[Hiring] Senior Sales Executive @JLL

Role Description

The Solutions Development Principal is an executive level sales position with primary responsibility for driving revenue growth among clients in a geographic region or specific industry segment. The target candidate has delivered successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce. The Principal leads pursuit teams comprised of Executive Directors, Solutions, Proposals and Pricing Managers, Business Line Leaders, Service Line SMEs, Consulting and Marketing, ensuring the appropriate resources support each client engagement to maximize profitability and mitigate risk. The role requires strategic problem-solving ability and an established credibility in the Commercial Real Estate community that inspires confidence and trust.

This position can be based in any major U.S. city for ease of travel and collaboration with JLL colleagues and prospective clients.

Primary Responsibilities

• Leverage external relationships while collaborating with the Business Development team to identify and develop a strong roster of prospects and a robust pipeline of targets.
• 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 JLL’s broad capabilities to meet client needs, recognizing opportunities to expand the client share of wallet.
• Build strong relationships with external RFP consultants.
• Lead a client pursuit team to develop, sell and contract a comprehensive outsourcing solution to meet the client’s requirements.
• 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, lead comprehensive discovery processes to uncover client business objectives, real estate challenges and operational requirements.
• Design deal terms to achieve target margins, developing pricing strategies and contract structures that optimize profitability while remaining competitive.
• Develop and execute growth strategies for clients, including aligning strategic objectives, target setting, identifying pursuit opportunities, and managing the client onboarding processes.
• Execute negotiation strategies in contested sales environments, protecting JLL's interests while demonstrating flexibility and commitment to client partnership.
• Lead contract negotiations with support from JLL’s legal team to maximize profitability and appropriately manage risk to the firm.
• Exceed annual revenue quotas while meeting target margins.
• Maintain accurate sales reporting information in Salesforce while following JLL’s robust sales and solution processes.
• Qualify incoming deals and set win strategies in collaboration with business leaders and peers.
• Support the professional development of Executive Directors and Year 1 Principals, to ensure a collaborative and continuously improving team.
• Performs other duties as assigned.

Qualifications

• 15+ years proven experience as sales executive or role requiring outstanding business development and leadership skills.
• Proven capabilities in developing solutions for global, Fortune 500 companies with expertise in outsourcing solutions.
• Exceptional track record in developing opportunities and closing deals.
• Extensive career 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.
• Possess high emotional intelligence to read client aspirations and manage relationship dynamics.
• Dedicated to exceeding client’s expectations, ensuring excellence in delivery through the right solution.

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.
• Strategic mindset – able to see big picture and future direction of the business.
• Obsessed with customer habits and the data derived from those behaviors.
• Influential – persuasive yet instills confidence among stakeholders.
• Connector – can bring together various constituents across the organization.
• Thrives in Ambiguity – can navigate through a complex, multi-faceted organization.

Benefits

• 401(k) plan with matching company contributions.
• Comprehensive Medical, Dental & Vision Care.
• Paid parental leave at 100% of salary.
• Paid Time Off and Company Holidays.
• Early access to earned wages through Daily Pay.

Company Description

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 people and empowering them to thrive, grow meaningful careers, and find a place where they belong.