term growth.
• Ensure alignment of sales activity with regional and global strategic priorities.
• Provide accurate forecasts and insights to senior leadership.

Cross-Functional Collaboration

• Act as the primary liaison between Strategic Accounts, Sales, Delivery, Operations, and Executive teams for designated accounts.
• Facilitate strong cross-functional relationships to deliver integrated and seamless client value.
• Connect business units to unlock cross-sell opportunities and ensure coordinated client delivery.

Strategic Enablement & Insight Development

• Maintain a strategic, high-level view of all Strategic Accounts performance and trends.
• Analyse client intelligence and market insights to identify new business development opportunities.
• Provide structured updates to the Head of Sales Enablement, EMEA President Strategic Accounts & Sales, and senior leadership on pitching activity, key meetings, strategic initiatives, and emerging trends.

Platform & Tools Advancement

• Champion the adoption and optimisation of self-serve solutions for accessing non-confidential client insights.
• Collaborate with the OGT and Data & Analytics teams to enhance Client Intelligence and Sales Hub platforms for strategic targeting and user experience.
• Support the development of centralised account plans, dashboards, and client contact platforms.

Marketing, Pursuit & Research Integration

• Partner with Client Intelligence, Pursuit Strategy, and Bid & Pitch teams to deliver a unified, strategic business development approach.
• Work with Business Development Services (BDS) and Research teams to create compelling client-specific content, thought leadership, and marketing initiatives.
• Ensure timely and meaningful follow-up on all client interactions to maximise engagement and opportunity generation.

Skills & Experience:

• Significant experience in strategic account leadership within real estate, professional services, consultancy, or related industries.
• Strong track record of managing high-value clients and driving multi-service line growth.
• Demonstrated ability to lead and develop account teams.
• Excellent stakeholder management and relationship‑building skills at senior levels.
• Growth-orientated mindset with strong commercial and financial acumen.
• Exceptional communication, presentation, and influencing capabilities.

INCO: “Cushman & Wakefield”