Sales Solutions Director in Sheffield

This job is with JLL, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. 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 to find a place where they belong.

Role Introduction

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.
• Accountable for having an up to date understanding of WPM UK/I business structure, model, and market changes.
• 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.
• 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.
• 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.
• Be accomplished at all aspects of finance that are required for a successful solutions process.
• Develop a realistic and actionable pipeline of key prospects.
• Actively prospect and drive net new business opportunities.
• 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 and exceeding client's expectations.
• Leadership: Demonstrate strong leadership behaviours in every aspect of your role.
• Change Management: Ability to adapt to changes positively.
• Advanced Communication: Ability to collaboratively communicate across sectors.
• Thrives Under Pressure: Ability to thrive in a high-paced, dynamic environment.
• Opportunities Creation: Identifying and managing a strong pipeline of sale opportunities.
• Technical Understanding: Proven track record in achieving high quality outputs.
• 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.
• Accountable Leader through the solution process.
• Communicate with the transition team and account management organisation.
• Build technical M&E solutions for enterprise level clients.
• Identify and mitigate risks and opportunities in the pricing mobilisation and delivery of technical M&E solutions.

Location: Remote - London, GBR

If this job description resonates with you, we encourage you to apply even if you don't meet all of the requirements. We're interested in getting to know you and what you bring to the table!