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Sales and Business Development Director - Client Growth

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JLL

Jun 6

Applications are closed

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
  • London

Requirements

  • Required Experience:
  • 10+ years of sales or sales solutioning experience at a large, global organization
  • Experience across multiple disciplines of Corporate Real Estate services, technologies and/or solutions
  • Proven capabilities in growing relationships at the senior executive level and C-Suite for global, Fortune 500
  • Demonstrated ability to develop opportunities and close new business or expansion sales
  • Experience with successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce
  • 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 by working alongside the services teams to ensure excellence in delivery is achieved delivering win/win outcomes
  • Strong influential skills with ability to work across diverse stakeholders to drive common solutions
  • Understands the market of CRE Technologies, Prop Tech, IWMS, Smart Buildings, IoT, Experience Technologies etc.
  • Behavioural Competencies:
  • Passion to Win – wakes up every day thinking about how to engage new clients and beat the competition
  • Strategic mindset – able to see big picture and future direction of the business, then translate into achievable new business development opportunities
  • 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
  • Obsessed with customer habits – can use data derived from those behaviors; and trends within the industry to drive share of wallet 

Responsibilities

  • Actively engage with current and prospective enterprise occupier clients to understand their needs, challenges, and objectives.
  • Achieve and exceed individual annual sales booking quotas while meeting target margins, as well as in-year won & earned revenue targets for assigned accounts
  • Approach clients engaging in strategic conversations around their business and advising them on how JLL can help them speaking across the Work Dynamics and JLLT Product suite
  • Responsible for understanding all aspects of the assigned customers globally; including but not limited to: Available Market, Market Share, Customers Business Objectives, Goals, and Technology Landscape.
  • Develop and maintain accurate Account Plans and Share of Wallet data in Account Planning Systems, inputting opportunities into early-stage pipeline in Salesforce and maintaining opportunities in Salesforce throughout the sales cycle.
  • Build strong relationships with Client contacts across CRE, IT and other department contacts, in collaboration with JLL Client Account Team to introduce products and solutions to the client
  • Lead a client pursuit team to develop, sell and contract WD and JLLT products and solutions to meet the client’s requirements. Lead the contract negotiation with support from JLL legal team to maximize profitability and appropriately manage risk to the firm
  • Maintain accurate sales reporting information in Salesforce while following JLL’s robust sales and solution processes
  • Develop a thorough understanding of JLL’s broad capabilities across WD and JLLT to meet client needs, recognizing opportunities to expand the client share of wallet by partnering with WD and JLLT product, business and service line leaders
  • Work closely with and support the SD pursuit leader in renewal contracts for comprehensive outsourcing solutions working to introduce new products into the solution strategy
  • Collaborate with additional Markets. Capital Markets, JLL Technologies and Work Dynamics team members to deliver the full value of ONE JLL

FAQs

What is the primary responsibility of the Client Growth Sales Executive?

The primary responsibility of the Client Growth Sales Executive is to drive sales bookings contributing to revenue growth across the Work Dynamics and JLLT Product suite within a named set of accounts for Work Dynamics or IPS Leasing clients as well as open market sales.

What tools and methodologies are used by the Client Growth Sales Executive?

The Client Growth Sales Executive uses structured sales methodologies and tools such as Miller Heiman and Salesforce to identify and resolve client’s pain points and develop and sell winning and profitable solutions.

What expertise is required for the Client Growth Sales Executive role?

The role requires well versed expertise across many domains of real estate and facilities culminating in the bringing together of multiple product solutions that are both tech-enabled services as well as software and services to solve clients' needs.

What skills are needed for the Client Growth Sales Executive role?

The role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that instills confidence and trust in clients.

JLL

We shape the future of real estate for a better world

Real Estate
Industry
10,001+
Employees

Mission & Purpose

We’re a leading professional services firm that specializes in real estate and investment management. JLL shapes 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. We want the most ambitious clients to work with us, and the most ambitious people to work for us. Join us.

Benefits

  • Medical Plan

    Choose from three plan options: Standard, Plus or Basic, administered by UnitedHealthCare and, in limited locations, Kaiser Permanente. Health Savings Account (HSA) automatically comes with Plus or Basic plans and is Company-funded with $600 for employee coverage, or $1,200 for employee+1 or family coverage. 100 percent preventive care coverage is included with all plans.

  • Paid time off (PTO)

    Combines vacation, sick leave and personal time: 18 to 28 days per year, depending on your years of service and job level.

  • Enhanced Life Insurance

    Take advantage of group rates on optional coverage for you, your spouse/domestic partner and children at your own cost. Enroll when first eligible for the most favorable underwriting.

  • Parental Leave Pay

    Six weeks of paid leave at 100% of salary.

  • Flexible work arrangements

    May be available to help you balance work, family and personal commitments.