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JLL Workplace Management (WPM) UK/I

Sales & Solutions Lead (Director)

Role Introduction

Workplace Management Services (WPM) is the specialist FM, engineering and soft services division of JLL. 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 proposalsManaging the RFP process and client negotiationsMaintaining competitive intelligence and market knowledgeAchieving 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 with a proven track record of exceeding £1M CI annual sales targets

Core Accountabilities

Strategic Sales LeadershipUltimate accountability for prospecting, generating, and solutioning M&E (Mechanical & Electrical) and IFM (Integrated Facilities Management) opportunities from inception to implementationPartner with senior leadership (Head of Sector, Growth and Value Director) to drive business growthSolution Development & CoordinationBuild custom teams to develop staffing models, savings projections, and technology offeringsCreate compelling M&E value propositions for client presentationsCoordinate integrated solutions across multiple service lines

Client Engagement & Relationship ManagementLead client-facing activities including site tours and "yellow pad" sessionsUnderstand and diagnose client requirements to customize solutionsEngage internal subject matter experts throughout the client journey

Financial & Commercial ManagementOwn pro forma development during RFP negotiationsManage portfolio cost modeling and financial pricing modelsHandle operational costing including resources, IT, mobilization, and fleetPartner with legal/commercial teams on final agreements

Business Intelligence & Market KnowledgeMaintain current understanding of competitive landscape and market conditionsStay updated on organizational capabilities, systems, and processesLeverage data from previous pursuits to develop market intelligenceIdentify additional growth opportunities during RFP processes

Process & Performance ManagementUtilize CRM systems (Salesforce) for pipeline managementFollow established sales protocols while supporting process improvementsParticipate in monthly pipeline calls and share best practicesCoordinate with Solutions Teams, BDMs, and Pricing Managers

Key Performance Measures:

Drive profitable YOY sales growth in technical M&E solutionsCollaborate effectively to achieve team and firm objectivesCoordinate solution resources across geographies for quality proposalsLead solution processes with subject matter experts to create competitive offeringsEnsure financial viability and operational readiness for client requirementsFacilitate smooth operational handoffs with transition and account teamsSupport account mobilization and maintain positive client relationshipsDesign enterprise-level M&E solutions including organizational structure and transition planningIdentify and mitigate risks in pricing, mobilization, and deliveryDevelop go-to-market strategies with clients for M&E service delivery

Location:

On-site –London, GBR

If this job description 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 EMEATA@jll.com or call +44 (0)20 7493 4933 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.

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