Client Growth Sales Director Australia

Sales Director for JLL Digital Solutions (DS) within the JLL Technologies business line. The primary role of the Sales Director is to prospect, build relationships, and generate, manage and close opportunities for Digital Solutions products and services within a defined territory. The Sales Director will be expected to build a detailed territory plan, including the development of strategy and tactics required to meet financial and other targets. This role will be responsible for making proactive calls and presentations to prospects, existing clients and peers to create awareness and generate demand of DS products, services and solutions. The role must be an effective qualifier for both internal and external players and be able to follow the DS sales process to manage opportunities to close. After qualifying a lead, this role is expected to manage all aspects of the sales life cycle, including participating at a very granular level to close business.

Job Description

About Client Growth Sales

Client Growth Sales is a One JLL sales team. The team reports dually to JLL Technologies (JLLT) and Work Dynamics (WD) to serve the needs of our enterprise occupier clients driving their sustainability, technology and real estate agendas, shaping a better world of work. By combining innovative JLLT technologies with WD’s world-renowned expertise, we’re able to unveil untapped opportunities to shape the future of real estate for a better world.

Our Work Dynamics teams provide tech-enabled solutions and global, end-to-end, connected capabilities to help create more sustainable environments, keep people connected and address every aspect of the employee experience and their well-being.

Our JLLT teams deliver a comprehensive technology portfolio of purpose-built software platforms, apps, hardware and technology services, as well as innovations from venture-backed companies. Our best-of-breed portfolio is designed to meet and exceed the industry’s demands for better business intelligence, workplace experience, and smart building platforms. JLL Technologies helps organizations transform the way they acquire, operate, manage, and experience space.

Role Purpose

The Sales Director Client Growth is a sales position with primary responsibility of driving sales bookings contributing to revenue growth across the Work Dynamics and JLLT Product suite within a named set of accounts for Work Dynamics clients. This role is responsible to identify and resolve the client’s pain points and develop and sell winning and profitable solutions and is responsible for selling outcome-based solutions using structured sales methodologies and tools such as Miller Heiman and Salesforce. The role requires well versed expertise across many domains of real estate and facilities culminating in the bringing together of multiple product solutions that are both tech enabled services as well as software and services to solve clients' needs. The role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that instills confidence and trust.

Key responsibilities include:

• Achieve individual annual sales booking quotas while meeting target margins, as well as in-year won & earned revenue targets for assigned accounts
• Approach clients engaging in strategic conversations around their business and advising them on how JLL can help them speaking across JLLT Product suite
• Responsible for understanding all aspects of the assigned customers globally; including but not limited to: Available Market, Market Share, Customers Business Objectives, Goals, and Technology Landscape.
• Develop and maintain accurate Account Plans and Share of Wallet data in Account Planning Systems, inputting opportunities into early-stage pipeline in Salesforce and maintaining opportunities in Salesforce throughout the sales cycle.
• Build strong relationships with Client contacts across CRE, IT and other department contacts, to introduce products and solutions to the client
• Lead a client pursuit team to develop, sell and contract JLLT products and solutions to meet the client’s requirements. Lead the contract negotiation with support from JLL legal team to maximize profitability and appropriately manage risk to the firm
• Maintain accurate sales reporting information in Salesforce while following JLL’s robust sales and solution processes
• Develop a thorough understanding of JLL’s broad capabilities across JLLT to meet client needs, recognizing opportunities to expand the client share of wallet by partnering with JLLT product, business and service line leaders
• Work closely with and support the SD pursuit leader in renewal contracts for comprehensive outsourcing solutions working to introduce new products into the solution strategy
• Collaborate with additional Markets. Capital Markets, JLL Technologies and Work Dynamics team members to deliver the full value of ONE JLL
  
  

The Candidate

Experience Skill Set Required

• Experience across multiple disciplines of technologies and/or solutions
• Proven capabilities in growing relationships at the senior executive level and C-Suite for global, Fortune 500
• Demonstrated ability to develop opportunities and close new business or expansion sales
• Experience with successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce
• Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers
• Dedicated to exceeding client’s expectations by working alongside the services teams to ensure excellence in delivery is achieved delivering win/win outcomes
• Strong influential skills with ability to work across diverse stakeholders to drive common solutions
• Understands the market of CRE Technologies, Prop Tech, IWMS, Smart Buildings, IoT, Experience Technologies etc.
  
  

Behavioural Competencies

• Passion to Win – wakes up every day thinking about how to engage new clients and beat the competition
• Strategic mindset – able to see big picture and future direction of the business, then translate into achievable new business development opportunities
• Influential – persuasive yet instills confidence among stakeholders, gravitas to drive change and obtain results
• Connector – can bring together various constituents across the organization to help drive client solutions.
• Thrives in Ambiguity - can navigate through a complex, multi-faceted organization with multiple stakeholders
• Obsessed with customer habits – can use data derived from those behaviors; and trends within the industry to drive share of wallet 
  
  

What You Can Expect From Us

You’ll join an entrepreneurial, inclusive culture. One where we succeed together – across the desk and around the globe. Where like-minded people work naturally together to achieve great things.

JLL is an Equal Opportunity Employer

JLL is committed to developing and maintaining a diverse workforce, and strongly believes in equal opportunity extended to all individuals in all aspects of the employment relationship. Please visit www.JLL.com for additional information on JLL’s commitment to equal opportunity.