Job Title

Project Development Asia Lead

Job Description Summary

The Project Development Asia Lead is a senior sales role focused exclusively on driving revenue growth for Cushman & Wakefield’s Project & Development Services (PDS) business across Asia Pacific. The position is accountable for originating and converting new PDS mandates from occupier and investor clients, with a strong emphasis on cross border opportunities in and out of the Asia Pacific Market. The role will work alongside our PDS Business Country Heads and Regional Sales Teams in developing the full sales cycle for PDS services including prospecting, pipeline management, bid strategy, pricing input, proposals and negotiations, ensuring opportunities align with regional PDS standards and commercial targets. The postition will develop and execute a clear go to market and account planning strategy, working closely with local and regional leadership to prioritise sectors, key accounts and partners. The role also coordinates with adjacent sector leads such as Sustainability, GOS and Capital Markets to deliver integrated pitches and maximise share of wallet for across the Asia Pacific market.

Job Description

1.0 – Scope of Role

 

The Project Development Asia Lead is a senior sales leader responsible for driving revenue growth for Cushman & Wakefield’s PDS business across Asia Pacific. The role is accountable for originating and converting new PDS mandates from occupier and investor clients, with a strong focus on cross‑border opportunities in and out of Asia Pacific. Working alongside our existing Asia Pacific businesses, this individual will lead the full sales cycle for PDS services and act as a key connector between local markets and regional leadership to deliver sustained, profitable growth. The role will also lead the Occupier sales client care program for PDS, working in close collaboration with the Global Occupier Services (GOS) key account program to ensure coordinated, enterprise‑level client coverage across the region.

2.0 – Key Responsibilities

 

2.1 - Sales Leadership & Market Development

Lead the development and execution of a clear go-to-market strategy for PDS in Asia Pacific, aligned with regional growth priorities.

Build and manage a high-quality sales pipeline, from lead identification through to mandate conversion, with disciplined use of CRM and reporting.

Develop sector-specific growth plans (e.g. data centres, industrial & logistics, corporate occupiers) to target priority clients and opportunities.

Drive new business sales via the PDS Occupier sales client care program, ensuring close, day-to-day collaboration with the GOS key account program to jointly identify and pursue occupier opportunities.

Develop robust annual sales plans for the PDS Occupier sales program and manage performance against these plans on a month-by-month basis, adjusting focus and resources as required

 

2.2 - Opportunity Management & Deal Execution

Own the full PDS sales cycle: prospecting, qualification, bid strategy, solution shaping, pricing input, proposal development and commercial negotiation.

Ensure all opportunities align with regional PDS standards on scope, risk, margin and governance, securing required approvals before commitment.

Coordinate bid teams and subject-matter experts to produce compelling, client-specific proposals and presentations.

Work with the PDS Regional Senior Director and other Key Accounts leadership in developing, contributing to and responding to client Requests for Proposals (RFPs) as they occur, ensuring consistent quality and timely submission.

 

2.3 - Client Relationships & Account Strategy

Build and maintain senior-level relationships with target occupier and investor clients in Asia Pacific, acting as a trusted advisor for project and development needs.

Develop account plans for key clients, identifying white-space opportunities, cross-sell potential and multi-year growth strategies for PDS.

Work closely with country leadership to ensure consistent coverage of strategic accounts and alignment with wider firm objectives.

Maintain a high level of client service support and bid management consistency across markets to ensure a uniform, high-quality client experience for PDS key accounts.

 

2.4 - Cross‑Border & Cross‑Service Line Collaboration

Partner with colleagues in the USA, EMEA and other APAC markets to originate and capture cross-border PDS opportunities into and out of Asia Pacific.

Collaborate with sector and service line leads to structure integrated solutions and joint pitches.

Act as the primary PDS sales contact for global and regional framework opportunities that include Asia Pacific.

Work closely with PDS leadership and other Client Services sales team members to support strategic sales activity, particularly where opportunities span multiple markets or service lines.

2.4 - Cross‑Border & Cross‑Service Line Collaboration (Continued)

Work collaboratively with PDS Client Services counterparts in other Cushman & Wakefield divisions in Asia Pacific, and as required with counterparts in Europe and the United States, to maximise enterprise-wide client engagement and solutioning.

