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Our people at JLL and JLL Technologies 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 people and empowering them to thrive, grow meaningful careers and to find a place where they belong. Whether you’ve got deep experience in commercial real estate, skilled trades or technology, or you’re looking to apply your relevant experience to a new industry, join our team as we help shape a brighter way forward.
We are looking for aHead – Strategic Growth – for our Work Dynamics Team
About JLL
We’re JLL. We’re a professional services and investment management firm specializing in real estate. We help organizations around the world achieve their ambitions by owning, occupying and investing in real estate.
If you’re looking to step up your career, JLL is the perfect professional home. At JLL, you’ll have a chance to innovate with the world’s leading businesses, put that expertise into action on landmark projects, and work on game-changing real estate initiatives. You’ll also make long-lasting professional connections through sharing different perspectives, and you’ll be inspired by the best. We’re focused on opportunity and want to help you make the most of yours. Achieve your ambitions – join us at JLL!
Job Profile
The JLL job profile is Strategy –M1
This role will report to the head of Sales – Work Dynamics.
Role Purpose
What this job involves
Key responsibilities include:
Drive sales opportunities leading to growth for Corporate Accounts within the West Asia region, focusing on all the products within Work Dynamics. Over time, this role will evolve to drive sales across all JLL business lines, partnering with SME’s to offer integrated solutions encompassing JLL’s suite of product offerings and services.
Develop and deliver on a clearly defined Sales Strategy for Account Sales growth in the region.
Lead and manage a collaborative relationship with the firm's Markets Brokerage team as a key component of Sales growth across the firm.Lead successful interface with Markets Brokers for complete Sales alignment
Coordinate activity across all segments of sales landscape including: Enterprise Client opportunities, Identified Scaling Client opportunities and support Vertical sales Initiatives with regional opportunities
Deliver sales growth through prospecting in new market segments and expanding existing client relationships and scaling up relationships to platform level framework agreements
Support the growth of our Project & Development Services business (PDS) accounts platform, and ensure alignment of sales organisations to work together to deliver common goals
Annually identify and develop a deep roster of prospects (close new business within 18-24 months) and a strong pipeline of targets (future new business to be closed beyond 2-years).
Establish appropriate pricing strategies to ensure growth, profitability and client wins.
Develop a thorough understanding of JLL’s broad capabilities to meet client needs, recognizing opportunities to expand the client footprint by partnering with business and service line leaders.
Design and execute a proactive prospecting strategy based on data and analytics that will support increased share of wallet and profitable growth that is aligned with the business’s goals. Work with research and marketing to establish market intelligence and specific action plans. Track and measure progress.
Develop and implement strategic sales performance management through use of BI and analytics.
Lead contract negotiations such that we maximize profitability and appropriate manage risk to the firmwith full alignment to the CRB process and governance.
Maintain accurate sales reporting information in CRM while following JLL’s robust sales and solutions processes using its proprietary tools.
Build strong relationships with RFP consultants.
Serve as a credible and active member of the real estate and industry community, participating in relevant organizations (CoreNet, ULI, etc…) serving as a subject matter expert, board member, panelist, etc.
Identify opportunities to demonstrateexpertise and leadership within industry organizations to further advance the recognition of JLL as a leader
Support the sales resources, ensure organizational structure is fit for purpose.
Ensure quality HR process implementation: Talent Assessment, Succession Planning, and My Performance.
Collaborates across hierarchies, geographies, BL's and regions, for the common goal.
Every day is different, and in all these activities, we’d encourage you to show your ingenuity.
Sound like you? To apply you need to be / have:
The Candidate
Experience
BS/BA Required. Masters or MBA degree preferred.
Ten years of sales/ sales enablement experience with global high tech B2B organization.
Strong working knowledge of Transaction Management services.
Experience serving, collaborating with and influencing executive management especially sales leadership.
Direct experience of major international sales teams.
Excellent analytical and program management skills are essential.
Commercially and financially astute, comfortable with company P&L and, ideally, also balance sheet.
Diverse industry and functional backgrounds gained through consulting or elsewhere.
Skills
A passion for the profession of sales. Familiarity with the Miller-Heiman sales methodology is a plus.
Leadership and change management. Strong people manager with the ability to build a new team, working with a diverse set of skills (strategic, technical, sales and regional marketing).
Ability to navigate culture and politics across multiple functions to generate win-win solutions.
Experience with CRM and sales enablement platforms – Microsoft Dynamics and Seismic are desirable.
Desire for continuous improvement. Creative thinking, problem solving and the ability to innovate.
Collaborative, goal oriented and able to solve problems/ meet goals in creative ways with limited resources. Able to identify and use resources outside direct reporting structure.
Exhibits flexibility, open-mindedness and adaptability to a rapidly changing environment.
Demonstrates a sense of urgency and accountability.
Managerial Courage – ability to present points of view that may not be of popular opinion but need to be discussed. Tactfully dispenses direct and actionable feedback; is open and direct with others without being intimidating; deals head-on with people problems and prickly situations.
Behavioural Competencies
Think Big - Thinks strategically, simplifies the complex, solves complex problems, sees the big picture
Customer Service- dedicated to exceeding clients expectations, ensuring excellent in delivery are achieved through the right solution.
Drive Change - Thrives on change, learning agility, intellectually curious, appetite for risks, digital drive
Helps others - Builds relationships, actively collaborates, helps others succeed.
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
You’ll join an entrepreneurial, inclusive culture. One where we succeed together – across the desk and around the globe. Where like-minded people work naturally together to achieve great things.
Our Total Rewards program reflects our commitment to helping you achieve your ambitions in career, recognition, wellbeing, benefits and pay. Join us to develop your strengths and enjoy a fulfilling career full of varied experiences. Keep those ambitions in sights and imagine where JLL can take you...
Location:
If this job description resonates with you, we encourage you to apply even if you don’t meet all of the requirements. We’re interested in getting to know you and what you bring to the table!
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