JLL
Solutions Development-Executive Director
JLL, Chicago, Illinois, United States, 60290
About Us
We're JLL - a leading professional services and investment management firm specializing in real estate. We shape the future of real estate for a better world by using the most advanced technology to create rewarding opportunities, amazing spaces, and sustainable real estate solutions for our clients, our people, and our communities. As a Fortune 500 company, we help real estate owners, occupiers, and investors achieve their business ambitions. We have operations in over 80 countries and a global workforce of over 92,000 individuals. We believe a diverse and inclusive culture is one where everyone succeeds. That's why we're committed to creating an environment where we all feel welcomed, valued, and empowered to achieve our full potential.
Work Dynamics
JLL's global Work Dynamics business partners with clients across industry sectors to enhance the performance of their real estate portfolios and people. Through a comprehensive global service delivery platform, Work Dynamics provides a diverse range of services, strategy, and digital solutions that address the entire real estate cycle on a local to global scale for more than 500 clients across 80 countries. JLL is committed to creating, delivering, and managing environments that inspire people to do their best work.
The Opportunity
The Executive Director-Solutions Development is a sales position with primary responsibility for driving revenue growth for the Work Dynamics platform across clients based within a certain U.S. geographic region or specific industry segment. The target candidate has delivered successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce. The Executive Director will be a member of our pursuit team, led by a Principal, and comprised of Solution Managers, Business Line Leaders, Service Line SMEs, Consulting, and Marketing. The role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that instills confidence and trust. This position can be based in any major U.S. city for ease of travel and collaboration with JLL colleagues and prospective clients.
Primary Responsibilities
Work closely with and support the Principal pursuit leader in all aspects of the sales process. This includes nurturing new business relationships, developing, selling, and contracting comprehensive outsourcing solutions to meet the client's requirements. After demonstrating proficiency in a sales supporting role, lead small to mid-size sales pursuits and renewals, including new and expansion business for specialty products and services like occupancy planning, sustainability services, and lease administration services. Leverage relationships while collaborating with the Market Development Team to identify and develop a strong roster of prospects (close new business within 18-24 months) and a robust pipeline of targets (future new business to be closed beyond 2-years). Exceed annual revenue quotas while meeting target margins. Develop a thorough understanding of JLL's broad capabilities to meet client needs, recognizing opportunities to expand the client share of wallet by partnering with business and service line leaders. Maintain accurate sales reporting information in Salesforce while following JLL's robust sales and solution processes using its proprietary tools. Build strong relationships with external RFP consultants. Identify opportunities to demonstrate expertise and leadership within industry organizations to further advance the recognition of JLL as a leader in Commercial Real Estate solutions. Collaborate with our Markets and JLL Technologies colleagues and other Work Dynamics team members to deliver the full value of ONE JLL. Requirements
10+ years proven experience as a salesperson or role requiring outstanding business development and leadership skills. Proven capabilities in developing solutions for global, Fortune 500 companies with expertise in outsourcing solutions (preferably in commercial real estate). Demonstrated ability to develop opportunities and close new business or expansion sales. The target candidate has delivered successful outcomes using structured sales processes and tools such as Miller Heiman and Salesforce. Experience in real estate operations and/or outsourcing account relationship management strongly preferred. Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers. Dedicated to exceeding client's expectations, ensuring excellence in delivery are achieved through the right solution, delivering win/win outcomes. Bachelor's degree in addition to a broad range of business experience acquired through previous work experience. Attributes
Passion to Win - wakes up every day thinking about how to engage new clients and beat the competition. Exemplary executive presence - has the gravitas and sophistication to appropriately command the room both internally as a leader and more importantly externally with clients. Strategic mindset - able to see the big picture and future direction of the business, then translate into achievable new business development opportunities. Obsessed with customer habits and the data derived from those behaviors; keenly aware of trends within the industry. Influential - persuasive yet instills confidence among stakeholders, gravitas to drive change and obtain results. Connector - can bring together various constituents across the organization to help drive client solutions. Thrives in Ambiguity - can navigate through a complex, multi-faceted organization with multiple stakeholders. What you can expect from us We're an entrepreneurial, inclusive culture which upholds our core values to be direct, decisive, and humble; We believe the best inspire the best, so we invest in supporting each other, learning together, and celebrating our success. We succeed together. Our Total Rewards program reflects our commitment to helping you achieve your ambitions in career, recognition, well-being, benefits, and pay. With us, you'll develop your strengths and enjoy a career full of varied experiences. We can't wait to see where your ambitions take you at JLL. JLL is an Equal Opportunity Employer. JLL is committed to developing and maintaining a diverse workforce, and strongly believes in equal opportunity extended to all individuals in all aspects of the employment relationship. Please visit www.JLL.com for additional information on JLL's commitment to equal opportunity.
