[Hiring] Sales Solutions Director @JLL

Role Description

The position requires someone to lead the entire sales solution process from prospecting through implementation, with key responsibilities being:

• Building custom solutions and staffing models for engineering and integrated IFM opportunities in the UK/I.
• Coordinating cross-functional teams to develop winning proposals.
• Managing the RFP process and client negotiations.
• Maintaining competitive intelligence and market knowledge.
• Achieving specific win rate targets (>40% for new business, >80% for expansions, >95% for renewals).

The role demands 10-15 years of M&E and IFM solution selling experience in complex environments of >£5m annual GAP value with a proven track record exceeding £1M CI in annual sales and GAP revenues over £10m.

Key Responsibilities of the Sales Solution Lead

• Partnering with Head of Sector, Growth and Value Director and business functions to be ultimately accountable for prospecting, generating and solutioning engineering and IFM business opportunities from inception to successful implementation.
• Coordination of a custom team to build staffing models, detailed savings glide paths, technology offerings and specific outcomes that our clients will use to evaluate our solution within their selection process.
• Coordinating the development of clear, articulate, and winning value M&E propositions for presentation to our prospective clients.
• Identifying, engaging and bringing along internal SMEs on the client journey to provide the right level of support from inception to completion and award of the account from the client.
• Partnering with Operations, functional/technical subject matter experts and marketing to put forth a tailored, competitive solution for each qualified prospective client.
• Sharing best practice and knowledge, working across the sales and solutions function obtaining and retaining knowledge which will support the future success of prospective bids.
• Support the Head of Sectors and wider Operations team in every aspect of the Solutions Cycle for every prospective client through all phases of the sales process.
• Responsible for keeping yourself up to date with all systems, processes and technology capability of the organisation.
• Responsible for obtaining a key understanding of a client’s requirements to advance the solutions proposal by providing the right solution to meet the client needs every time without fail.
• Accountable for having an up to date understanding of WPM UK/I business structure, model, and market changes.
• Responsible for obtaining up to date knowledge where systems, documentation, process, and procedures are concerned.
• Ability to confidently communicate current solutions landscape on all new prospective clients.
• Coordinate and support in the overall development of the solution.
• Pro forma owner during RFP negotiations to validate scope and price changes on P&L.
• Partner with legal/Commercial to ensure all details from pricing and bid make it into the final agreement.
• Help identify additional potential sales or growth opportunities during the RFP process.
• Maintain a thorough knowledge of the competitive environment and articulate the firm’s value proposition.
• Ensuring our best solutions, practices, value prop and pricing is applied to every deal.
• Understand and support the Head of Sector in clearly articulating how WPM/UK/I products and services drive outcomes that add value to a client’s portfolio.
• Participate in client-facing ‘yellow pads’ to help diagnose client needs and customize our plan.
• Own/support/coordinate these deliverables/activities that will be key for RFP response and business planning.
• Be accomplished at all aspects of finance that are required for a successful solutions process.
• Develop a realistic and actionable pipeline of key prospects.
• Qualify prospective opportunities to increase the odds of success.
• Own/Support the development of the overall solution for clients which ensures a win rate for all business pursuits.
• Leverage data from prior pursuits to develop intelligence on trends, consultants and competitors.
• Follow and utilize the sales process / protocols / training / technology to ensure success and consistency.
• Provide input into service line products, product pricing methodology, and future trends or tactics.
• Participate in monthly pipeline calls to ensure team alignment and best practices sharing.
• Utilise and leverage Solutions Team, Business Development Managers (BDM) and Pricing Managers in pursuits.

Core Competencies

• Personal Drive – ability to positively push through challenges and support the wider team.
• Analytical Response – ability to quickly respond to challenges, needs and requirements.
• Service Excellence - dedicated to meeting, enhancing and exceeding client’s expectations.
• Leadership – to demonstrate strong leadership behaviours in every aspect of your role.
• Change Management – ability to adapt to changes in a positive manner.
• Advanced Communication – ability to collaboratively communicate across sectors.
• Thrives Under Pressure – ability to thrive and be successful in a high paced environment.
• Opportunities Creation – identifying, building and managing a strong pipeline of sale opportunities.
• Technical Understanding – proven track record in achieving high quality outputs in a self-delivered M&E technical capacity.
• Market Sales Approach Understanding – experience in selling technical M&E solutions.

Key Performance Measures

• Strong sales results that drive increased and profitable sales YOY.
• Works well within the team and helps drive overall firm’s objectives.
• Utilisation process and tools to drive improved sales.
• Coordinate solutions resources across geographies to ensure quality of proposed service offering.
• Accountable Leader through the solution process, coordinating and providing insight.
• Ensuring that the solutions offering is financially viable for WPM UK/I.
• Communicate with the transition team and account management organisation.
• Support Account Director to mobilise the account and maintain positive communications.
• Build technical M&E solutions for enterprise level clients.
• Creation of the proposed organisation structure for technical M&E solutions.
• Identify and mitigate risks and opportunities in the pricing mobilisation.
• Ability to work closely with clients to develop go to market strategies.

Location

Remote – London, GBR