Solutions Development, Executive Director

JLL empowers you to shape a brighter way.

Our people at JLL are shaping the future of real estate for a better world by combining world class services advisory and technology for our clients. We are committed to hiring the best most talented peopleand empowering them to thrive grow meaningful careers and to find a place where they belong. Whether youve got deep experience in commercial real estate skilled trades or technology or youre looking to apply your relevant experience to a new industry join our team as we help shape a brighter way forward.

The Solutions Development Executive Director is a sales position with primary responsibility for driving revenue growth among clients based in a geographic region or specific industry segment. The Executive Director is a member of our pursuit team led by a Principal and comprised of Solutions Proposals and Pricing Managers Business Line Leaders Service Line SMEs Consulting and Marketing. This role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that inspires confidence and trust.

Executive Directors sell a broad and complex set of services to a diverse group of clients and prospects leading large multi-skilled pursuit teams. Successful candidates should expect a supported learning curve as they work toward proficiency in the sales field and/or at JLL. By the end of the first year on the job they should have demonstrated full competence in the elements of the role below and in the defined core competencies.

Primary Responsibilities

• Leverage relationships while collaborating with the Business 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)
• Demonstrate professional eminence and leadership within industry organizations to further advance the recognition of JLL as a leader in Commercial Real Estate solutions
• Develop a thorough understanding of JLLs broad capabilities to meet client needs recognizing opportunities to expand our share of wallet by partnering with business and service line leaders
• Build specialized knowledge in assigned industry vertical(s) understanding unique real estate challenges regulatory requirements and market dynamics to deliver tailored solutions that address sector-specific client needs.
• Build strong relationships with external RFP consultants
• Work closely with and support the Principal in all aspects of the sales process such as nurturing new business relationships developing selling and contracting comprehensive outsourcing solutions to meet our clients requirements
• After demonstrating proficiency in a supporting role during Year 1 lead small to mid-size sales pursuits and renewals
• Collaborate with our Markets and JLL Technologies colleagues and other Work Dynamics team members to deliver the full value of ONE JLL
• Using our sales tools including the Miller Heiman Blue Sheet lead comprehensive discovery processes to uncover client business objectives real estate challenges and operational requirements leveraging structured methodologies to develop deep understanding of client priorities and decision-making criteria.
• Design deal terms to achieve target margins develop pricing strategies and contract structures that optimize profitability while remaining competitive and limiting risk.
• Develop and execute negotiation strategies in contested sales environments initially under the guidance of a Principal then solo protecting JLLs interests while demonstrating flexibility and commitment to client partnership securing winning positions while maintaining pricing discipline.
• Exceed annual revenue quotas while meeting target margins
• Maintain accurate sales reporting information in Salesforce while following JLLs robust sales and solution processes using its proprietary tools
• Ensure timely and professional communication with clients and internal stakeholders across all internal and external processes. Provide guidance and oversight for the solution ensuring a collaborative collegial and professional environment for all solutions proposals pricing and SME team members throughout a given deal or divisional team.
• Performs other duties as assigned

Requirements

• 10 years proven experience as 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 influences
• Possess high emotional intelligence to read client aspirations manage relationship dynamics and respond appropriately to stakeholder needs while remaining dedicated to ensuring excellence in delivery through win/win outcomes
• Dedicated to exceeding clients expectations ensuring excellence in delivery are achieved through the right solution delivering win/win outcomes

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 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 in a high-performance culture.
• 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

Location:

If this job description resonates with you we encourage you to apply even if you dont meet all of the requirements. Were interested in getting to know you and what you bring to the table!

At JLL we harness the power of artificial intelligence (AI) to efficiently accelerate meaningful connections between candidates and opportunities. Using AI capabilities we analyze your application for relevant skills experiences and qualifications to generate valuable insights about how your unique profile aligns with the specific requirements of the role yourepursuing.

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Jones Lang LaSalle (JLL) is an Equal Opportunity Employer and is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process including the online application and/or overall selection process you may email us at . This email is only to request an accommodation. Please direct any other general recruiting inquiries to our Contact Us page > I want to work for JLL.

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