Occupancy Planning & Management (OPM) Sales Executive

JLL•Baltimore, MD

2d•Remote

About The Position

JLL is seeking an OPM Sales Executive to drive revenue and growth for Occupancy Planning & Management (OPM) services within assigned accounts and market segments. This role supports the Americas REMS business by executing sales strategies for existing clients and new business, providing subject matter expertise, and collaborating with various teams to enhance client relationships and market positioning.

Requirements

Bachelor of Science degree or equivalent required
5 years of OPM or equivalent experience (Space Planning, Move Management, Workplace Strategy, Portfolio Optimization, Real Estate Planning)
5 years of sales or business development experience, preferably in solutions selling
5 years of Corporate Real Estate or Commercial Real Estate experience
Proven track record driving and closing complex sales opportunities
Strong working knowledge of OPM services including space planning, occupancy analytics, move management, workplace strategy, and portfolio optimization
Understanding of corporate real estate needs and how OPM services deliver operational and financial value
Familiarity with workplace technologies, IWMS platforms, space utilization tools, and occupancy planning methodologies
Comfort with technology solutions and business analytics platforms related to workplace management
Knowledge of competitive landscape in OPM and adjacent workplace services
Demonstrated ability to prospect, qualify, and advance complex sales opportunities
Experience leading sales presentations to senior stakeholders (VP to C-suite level)
Proven capability in pipeline development and sales forecasting
Strong understanding of sales process from prospecting through contract execution
Ability to articulate value propositions and business cases to diverse audiences, including CFOs, CRE leaders, and workplace strategists
Experience translating client needs into differentiated service offerings
Track record of meeting or exceeding revenue targets
Confident, credible presenter capable of delivering compelling narratives to executives and decision-makers
Ability to adapt communication style to different audiences and client cultures
Strong written communication skills for proposals, emails, and business correspondence
Responsive and concise in all forms of communication (verbal, written, digital)
Active listening skills with ability to discern needs and adjust approach accordingly
Ability to tell compelling stories around workplace innovation and transformation
Ability to quickly assess client workplace situations and identify highest-priority opportunities
Strategic thinking to reframe client challenges and deliver new insights about space optimization and workplace efficiency
Data-driven approach to opportunity qualification and deal structuring
Commercial acumen to balance growth, profitability, and risk considerations
Capability to connect disparate concepts and create innovative bundled solutions addressing workplace transformation
Entrepreneurial drive with "passion for the pursuit" mentality
Self-motivated with ability to work independently and manage multiple priorities
Strong organizational skills with attention to detail and disciplined follow-through
Fast-paced work style with ability to adapt quickly to changing circumstances
Dedication to excellence and exceeding client expectations
Collaborative team player who builds effective cross-functional relationships
Results-oriented with focus on high-impact activities
Ability to challenge status quo and reshape client buying vision
Candidates must be authorized to work in the United States without sponsorship.

Nice To Haves

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!

Responsibilities

Drive growth within assigned existing client accounts and pursue qualified new business opportunities in target markets.
Meet or exceed assigned annual revenue quotas while maintaining target margins and in-year won/earned revenue targets.
Develop and manage a qualified pipeline of OPM opportunities within assigned territory or account portfolio.
Lead pricing strategy development for opportunities to ensure competitive positioning while maintaining profitability.
Participate in contract negotiations to support favorable terms and appropriate risk management, escalating complex issues to OPM Sales Lead.
Identify and qualify expansion opportunities within current portfolio accounts.
Serve as an OPM subject matter expert supporting sales teams with technical expertise in space planning, move management, workplace strategy, and occupancy optimization.
Develop and deliver compelling sales content, pitch materials, services demonstrations, and pre-sales technical support.
Lead RFx response coordination for OPM components, ensuring timely, accurate, and differentiated submissions.
Conduct pricing and solutioning reviews in partnership with operations teams to validate technical accuracy and commercial viability.
Improve response speed and quality for OPM demonstrations and proposal inputs.
Contribute to the development of innovative, tailored OPM solutions addressing specific client challenges.
Maintain accurate and current sales information in CRM, adhering to JLL's sales and solutions processes.
Follow established sales methodologies using JLL's proprietary tools and platforms.
Coordinate with FOS leaders on sales platform usage and pipeline reporting for OPM services.
Support implementation of OPM best practices within bid responses and sales approaches.
Partner with business line and service platform leaders to create integrated sales strategies that leverage JLL's comprehensive capabilities.
Collaborate with internal technology teams to position and sell integration services and technology solutions related to workplace management and space utilization.
Work closely with the Global OPM operations team to align sales approaches with service delivery capabilities.
Engage cross-functionally with account teams, pursuits teams, and functional leadership to coordinate OPM positioning.
Develop understanding of competitive landscape, market trends, and differentiation strategies in occupancy planning and workplace services.
Participate actively in real estate and workplace strategy organizations, building credibility as an OPM subject matter expert.
Represent JLL at relevant industry events, conferences, and client forums focused on workplace innovation and portfolio optimization.
Build and maintain professional network within the corporate real estate and workplace management communities.
Provide recommendations to Sales Enablement on proposal language, technical deliverables, and pitch materials specific to OPM services.
Support development of bundled offerings combining OPM with complementary JLL specialty services.
Contribute to creation of reusable sales collateral, case studies, and technical content showcasing OPM capabilities.
Share client insights and competitive intelligence to inform solution development.
Work effectively across organizational levels, collaborating with sellers from account executives to senior leadership.
Mentor junior team members on OPM technical concepts and sales approaches (as applicable).
Demonstrate innovation in approach, challenging conventional thinking and bringing fresh perspectives to client engagement.
Support team culture of excellence, responsiveness, and client-first mindset.