JLL supports the Whole You, personally and professionally. Our people at JLL are shaping the future of real estate for a better world by combining world class services, advisory and technology to our clients. We are committed to hiring the best, most talented people in our industry; and we support them through professional growth, flexibility, and personalized benefits to manage life in and outside of work. Whether you've got deep experience in commercial real estate, skilled trades, and technology, or you're looking to apply your relevant experience to a new industry, we empower you to shape a brighter way forward so you can thrive professionally and personally. Sales Solutions Lead 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 M&E 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 Integral/ JLL within their selection process. Coordinating the development of clear, articulate, and winning value M&E propositions for presentation to our prospective clients with the ability to confidential understand and answer any questions technical or otherwise in a succinct manner Identifying, engaging and bringing along internal SME's 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 which will allow you to pivot, learn and improve when solutioning for customers in the future. 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 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 Integrals business structure, model, and market changes to keep up to date with current conditions and stay ahead of our competitors where solution provision is concerned Responsible for obtaining up to date knowledge where systems, documentation, process, and procedures are concerned to stay relevant with the solutions cycle Ability to confidently communicate current solutions landscape on all new prospective clients, stating what stage of the process they are at, utilising all available systems such as Sales Force to update the Head of Sector 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 Integral/ JLL's products and services drive outcomes that add value to a client's portfolio and why obtaining our services would be the best option for them 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; Site Tours Integrated solution Be accomplished at all aspects of finance that are required for a successful solutions process which includes but are not limited to: Portfolio cost modelling (details involved in client RFP), Financial pricing model (internal pro forma used during approval processes), Operational costings, such as people resource, IT, mobilisation, fleet etc. Proposed org structure Scope clarification Corporate functional reviews Assumptions, risk and risk mitigation documentation Develop a realistic and actionable pipeline of key prospects. Actively prospect and drive pure new business opportunities. Qualify prospective opportunities to increase the odds of success, while being a responsible steward of the firm's resources. Own/Support the development of the overall solution for clients which ensures a win rate for all business pursuits of >40% for all New Business, >80% for expansions and >95% for renewals. Provide support, insight and direction to a Principal for highly strategic multi-region pursuits/presentations. Leverage data from prior pursuits to develop intelligence on trends, consultants and competitors - share with others in meaningful manner. Follow and utilize the sales process / protocols / training / technology to ensure success and consistency. Balance this by supporting process improvements that help streamline and allow for better focus on sales or clients. Provide input into service line products, product pricing methodology, and future trends or tactics that should be reviewed internally. Participate in monthly pipeline calls to ensure team alignment and best practices sharing Utilize and leverage Solutions Team, Business Development Managers (BDM) and Pricing Managers in pursuits to help coordinate the overall solution and "project manage" the creation of the solution, response, and presentation as appropriate to minimize the cost and maximize the return. Core Competencies: Personal Drive - ability to positively push through challenges and support the wider team to maintain a positive focus to break down barriers and provide an outstanding offering to internal and external stakeholders Analytical Response - ability to quickly respond to challenges, needs and requirements identifying root causes, providing effective solutions in a timely manner to ensure that traction, progress, and confidence is maintained Service Excellence - dedicated to meeting, enhancing and at time exceeding client's expectations, ensuring excellence in service delivery are achieved through the right solution every time without fail Leadership - to demonstrate strong leadership behaviours in every aspect of your role which includes stakeholder/client engagement, solutioning, tender, proposals, creation and returns Change Management - ability to adapt to changes to a positive manner and turn them to yours, the businesses and the clients advantage and to project a forward thinking narrative Advanced Communication - ability to collaboratively communicate across sectors to bring together internal and external stakeholders to a mutually beneficial outcome by negotiation and influence Thrives Under Pressure - ability to thrive and be successful in a high paced, high volume, dynamic and target driven environment Opportunities Creation - identifying, build and manage a strong pipeline of sale opportunities for technical M&E maximising and improving our sales efficiency 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 into small site portfolio, critical and or campus environments Key Performance Measures: Strong sales results that drives increased and profitable sales YOY. Works well within the team and helps drive overall firm's objectives as well as team and personal goals. 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, providing insight and partnering with service line subject matter experts to ensure the latest and best solutions are incorporated into the most competitive offering possible for each client. Ensuring that the solutions offering is financially viable for Integral/JLL and matches the systems, processes and services to ensure that we start in a positive manner with the ability to meet the client's day 1 and future requirements Communicate with the transition team and account management organisation to help facilitate operational hand-off. Support Account Director to mobilise the account, maintain positive communications with the client and be a focal point of contact to all stakeholders, leading and displaying role model behaviours/traits. Build technical M&E solutions for enterprise level clients, including the organisational design and transition and stabilisation planning. Creation of the proposed organisation structure for technical M&E solutions providing tactical reviews and guidance to benefit both the business and client. Be able to identify and mitigate risks and opportunities in the pricing mobilisation and delivery of technical M&E solutions. Ability to work closely with clients to develop go to market strategies for the delivery of technical M&E services LI-JB2 Location: Hybrid (inactive) -London, GBR If this resonates with you, we encourage you to apply, even if you don't meet all the requirements. We're interested in getting to know you and what you bring to the table If you require any changes to the application process, please email EMEATAjll.com or call 44 (0)20 7399 5010 to contact one of our team members to discuss how to best support you throughout the process. Please note, the contact details provided are to discuss or request for adjustments to be made to the hiring process. Please direct any other general recruiting inquiries to our Contact Us page > I want to work for JLL. JLL Privacy Notice Jones Lang LaSalle (JLL), together with its subsidiaries and affiliates, is a leading global provider of real estate and investment management services. We take our responsibility to protect the personal information provided to us seriously. Generally the personal information we collect from you are for the purposes of processing in connection with JLL's recruitment process. 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