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Work closely with and support the Principal pursuit leader in all aspects of the sales process. This includes nurturing new business relationships, developing, selling, and contracting comprehensive outsourcing solutions to meet the client's requirements. After demonstrating proficiency in a sales supporting role, lead small to mid-size sales pursuits and renewals, including new and expansion business for specialty products and services like occupancy planning, sustainability services, and lease administration services. Leverage relationships while collaborating with the Market Development Team to identify and develop a strong roster of prospects (close new business within 18-24 months) and a robust pipeline of targets (future new business to be closed beyond 2-years). Exceed annual revenue quotas while meeting target margins. Develop a thorough understanding of JLL's broad capabilities to meet client needs, recognizing opportunities to expand the client share of wallet by partnering with business and service line leaders. Maintain accurate sales reporting information in Salesforce while following JLL's robust sales and solution processes using its proprietary tools. Build strong relationships with external RFP consultants. Identify opportunities to demonstrate expertise and leadership within industry organizations to further advance the recognition of JLL as a leader in Commercial Real Estate solutions. Collaborate with our Markets and JLL Technologies colleagues and other Work Dynamics team members to deliver the full value of ONE JLL. Requirements
10+ years proven experience as a salesperson or role requiring outstanding business development and leadership skills. Proven capabilities in developing solutions for global, Fortune 500 companies with expertise in outsourcing solutions (preferably in commercial real estate). Demonstrated ability to develop opportunities and close new business or expansion sales. The target candidate has delivered successful outcomes using structured sales processes and tools such as Miller Heiman and Salesforce. Experience in real estate operations and/or outsourcing account relationship management strongly preferred. Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers. Dedicated to exceeding client's expectations, ensuring excellence in delivery are achieved through the right solution, delivering win/win outcomes. Bachelor's degree in addition to a broad range of business experience acquired through previous work experience. Attributes
Passion to Win - wakes up every day thinking about how to engage new clients and beat the competition. Exemplary executive presence - has the gravitas and sophistication to appropriately command the room both internally as a leader and more importantly externally with clients. Strategic mindset - able to see the big picture and future direction of the business, then translate into achievable new business development opportunities. Obsessed with customer habits and the data derived from those behaviors; keenly aware of trends within the industry. Influential - persuasive yet instills confidence among stakeholders, gravitas to drive change and obtain results. Connector - can bring together various constituents across the organization to help drive client solutions. Thrives in Ambiguity - can navigate through a complex, multi-faceted organization with multiple stakeholders. What you can expect from us We're an entrepreneurial, inclusive culture which upholds our core values to be direct, decisive, and humble; We believe the best inspire the best, so we invest in supporting each other, learning together, and celebrating our success. We succeed together. Our Total Rewards program reflects our commitment to helping you achieve your ambitions in career, recognition, well-being, benefits, and pay. With us, you'll develop your strengths and enjoy a career full of varied experiences. We can't wait to see where your ambitions take you at JLL. JLL is an Equal Opportunity Employer. JLL is committed to developing and maintaining a diverse workforce, and strongly believes in equal opportunity extended to all individuals in all aspects of the employment relationship. Please visit www.JLL.com for additional information on JLL's commitment to equal opportunity.
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