Cluster Head, Leasing

2 weeks ago

Kuala Lumpur, Malaysia MVC Resources Full time
Key Responsibilities

Cluster Head, Leasing (LCH)
Establishment of KPIs and Performance Tracking
  • Responsible for rental revenue, rental reversion, and occupancy of assigned cluster.
  • Establish Key Performance Indicators (KPIs) for Leasing activities within the cluster and/or retailers’ portfolio.
  • Regularly monitor and analyze Leasing performance. Spearhead action plans to address any underperforming assets or trade categories.
Strategic Planning and Cluster / Retailers’ Portfolio Management
  • Be accountable to the synergistic performance of assigned cluster and/or retailers portfolio.
  • Determine the overall positioning strategies of assets within the cluster.
  • Lead the development and implementation of strategies to achieve long-term growth and success by working in collaboration with CMO, e.g., to determine available provisions & CAPEX budgeting etc.
Tenant Mix Optimization and Growth
  • Formulate and implement long-term tenant-mix strategies for assigned assets within the cluster.
  • Continuously assess and optimize the tenant mix to maximize revenues as well as the overall asset and/or portfolio performance.
  • Responsible for the expansion and growth of retailers in assigned cluster and major/strategic trade category.
Tenant Acquisition and Lease Negotiation
  • Direct, guide and assist MICs / KAMs in identifying potential tenants, negotiating leases, and managing the tenant onboarding process.
  • Build and maintain strong relationships with key tenants and industry stakeholders.
Asset Plan and Asset Enhancement Initiatives (AEIs)
  • Collectively responsible for the development and successful implementation of the Asset Plan.
  • Drive strategic participation in Mall AEIs through innovative contributions to the repositioning and restructuring of the malls trade mix and configuration.
  • Spearhead initiatives aimed at optimizing rental yield and unlocking significant value for the entire shopping mall portfolio.
Lease Administration and Reporting
  • Ensure all assets within the cluster adopt the same policies, procedures, and practices. Strive to zerorize Internal Audit (IA) issues for the cluster.
  • Review and approve Lease documentation and Management Reports. Provide data-driven insights to Senior Management.
  • Handle reporting of Leasing matters
Legal Compliance and Risk Management
  • Ensure that Leasing activities adhere to legal and regulatory requirements. Mitigate leasing-related risks and seek legal counsel when necessary.
Market Intelligence
  • Stay informed about market dynamics, consumer behavior, industrial trends, and economic conditions that may impact leasing activities.
  • Identify opportunities for growth, optimize Leasing strategies and make strategic decisions.
Team Leadership and Development
  • Lead a team of Mall-In-Charges (MICs) / Key Account Managers (KAMs) to provide vital asset-centric Leasing support.
  • Ensure effective communication, performance, and professional development of the team.
  • Ensure good team discipline in terms of adherence to the company’s policies, attendance to the job scope and punctuality at work.
  • Establish rapport with subordinates, create and maintain department morale and build team efforts to achieve excellent results.
  • Build a strong and self-sufficient team by promoting succession planning, identifying key talent and skill development.
  • Work closely with cluster counterparts to ensure mutual support and synergy of different clusters.
Key Account Manager (KAM)
Establishment of KPIs and Performance Tracking
  • Establish Key Performance Indicators (KPIs) for Leasing activities within assigned portfolio.
  • Track and manage Lease expiry, renewals, tenants-at-risk and vacancies. Initiate action plans to address any underperforming key tenants or trades.
  • Achieve and contribute to achieving mall’s asset plan, GRI and occupancy.
  • Negotiate and secure renewals/new leases which include issuance of Letter of Acceptance with full deposit payment.
  • Ensure that Tenancy Agreements (TAs) be executed prior to handover of the demised premises.
Category-Leasing Strategy
  • Prospecting for New Lease and Non-renewals of Key Accounts with tenancies in more than one of the assets.
  • Devise and implement a comprehensive Leasing strategy for assigned portfolio/trade category (on rotation basis), aligning it with the mall’s positioning and overall Leasing objectives.
  • Develop strong lasting business relationships with a portfolio of retailers that is mutually beneficial.
  • Collaborate with Cluster Heads/Mall ICs to develop exit strategies for at risk tenants or non-renewals of key retailers.
Tenant Mix Optimization and Growth
  • Execute the planned trade/tenant mix and marketing strategy to bring in the desired tenants for the portfolio of assets.
  • Responsible for the expansion and growth of retailers in assigned portfolio.
  • Market portfolio and acquire retailers aligned with desired tenant mix of CLMY assets.
Tenant Prospecting and Relations
  • Identify potential tenants within the designated trade category (on a rotation basis), and actively seek opportunities to attract them to a portfolio of assets.
  • Acquire thorough understanding of tenants/retailers needs and requirements.
  • Expand relationships with existing tenants by proposing recommendations and providing appropriate analytics that meet their objectives.
  • Serve as the link of communication between tenants and functional teams.
  • Collaborate with the Credit Control team to manage tenant delinquencies, including negotiating payment plans, and escalating issues as needed.
Tenant Acquisition and Lease Negotiation
  • Negotiate lease agreements, rental terms, and other contractual conditions with prospective tenants, ensuring mutually beneficial arrangements.
  • Submit and seek approval of tenants offers. Secure renewals/new leases with full deposit payment.
Trade Category Expansion
  • Explore opportunities for trade category expansion by attracting unique, innovative, and complementary tenants that can enhance the shopping experience.
Lease Administration and Reporting
  • Prepare regular reports on account progress and forecasts that support decision-making.
  • Prepare and analyze trade-related data to identify trends, opportunities, and areas for improvement.
Market Intelligence
  • Have strong and up-to-date market intelligence and trends in both the local and global retail industry, consumer preferences, and competitor activities related to the assigned trade category.
  • Conduct market research and analysis to identify emerging trends and potential niche opportunities within the assigned trade category.
  • Make informed decisions regarding tenant selection and Leasing strategies as well as identify opportunities for growth.
Others
  • Develop and maintain close coordination and productive working relationships between the Leasing Department and other key departments at mall level as well as HQ Office.
  • Perform any other duties, which may be assigned or directed by the line of report from time to time.

Requirements
  • Bachelor’s Degree in Marketing, Business Studies, Estate Management or equivalent.
  • Minimum of 8 years’ relevant working experience within retail mall management or consultancy or group Leasing with 5 years in a managerial position or a similar capacity.
  • Possess strong interest and passion in shopping mall business.
  • Sound understanding of the real estate industry and good working knowledge of the Malaysian retail market with strong ability to add value to the mall in the future.
  • Possess a strong network of tenants and contacts. Have good contacts with major retailers and F & B operators in the industry.
  • Mature in personality and has excellent communication, negotiation, and business planning skills.
  • Strong command of both written and spoken English and Bahasa Malaysia.
  • Computer literate with strong proficiency in Microsoft Excel and PowerPoint
  • Strong report writing and presentation skills.
  • Efficient, accurate with details and with strong analytical skills,
  • A strategic and proactive leader who possesses strong leadership, people management and interpersonal skills.
  • A team player who is capable of fostering a synergistic and cooperative team environment.
  • Self-driven and able to work under pressure with tight deadlines.
  • Flexible and result-oriented approach.
  • Proven ability to be able to prioritize and manage multiple projects, as well as solve problems in a timely manner.
  • Ability to use own initiative and quick decisions to deal with unexpected situations.

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