Job description
About JLL –We’re JLL—a leading professional services and investment management firm specializing in real estate. We have operations in over 80 countries and a workforce of over 91,000 individuals around the world who help real estate owners, occupiers and investors achieve their business ambitions. As a global Fortune 500 company, we also have an inherent responsibility to drive sustainability and corporate social responsibility. That’s why we’re committed to our purpose to shape the future of real estate for a better world. We’re using the most advanced technology to create rewarding opportunities, amazing spaces and sustainable real estate solutions for our clients, our people and our communities.
Our core values of teamwork, ethics and excellence are also fundamental to everything we do and we’re honored to be recognized with awards for our success by organizations both globally and locally.
Creating a diverse and inclusive culture where we all feel welcomed, valued and empowered to achieve our full potential is important to who we are today and where we’re headed in the future. And we know that unique backgrounds, experiences and perspectives help us think bigger, spark innovation and succeed together.
If this job description resonates with you, we encourage you to apply even if you don’t meet all of the requirements below. We’re interested in getting to know you and what you bring to the table!
Senior Manager, Sales and Solutions Development
Work Dynamics, Malaysia
What this job involves:
Strategizing business growth
The role demands focus on achieving high-quality sales outcomes and growing profits by achieving the new business sales targets set for Malaysia across Work Dynamics. Whilst the sales targets will be focused around Integrated Facilities/Property Management products, there is expectation that this Sales lead in the country will drive growth in businesses across all of JLL, i.e. across various business lines, beyond Work Dynamics.
You will be expected to go out to the market to prospect and broaden the client base we currently have and also lead contract negotiations that maximize profitability/margin, mitigate risks and align all process with governance and standards for the firm.
You will be required to identify and follow up on leads and opportunities, pursue and win new assignments, to achieve growth and revenue targets for the business. In collaboration with other members of the pursuit and delivery team, you will work on crafting service solutions, coordinating and preparing service proposals, presentation material and documents for RFP responses and leading client pitches. You will work closely with regional marketing and communications teams and global Sales Enablement team on marketing and business development documents, capability statements, marketing collaterals, corporate branding, marketing campaigns and others to establish a credible and professional collateral foundation for Malaysia.
Building client relationship
You’ll lead sales discussion with clients, offering them integrated solutions, encompassing JLL’s suite of product offerings and services. Collaborating with research and business line leaders will help you in gathering knowledge of each potential client industry and business. Managing a collaborative relationship with the firm's Markets Brokerage team for sales growth across the firm, you’ll strengthen the relationship with existing clients while building new prospects.
Expertise in subject matter
One of your key responsibilities will be to represent JLL as a credible subject matter expert at relevant events and forums. You will identify opportunities within the industry to demonstrate your expertise and establish JLL as a leader. Even your team will depend on your knowledge for developing proposals and managing sales presentations. As an integral part of the regional sales team, we would expect you to foster the development and implementation of best practices for sales management and drive continuous improvement throughout sales processes.
For this, you’ll utilize JLL’s tools, including the seven-step sales process, go/no-go process, Key Issues Analysis (KIA), CRM technology, among others.
What are the key duties and responsibilities of this job:
Together with the Head of Sales, Malaysia, develop and deliver on a sales strategy and plan agreed for Malaysia market.
Driving centricity around client development strategies and major pursuits.
Manage sales data analytics and reporting for Malaysia.
Collaborate with the wider JLL Work Dynamics Sales, Account Management, Product, Ops, etc functions to develop new business opportunities for Capital/Project products in Malaysia.
Lead sales discussion with clients by offering integrated solutions encompassing JLL’s suite of product offerings and services (Leasing, Projects, Consulting, Workplace Strategy, IFM, etc) across the whole real estate life cycle – demonstrating a sound level of knowledge of all product groups and leveraging SME’s within the firm for detailed offerings
Work with and coordinate with other teams in the region (SEA and APAC) on joint pursuits.
On day to day basis, you will lead client pitches, craft service solutions, coordinating and preparing service proposals, presentation material and documents for RFP responses, supported by the Sales Enablement team.
Sounds like you? To apply, you need to be:
Rich corporate sales experience
A bachelor’s degree is the minimum of what we want you to have, on top of which at least ten years of working experience in diverse industries to add further value. Your proven skills of consultations, sales, sales enablement and leadership will affirm your capabilities to collaborate or influence management, especially sales leadership. Excellent analytical and program management skills are essential. Our preference is to have a sale leader from the property and real estate sector, particularly with respect to corporate related services, e.g. facilities/property management, capital works, leasing, etc. We would also considered strong sales experiences from complementary industry or job nature. Likewise, it would be best if you were commercially and financially astute and comfortable with working on profit & loss statements. Your experience with CRM, and other sales platforms will be much appreciated.
Market Knowledge
To excel in this role, you will need a good understanding of the market environment, customers and competitors, as well as working knowledge of Capital/Project and IFM products in the real estate industry. You will be working in a fast-paced environment within a multidisciplinary real estate professional services organisation, so being dynamic and resourceful, possessing a team-centric mindset and a strong will to succeed are valuable traits.
Active and hands-on leadership
You will have a Sales Enablement platform in the region to support you and you will be tasked to sustain and further fuel their energy & dedication to deliver sales targets while also hitting your own individual target as the main seller of the team. Utilizing your experience, you’ll provide guidance, proven strategies and drive processes and practice improvements.
You will report into the Head of Sales, Work Dynamics Malaysia.
Enterprising
Are you passionate about the sales profession? Do you strive for continuous improvement? How do you rate your creative thinking, problem-solving, learning agility and the ability to innovate? Are you collaborative and goal-oriented? Your affirmative answer to all these questions will demonstrate your professional versatility. These traits confirm your adaptability, accountability, and a sense of sharpness to use even limited resources cleverly and generate win-win solutions.
Other Behavioural Competencies
Think Big - Thinks strategically, simplifies the complex, solves complex problems, sees the big picture
Drive Change - Thrives on change, learning agility, intellectually curious, appetite for risks, digital drive
Helps others - Builds relationships, actively collaborates, helps others succeed.
Get it done - Acts decisively, drives results, passion to win, takes ownership, accountable, resilient
Business first - Focuses on customers and clients, business/financial acumen, JLL first
Inspire - Inspire others, creates vision and strategy, energizes others
What we can do for you:
At JLL, we make sure that you become the best version of yourself by helping you realize your full potential in an entrepreneurial and inclusive work environment. We will empower your ambitions through our dedicated total rewards program, competitive pay and benefits package.
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.
Apply today!
What you can expect from us
We succeed together and believe the best inspire the best, so we invest in supporting each other, learning together and celebrating our success.
Our Total Rewards program reflects our commitment to helping you achieve your career ambitions, recognizing your contributions, investing in your well-being and providing competitive benefits and pay.
We can’t wait to see where your ambitions take you at JLL. Apply today!
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