Senior Sales & Solutions Development Director, Work Dynamics APAC

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Senior Sales & Solutions Development Director, Work Dynamics

Asia Pacific - Singapore/Hong Kong

Position Summary:

• Develop pipeline and actively advance prospect relationship and progress toward outsourcing.
• Drive revenue growth through new and existing sales channels, including geos, verticals and markets.
• Utilize the sales process and tools to drive profitable and desired growth. Including but not limited to: 9 step sales process, go/no-go process, Key Issues Analysis (KIA), and the CRM technology.
• Lead and/or support contract negotiation such that we maximize profitability and mitigate risk.
• Partner with Research and Business Line Leaders/Verticals to ensure depth of knowledge of each potential clients industry, business and company.
• Serve as a credible and active member of the real estate community, participating in relevant organizations serving as a subject matter expert, board member, panelist, etc.
• Identify opportunities to demonstrate expertise and leadership within industry organization to further advance the recognition of Jones Lang LaSalle as a leader.

Duties and Responsibilities:

Growth

• 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 high win rate for all business pursuits of >50% for all New Business, >80% for expansions and >95% for renewals.
• Provide support, insight and direction to a Sales Principal for highly strategic multi-region pursuits/presentations.
• Participate in and support the Solutions Development Platform to drive global strategy, and advance capabilities, initiatives and wins as appropriate.
• Manage cost of sale through appropriate sales engagement and management.
• Manage appropriate governance and mitigate risks by engaging SME’s and creating quality recommendations to Commercial Review Board
• Meet and/or exceed personal growth target to drive profitable firm growth in alignment with the overall Corporate Solutions annual sales target.

Client

• In conjunction with the Marketing, Business line and service line leaders, develop the go to market approach, which includes prospects, targeted clients, industries or sectors.
• Develop and maintain strong relationships with clients, key suppliers and consultants to help build and advance the growth of the business.
• Support account leaders through the contract term to ensure delivery is aligned with contract terms and commitments.

People

• Stay abreast of industry and client trends – feed insights into leadership and service line leaders for products / platform advancements.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.

Employee Qualifications/Specifications:

• Demonstrated expertise in translating client’s business goals into an effective sales strategy and solution.
• Depth of knowledge across the CRE industry with experience across several service offerings and if appropriate certain industries.
• Track record of successfully building, managing, and leading teams in a condensed and often very intense timeframe.
• Proven ability to solve problems in a complex, global, multi-faceted, highly matrixed organization; can navigate the organization to drive solutions. Strong client relationship and communication skills.

Core Competencies:

• Strategic mindset – able to see big picture and future direction of the business, then translate into achievable new business development opportunities.
• Drive for an edge in performance – able to lead a team to win then attacks the next hurdle; maintains a reserve of capacity when others are fading.
• Client-centric – leads with an understanding of client’s pains / demands and is skilled at helping team build and present solutions to impress clients.
• Customer Service- dedicated to exceeding clients expectations, ensuring excellent in delivery are achieved through the right solution.
• 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

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.
• Utilization process and tools to drive improved sales.

Location:

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!

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