Note: The job is a remote job and is open to candidates in USA. JLL is a global provider of real estate and investment management services that combines world-class services, advisory, and technology to shape a brighter way forward for clients. The Director, Business Development will build sales pipeline through targeted account strategies, inbound and outbound prospecting, and executive-level engagement, while identifying opportunities in commercial real estate, facilities management, workplace management, and related technology. The role also supports account mapping, qualifies prospects, develops thought leadership, and creates cross-selling opportunities across JLL business lines.
Responsibilities
- Proactively plan and set prospecting strategies to execute for targeted accounts
- Create client engagement plans and account maps in partnership with sales and marketing teams in order to run targeted campaigns and sales plays – investigate board relationships, establish where JLL colleagues may have common ground, and understand key background information with the purpose of directing the team
- Prepare detailed briefs for Solution Development, Client Growth, and JLL executives on target clients by leveraging research and sales tools such as Pitch Decks, ZoomInfo, Salesloft and 6Sense
- Field inbound leads and launch outbound prospecting campaigns with the intent to set up introductory calls on behalf of Solution Development and Client Growth sellers
- Secure meetings with Vice Presidents, Heads of Commercial Real Estate, CPOs, Category Managers responsible for Corporate Real Estate/Technology/Indirect Services, or relevant C-suite in prospective organizations
- Facilitate discussions on introductory calls with clients/prospects to identify gaps in real estate and facilities operations performance and translate these findings into business opportunities
- Ability to think strategically and work cross functionally to generate new ways of identifying white space within vertical markets and to identify incumbent technology users coming to the end of their contract period
- Create a compelling story and presentation utilizing client case studies, benchmarking data, and global insights to present JLL as a thought leader in the CRE space
- Support account teams in mapping existing accounts to identify ways of increasing share of wallet. This will include account research, stakeholder mapping, market intelligence and tactical engagement strategies within various accounts
- Proven ability to qualify prospects to a high degree of certainty and nurture the relationship throughout the discovery phase by working closely with an assigned seller
- Leverage the full power of both Work Dynamics and JLL Corporate to educate, inform, and shape the buying vision of the client target groups
- Utilize existing JLL content to create unique thought leadership and insightful messaging to leverage during targeted prospecting and outreach
- Develop and maintain relationships across JLL business lines, as well as identify cross-selling opportunities
Skills
- Ability to think strategically and work cross functionally to generate new ways of identifying white space within vertical markets and to identify incumbent technology users coming to the end of their contract period
- Create a compelling story and presentation utilizing client case studies, benchmarking data, and global insights to present JLL as a thought leader in the CRE space
- Support account teams in mapping existing accounts to identify ways of increasing share of wallet, including account research, stakeholder mapping, market intelligence and tactical engagement strategies within various accounts
- Proven ability to qualify prospects to a high degree of certainty and nurture the relationship throughout the discovery phase by working closely with an assigned seller
- Leverage the full power of both Work Dynamics and JLL Corporate to educate, inform, and shape the buying vision of the client target groups
- Utilize existing JLL content to create unique thought leadership and insightful messaging to leverage during targeted prospecting and outreach
- Develop and maintain relationships across JLL business lines, as well as identify cross-selling opportunities
- Experience building pipeline in, or selling to, the Life Sciences Industry (e.g. Pharmaceuticals, Biotechnology, Medical Devices, Biomedical Technologies, Food Processing and more)
- Experience of building pipeline in the Facilities Management, Portfolio Services, Workplace Management, and or, Commercial Real Estate Technology space
- Demonstrated ability to build pipeline and exceed sales quota
- Experience building and executing outbound campaigns
- Experience constructing account plans for target accounts
- Experience building relationships cross-functionally to unearth new opportunities
Benefits
- 401(k) plan with matching company contributions
- Comprehensive Medical, Dental & Vision Care
- Paid parental leave at 100% of salary
- Paid Time Off and Company Holidays
- Early access to earned wages through Daily Pay
Company Overview