Client Growth Sustainability Sales Lead

How we support the Whole You:  

Our benefits are a good reason to come to JLL.

We are committed to hiring the best, most talented people in our industry, and then empowering them with the resources and support to enhance their health, financial and personal well-being. Our underlying benefits philosophy is this: be fair to our people and provide opportunities for those who take advantage of our programs and resources to increase their personal and financial security.

Benefits to eligible employees, include:

• 401(k) plan with matching company contributions
• Medical, Dental & Vision Care
• 6 weeks of paid parental leave at 100% of salary
• Paid Time Off and Company Holidays
• Flexible Work Arrangements may be available
• Executive Benefits

We are currently seeking a Sustainability Services Sales Lead that will be responsible for growing Fee Revenue and Contribution Margin for JLL’s Sustainability Services Products. This role sits within our Global Client Growth Sales organization supporting our Americas Work Dynamics business. The Americas Sustainability Services Sales Lead must bring industry leading best practices to the sales and solutioning process, all while working closely with our pursuits and account teams to improve performance, grow share of wallet and increase speed of Sustainability Services content delivery. This role must partner closely with our Global Operations and Products Team to develop sales strategies, support operational team needs, and ensure full alignment between teams

Job Responsibilities:

• Must deliver growth through our existing clients and accounts as well as the open market.
• Be our Americas Sales Team subject matter expert in the Sustainability Services arena.
• Deliver supportive and timely sales content, pitch support, product demonstrations, pre-sales support, RFx responses, and pricing and solutioning reviews.
• Maintain accurate sales reporting information in CRM while following JLL’s robust sales and solutions processes using its proprietary tools.
• Engage in business partnerships and JLL’s product platforms to create sales strategies that include a comprehensive understanding of competitive positioning, products, and solutions in order to provide differentiation and deliver revenue.
• 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.
• Serve as a credible and active member of the real estate community, participating in relevant organizations serving as a subject matter expert, board member, and panelist.
• Work closely with our internal technology teams to sell integration product and technology solutions for our clients.
• Exceed annual revenue quotas while meeting target margins, as well as in-year won and earned revenue targets.
• Annually identify and develop a deep roster of prospects and a strong pipeline of targets.
• Establish appropriate pricing strategies to ensure growth, profitability and client wins.
• Lead contract negotiations such that we maximize profitability and appropriate manage risk to the firm.
• Provide Sustainability Services expertise and support of new sales opportunities including expansions within the current portfolio.
• Work closely with sales and solutions functional leadership to drive Sustainability Services best practices within bid responses.
• Manage and lead the sales development of the Sustainability Services specialty products and drive coordination with our Product leaders to manage sales platform and pipeline reporting.
• Support our Work Dynamics leadership team on technical sales pitches, client engagements and presentations.
• Improve speed-to-respond with regards to Sustainability Services product demonstrations and proposal inputs.
• Encourage team innovation by establishing more tailored and unique Sustainability Services solutions for addressing client challenges and business requirements.
• Participate in RFx response efforts as needed; this could include collaborating on technical responses, example deliverables, presentations, staffing model development and pricing exercises.
• Make recommendations to the bid management team on improvements to proposal language and technical deliverables.
• Attend sales pursuit debriefs to provide feedback on the sales cycle, team approach, win themes, and client engagement related to the Sustainability services lifecycle.
• Act as a liaison with the Sustainability Services organization and the Product team for continual product improvement, idea sharing, and general collaboration.
• Develop and lead the bundling of Sustainability, specialty services and technical solutions and products to produce value added offerings.
• Display leadership characteristics that motivate the team to work cross-functionally with many different levels of sellers.
• Work with the Americas Sales and Solutions team to develop strategies, guidelines and templates to improve success and seller experience.
• An ability to tell a story around innovation, find opportunity based on customer needs, and deliver innovation efforts leading to change.

Skills/Experience

• Minimum 5 years Sustainability Services or equivalent experience
• Bachelor of Science Degree or equivalent
• 5+ years of sales and solutioning or related experience
• 5+ years of Corporate Real Estate experience
• Experience leading and driving sales presentations
• Highly successful at prospecting and hunting new opportunities
• Comfort in developing pipeline, prospecting, and closing engagements
• Ability to interact with c-suite, internally and externally
• Thorough knowledge of sales and solutions process, ability to convert prospect clients into closed sales that deliver revenue and contribution margin to the business
• Ability to articulate value proposition to prospective clients
• Dedication to exceeding expectations and ensuring excellence in delivery
• Immediately credible; confident presenter of varying ideas to create value and challenge the status quo; able to think quickly, listen well to others, and react to modify approach thriving in front of clients and other key influencers
• Quickly discerning of needs and able to determine highest priority, focusing on the highest impact and greatest value activities
• Willingness and ability to reframe or reshape client’s buying vision; delivers new insights to clients during the sales process; ability to earn “trusted advisor” status
• Broad connection skills: ability to do business within a diverse array of client cultures
• Comfort with technology and business analytics
• Responsive, concise, good communicator on text and email
• Entrepreneurial drive and ability to work at a fast pace
• Strong organizational skills, detail focused, tenacious follow up skills
• Proven capabilities in developing solutions for global, Fortune 500 companies
• Experience working on global projects across a matrixed environment
• Has “Passion for the Pursuit” and wakes up every day thinking about how to engage new clients and beat the competition
• Proven ability to connect with customers and users to identify needs and translate to differentiated products and offerings that provide competitive differentiation
• An ability to tell a story around innovation, find opportunity based on customer needs and deliver innovation efforts leading to change

Estimated compensation for this position is:

$128,500 - $206,250

The salary listed is an estimate and not guaranteed. A salary offer will vary based on applicant’s education, experience, skills, abilities, geographic location, internal equity and alignment with market data