Overview
In this role you lead the full sales solution cycle for M&E and IFM opportunities, from prospecting to implementation. You coordinate cross-functional teams to craft engineering staffing models, savings paths, and technology offerings that win business. You’ll manage RFPs, negotiations, and market intelligence to sustain high win rates. You work closely with sector leadership and operations to deliver tailored, high-impact solutions. This is a chance to shape enterprise-grade M&E offerings and drive measurable value for clients and the firm.
Responsibilities
- Prospect and solution engineering opportunities from inception to implementation
- Coordinate a cross-functional team to build staffing models, savings glide paths, and technology offerings
- Develop clear, compelling M&E value propositions for client presentations
- Engage internal SMEs to support client journeys through award and handoff
- Collaborate with Operations, technical experts, and marketing to tailor competitive solutions
- Share best practices across sales and solutions to improve future bids
- Support the Solutions Cycle across all client phases and maintain up-to-date systems and processes
- Understand client requirements to consistently deliver appropriate solutions
- Maintain up-to-date knowledge of UK/I structures, market changes, and competitors
- Communicate current solutions landscape to clients using CRM tools like Salesforce
- Pro forma ownership during RFP negotiations to validate scope and pricing
- Coordinate with legal/commercial to ensure bid details are in final agreements
- Identify additional growth opportunities during RFPs
- Maintain knowledge of competitive environment and articulate value proposition
- Demonstrate how WPM/UK/I products drive client outcomes and engage in client-facing needs analysis
- Own/support deliverables for RFP responses and business planning
- Conduct site tours and develop integrated solutions
- Build financial models including portfolio cost modelling and unit economics
- Develop a realistic pipeline and meet 4x GAP revenues in rolling 12 months (+40m)
- Qualify opportunities to maximize efficiency and outcomes
- Utilize data from prior pursuits to inform strategy and share insights
- Adhere to sales processes, protocols, and technology for consistency and improvement
- Contribute to service line products, pricing methodologies, and future trends
- Participate in pipeline reviews and leverage Solutions Team, BDMs, and Pricing Managers
Key requirements
- 10–15 years of M&E and IFM solution selling in complex environments
- Track record of exceeding 1M CI in annual sales and >10m GAP revenues
- Experience in building staffing models, and delivering measurable cost savings
- Strong negotiation and RFP management skills
- Ability to communicate complex solutions succinctly and confidently
- Understanding of pricing, P&L, and business case creation
- Experience with cross-geography coordination and large-scale enterprise deals
- Familiarity with CRM systems, especially Salesforce
- Market intelligence and competitive landscape awareness
- Proven leadership and stakeholder management in fast-paced settings
- Personal Drive
- Analytical problem-solving
- Service excellence
- Salesforce
- Financial pricing models/Pro forma
- Portfolio cost modelling
Sales Solutions Director in London employer: Jones Lang LaSalle
At JLL, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation. Our London office provides a vibrant environment where surveyors can thrive, with flexible and hybrid working options that support a healthy work-life balance. We are committed to employee growth, providing opportunities for professional development in the affordable housing sector, while making a meaningful impact in the community through our work in social housing.