 

2.5 - Commercial & Performance Management

Set and own annual sales and revenue targets for PDS in Asia Pacific, with clear quarterly and sector-level goals.

Monitor performance against targets, pipeline health, win/loss ratios and margin outcomes, taking corrective action where required.

Provide regular forecasting, reporting and insight to regional PDS leadership on market trends, client demand and competitive dynamics.

Collect, maintain and analyse sales performance and client data on the Engage CRM platform for PDS Occupier clients, using insights to refine targeting, improve conversion and inform decision-making.

 

2.6 - Brand, Positioning & Market Presence

Represent PDS in the Asia Pacific market at client events, conferences and industry forums to strengthen brand visibility and thought leadership.

Work with marketing and communications to develop targeted campaigns, case studies and credentials that support the PDS growth agenda.

Champion PDS value propositions and global best practice in all external and internal engagements.

Contribute to and assist in the development of internal and external promotion activity via digital channels, focusing on amplifying awareness of the PDS platform, its capabilities and success stories.

 

2.7 - Leadership & Collaboration

Act as a senior contributor within the regional PDS leadership community, sharing market insight and supporting broader growth initiatives.

Coach and mentor local fee-earners and sales contributors on opportunity qualification, pursuit discipline and best-practice sales behaviours.

Foster a highly collaborative sales culture across the wider APAC PDS platform, encouraging joint pursuits and knowledge-sharing between markets.

Maintain a significant, visible and respected leadership presence within the PDS structure in Asia Pacific, with particular focus on market-facing activity and winning work for the PDS key accounts program.

Collaborate with the network of sales personnel across the Asia Pacific region who are responsible for day-to-day in-country business development, providing guidance, escalation support and connection to regional resources.

Deliver sales management via continued leadership and mentoring, creating a performance-oriented environment with clear expectations and feedback loops.

Maintain a positive working cadence with Sales Support, Sales Enablement, Marketing and Communications teams to ensure the Occupier sales program is fully supported and enabled.

2.8 - Culture, Values & Market Insight

Maintain awareness of new industry developments, the external competitive landscape, client trends and market dynamics, and translate these into actionable insights for PDS strategy and sales activity.

Actively advocate Cushman & Wakefield’s Better Never Settles purpose and DRIVE (Driven, Resilient, Inclusive, Visionary, Entrepreneurial) values as a senior leader in PDS, role-modelling behaviours that support a high-performing, inclusive and client-centric culture.

KEY SKILLS AND CAPABILITIES

Proven track record in originating, developing and closing complex project and development mandates with occupier and investor clients across Asia Pacific.

Strong commercial and financial acumen, including pricing strategy, margin management, pipeline forecasting and contribution to revenue and profitability targets.

Strategic sales leadership capability, able to design and execute go‑to‑market plans, sector strategies and account plans aligned with regional PDS objectives.

Deep understanding of the Asia Pacific real estate and development landscape, including cross‑border capital flows, occupier demand drivers and key competitor offerings.

Demonstrated success in leading multi‑disciplinary pursuit teams and coordinating with adjacent service lines to deliver integrated solutions.

Advanced negotiation and influencing skills in managing major RFPs, fee discussions, commercial terms and long‑term framework agreements.

Strong relationship‑building and stakeholder management skills, able to engage credibly with C‑suite client stakeholders, internal country heads and regional leadership.

Ability to use CRM, sales analytics and project data to drive data‑led decision making on pipeline prioritisation, win‑loss analysis and sales performance improvement.

High level of cultural fluency and language capability appropriate for Asia Pacific, with the ability to work effectively across different business cultures and time zones.

Commitment to leadership, coaching and development of local teams, fostering a performance‑driven, collaborative and client‑focused sales culture.

 PROFESSIONAL EXPERIENCE

Led business development and sales strategy for PDS mandates across Asia Pacific, consistently achieving or exceeding revenue and margin targets.

Originated, structured and closed complex cross‑border PDS opportunities for occupier and investor clients, coordinating closely with colleagues in APAC, the USA and EMEA.

Directed multi‑disciplinary pursuit teams through the full sales cycle, from opportunity identification and qualification to bid strategy, solution design, pricing, proposals and negotiation of commercial terms.

Built and managed senior client relationships, developing account plans and sector strategies that expanded share of wallet and increased repeat and multi‑market engagements.

 

 

 

INCO: “Cushman & Wakefield”