Sales Lead Portfolio Advisory, Mid-Market Solutions

JLL•Washington, DC

About The Position

The Sales Lead – Portfolio Advisory, Mid-Market Solutions is responsible for driving revenue growth for JLL’s Portfolio Advisory platform among clients with needs primarily in the middle-market or mid-cap space. The position is part of Leasing Advisory services within the Portfolio Advisory, Mid-Market Solutions platform. The Sales Lead uses structured sales processes and tools, leads pursuit teams comprising business-line and brokerage leaders, service-line subject-matter experts, and marketing and pricing support, and applies strategic problem-solving and Commercial Real Estate credibility to build client confidence and trust. The role leads business and client development, creates and prioritizes target lists, develops pursuit strategies, and coordinates cross-business-line resources for proposals and other sales materials. It also involves developing leasing and portfolio-optimization solutions, identifying sales risks and roadblocks, and understanding how market, workplace, and technology trends affect client needs. Candidates must be authorized to work in the United States without sponsorship. Compensation consists of a base salary plus uncapped bonus potential; no specific compensation amount is provided.

Requirements

Ability to establish credibility and build trust and rapport during the sales process.
Thought leadership in technology and digital.
Demonstrated ability to lead change and prepare for future needs.
Established market presence and credibility within the Brokerage and Leasing Advisory community.
Expertise in creating and managing multi-service offerings for clients.
Strong written and verbal communication skills and the ability to use them effectively in internal and external sales processes.
Demonstrated ability to gain others’ trust and respect.
Results-oriented strategic thinking, political astuteness, innovation, and dynamism.
Proven new-business development ability and a successful track record.
Ability to develop and maintain strong internal team relationships that deliver outstanding results, satisfied clients, and strong references.
Highly organized and able to manage multiple initiatives with minimal direction.
High energy and ability to thrive in a fast-paced, changing environment.
Record of exceptional performance, including exceeding success metrics and accelerated career advancement.
Evidence of expanding industry knowledge and business acumen through external committees and organizations.
Exceptional presentation skills and ability to deliver compelling stories.
Ability to relate to people at all levels and establish confidence and trust.
Ability and interest in working effectively in a matrix organization.
Authorization to work in the United States without sponsorship.

Nice To Haves

Transaction management and/or brokerage experience in similar roles.
Experience in leasing advisory, tenant representation, or landlord representation.
MBA or MCR.

Responsibilities

Lead business development, client development, and client relationship management for the Portfolio Advisory, Mid-Market Solutions business lines, with a focus on leasing advisory and transaction management services.
Create systematic target lists using total addressable market, geographic location, and sales-team expertise.
Prioritize prospects using a tiering methodology and partner with Sales Enablement to define pursuit strategies.
Oversee target distribution and work with Broker Leads and Industry Leads to identify the best team for each pursuit.
Develop sales strategies by identifying client needs and pain points and determining suitable solutions and pricing for leasing and portfolio-optimization services.
Explain how JLL’s products and services, including digital products, can address clients’ current and future needs.
Maintain knowledge of the competitive environment and understand how workplace trends and technology affect client needs and demands.
Generate multi-service business opportunities with brokers nationally across markets, leveraging leasing advisory expertise.
Coordinate pursuit activities and cross-business-line resources to develop proposals, presentations, and RFP materials.
Lead local and national new-business pursuits for the Portfolio Advisory, Mid-Market Solutions businesses and Work Dynamics leadership teams.
Anticipate deal-level challenges and obstacles to new sales using prior experience, customer feedback, and peer perspectives.
Assess market trends, diagnose root causes of commercial challenges, and identify potential sales-process risks.