Retail Advisory and Transaction Manager (RATM|GOS)




Job Location
- South Africa -- Johannesburg Metro -- Johannesburg -- Hyde Park

Job Type

11 January 2019

Closing date
31 Jan 2019 23:59

Job Description:

Cushman & Wakefield Excellerate is seeking an ambitious, proactive and hardworking individual with extensive retail (and leisure) experience to join our fast-growing team. Working within our Global Occupier Services Africa team covering South Africa and the Sub-Saharan Africa region, the individual will have a dual focus with both Occupiers and Investors / Developers across the Sub-Saharan continent for advisory and transaction services in the retail and leisure sectors.

The role is directly client facing, with day-to-day interaction, and also involves a significant amount of business development and tenant sourcing activity.

The ideal incumbent will be required to travel reasonably extensively across the sub-Saharan Africa continent, including within South Africa.

Role Purpose

To support in the implementation of the CRES business plan through managing and developing client relationships, contributing to business development, managing and executing client assignments, representing the client and C&WE in relevant markets across the continent. The role includes:

  • Working within the Global Occupier Services team, as part of a broader services proposition and capability

  • Develop the retail advisory and transaction execution capability across various key markets

  • Manage day-to-day responsibility for client project delivery and reporting, in line with client requirements and objectives

  • Identify and initiate cross-selling opportunities between service lines across the continent, including: Corporate Real Estate Services; Property Management; Facilities Management; and Construction & Project Management

  • Fulfil revenue and profit targets

  • Retail research on pertinent market trends, rental and capital values and related metrics in various key countries and markets


To develop the retail (and leisure) advisory and real estate transaction capabilities across the sub-Saharan continent in servicing Investor / Developer and Occupier clients. Key deliverables for this role would be:

  1. Investor / Developer services

    • Advise investors / developers on retail centre design and strategic positioning of a development (both new schemes and the extension, refurbishment or redevelopment of existing schemes)

    • Advise investors / developers on the ideal tenant mix for new and existing retail assets  

    • Manage and execute transactions with prospective retailers/leisure operators for retail premises on behalf of investor / developer clients

    • Identify opportunities for cross-selling services, including Property Management; Facilities Management; and Construction & Project Management

    • Research various key African retail markets to understand investor/developer trends and opportunities, including their strategic intentions and appetite for developing new and/or existing schemes

    • Build and maintain good relationships within the retail industry with investors, developers and financiers.

  1. Occupier services

    • Advise retail (and leisure) occupiers on their strategy for the African continent and/or on market opportunities and market positioning, including: market entry studies; competitor analysis; and retail mall / mixed use development placement opportunities

    • Take a proactive lead in developing strategy and identifying specific opportunities for retail (and leisure) occupiers to expand, optimise and/or rationalise their portfolio

    • Secure mandates with retail (and leisure) occupiers for managing and executing transactions on their behalf

    • Research various key African retail markets to understand occupier trends and opportunities, together with availabilities, rental and capital values

    • Build and maintain good relationships within the retail (and leisure) industry with national, regional and international occupiers.

  2. Business Development Responsibilities:

    • Research the relevant key markets for business development opportunities

    • Review market opportunities and prepare strategic business development plan(s) with: 1) investors / developers; and 2) occupiers

    • Identify and pursue opportunities for growth of client relationships           

  3. Transaction-related Responsibilities:


    • Develop relationships with the occupier clients at real estate management and client business unit levels

    • Act as the principal day-to-day point of contact for transactions and related activity

    • Work with client contacts in developing the transaction strategy

    • Coordinate and drive transaction execution on a consistent basis across all relevant markets

    • Engage with other market specialists and subject matter experts as needed

    • Ensure transactions are structured to align with the client's operational, financial and legal objectives

  1.  Clients & Marketing

  • Develop, maintain and strengthen relationships with clients, actively developing business opportunities

  • Establish and maintain own and team profile internally and externally through effective thought leadership, PR and deal promotion

  • Manage or contribute to business generation discussions, preparation of proposal documents, delivering pitches/ presentations and securing advisory and/or transaction mandates

  • Ensure projects, reports, etc. are delivered on time and in budget and to client objectives

  • Proactively target new business and revenue opportunities

  • Create and implement plans for gathering and acting on client feedback

  1. Profit & Finance

    • Contribute to projecting annual fee income via accurate fee forecasting/managing potential fee pipeline

    • Effectively manage debtor and disbursement recovery to secure cash flow and profitability

    • Implement appropriate pricing and maintain profitable fee structures

    • Grow revenue and profitability generated from existing clients

  2. Operations & Risk

    • Ensure all work complies with company procedures and guidelines (health & safety, quality, risk, professional code of conduct, etc.)

    • Identify, manage and mitigate risks by establishing and implementing relevant plans, aligned to quality and risk procedures and achieve clear internal and external audit reports

    • Support and help drive both internal and external processes

  3. People & Teams

    • Actively promote and exude teamwork behaviours

    • Bring fresh ideas and innovation to the team and wider occupier services group, for both team and self-improvement

      Key requirements:

  • Degree in Property Studies, Finance or Business-related field of study

  • Extensive experience in African retail leasing and advisory

  • Retail development and/or asset management experience

  • Demonstrable and strong relationships with national, regional and international retailers and retail-focused investors / developers

  • Minimum 10yrs business and commercial real estate experience, including advisory and execution of transactions

  • Excellent negotiating and analytical skills

  • Extensive travelling will be required

  • Ability to understand commercial real estate contracts and the legal context within which commercial leases are negotiated

  • Strong financial management and business administration skills

  • Strong report writing skills

  • Good communicator with strong relationship-building capabilities

  • Being bilingual in French and English would be advantageous.

  • Computer literacy and competent user of all principal Microsoft Office applications (Word, PowerPoint, Excel and Outlook)

    Knowledge required:

  • In-depth knowledge of dynamics of the African continent retail environment, including trends and issues affecting the retail real estate markets in key sub-Saharan African markets

  • Proven understanding of the complexities of deal-making and negotiations, alongside associated execution thereof

  • A detailed understanding of the property life cycle, including occupier and capital markets activities

  • In-depth knowledge of lease agreements and real estate contracts

  • Financial management, including cost budgeting

  • Relevant Statutory requirements affecting retailers and developers in a real estate context

    Competencies required:
    Problem Solving; Decision Making; Customer Relationship Building; Communication; Team Leadership; Assertiveness; Negotiation; Analytical Thinking; Tolerance for Stress and High Pressure; Resilience; Financial and Business Acumen.

    Additional Skills required:
    Budgeting and Financial Management; IT Literacy – MS Office, MS Excel, MS PowerPoint; Outlook; Planning, Co-ordination and Organizing; Networking; Presentation skills; Drivers License and own vehicle essential.

    Interface / relationships with:
    Internal: Senior Management; Portfolio Managers; Transaction Managers; Project Managers; Retail & Leisure specialists; and Financial Managers.
    External: Clients & Prospects – National, Regional and International Retailers and Leisure Operators; Landlords; Developers; Financiers; Business Forums; Chambers; Industry bodies; and other influencers; etc.

Contact information

Thando Dhlamini