Sales & Solutions Development (Senior Manager), Facilities Management

Strategizing business growth, unlocking opportunities, pursuing and winning work

The role demands focus on achieving high-quality sales outcomes and growing profits within Work Dynamics business units across Malaysia with a primary focus on Integrated Facilities Management (IFM) and Capital/ Project product offering. As a key Sales Lead for Work Dynamics, the candidate is also to look at cross selling other product offerings of the firm. You will be expected to go out to the market to prospect and broaden the client base we currently have and lead contract negotiations that maximize profitability, mitigate risks and align all process with governance and standards for the firm.

This role has a duo coverage with approximately 30% of time driving sales target across Malaysia with major focus on driving and converting mandates/agreements we have regionally and globally on existing Accounts. Equally, your focus will be on achieving higher profitable sales conversion on non-Account’s clients across all asset classes and industries. You will have an oversight over the overall sales performance of IFM and Capital/Project product in Malaysia whilst reporting direct into the Head of Sales for SEA, Work Dynamics. The other 70% of the role will focus on achieving the sales target for Malaysia on Work Dynamics products by working closely with the existing Sales and Solutions & Proposal team, Country Account Lead and GM to drive high win rates and conversion of new business $.

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 Solutions & Proposal 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 the Malaysia products offering.

Building client relationship

You’ll lead sales discussion with clients, offering them integrated solutions, encompassing JLL’s suite of product offerings and services with focus around Integrated Facilities Management product on the onset. Managing a collaborative relationship with the firm's country leads, PDS team, Product Organisation and broader Accounts teams, you will 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 particularly in areas of Integrated Facilities Management products. You’ll identify opportunities within the industry to demonstrate your expertise and establish JLL as a leader. Your team will depend on your knowledge for developing proposals key messaging 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.

What are the key duties and responsibilities of this job:

• You will utilize and embrace the JLL’s tools, including the sales process, go/no-go process, Key Issues Analysis (KIA), CRM technology, among others in your day to day duties.
• Develop strategic and tactical sales plans. Manage sales data analytics and reporting.
• Work with and coordinate with other Sales teams and country Account Lead in the region (SEA and APAC) on joint pursuits.
• Collaborate with the wider JLL Work Dynamics Sales, Account Management, Product, Ops, etc functions to develop new business opportunities for Work Dynamic products in Malaysia and SEA.
• 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

Competencies rich corporate sales experience

A bachelor’s degree is the minimum of what we want you to have, on top of which at least eight 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 Integrated Facilities Management. 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. Client centric and strong relationship management skill set is critical to success of the role.

Active and hands-on leadership

You will have a Solutions & Proposal 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 SEA.

What this job involves:

Strategizing business growth, unlocking opportunities, pursuing and winning work

The role demands focus on achieving high-quality sales outcomes and growing profits within Work Dynamics business units across Malaysia with a primary focus on Integrated Facilities Management (IFM) and Capital/ Project product offering. As a key Sales Lead for Work Dynamics, the candidate is also to look at cross selling other product offerings of the firm. You will be expected to go out to the market to prospect and broaden the client base we currently have and lead contract negotiations that maximize profitability, mitigate risks and align all process with governance and standards for the firm.

This role has a duo coverage with approximately 30% of time driving sales target across Malaysia with major focus on driving and converting mandates/agreements we have regionally and globally on existing Accounts. Equally, your focus will be on achieving higher profitable sales conversion on non-Account’s clients across all asset classes and industries. You will have an oversight over the overall sales performance of IFM and Capital/Project product in Malaysia whilst reporting direct into the Head of Sales for SEA, Work Dynamics. The other 70% of the role will focus on achieving the sales target for Malaysia on Work Dynamics products by working closely with the existing Sales and Solutions & Proposal team, Country Account Lead and GM to drive high win rates and conversion of new business $.

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 Solutions & Proposal 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 the Malaysia products offering.

Building client relationship

You’ll lead sales discussion with clients, offering them integrated solutions, encompassing JLL’s suite of product offerings and services with focus around Integrated Facilities Management product on the onset. Managing a collaborative relationship with the firm's country leads, PDS team, Product Organisation and broader Accounts teams, you will 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 particularly in areas of Integrated Facilities Management products. You’ll identify opportunities within the industry to demonstrate your expertise and establish JLL as a leader. Your team will depend on your knowledge for developing proposals key messaging 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.

What are the key duties and responsibilities of this job:

• You will utilize and embrace the JLL’s tools, including the sales process, go/no-go process, Key Issues Analysis (KIA), CRM technology, among others in your day to day duties.
• Develop strategic and tactical sales plans. Manage sales data analytics and reporting.
• Work with and coordinate with other Sales teams and country Account Lead in the region (SEA and APAC) on joint pursuits.
• Collaborate with the wider JLL Work Dynamics Sales, Account Management, Product, Ops, etc functions to develop new business opportunities for Work Dynamic products in Malaysia and SEA.
• 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.

Competencies rich corporate sales experience

A bachelor’s degree is the minimum of what we want you to have, on top of which at least eight 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 Integrated Facilities Management. 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. Client centric and strong relationship management skill set is critical to success of the role.

Active and hands-on leadership

You will have a Solutions & Proposal 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 SEA.

Dynamic

Furthermore, if you think big and strategically, simplify the complex, drive change, carry a passion for success and an appetite for risks and digital drive, and are intellectually curious, then you fit perfectly into the role. We would like to have you onboard if you also enjoy helping and inspiring others, build relationships, act decisively, drive results, and are resilient with a sharp focus on business and clients.

Qualities and attributes

To excel in this role, you will need a good understanding of the market environment, customers and competitors, as well as working knowledge of project management, design and construction in the real estate industry. An ideal candidate will have qualifications in real estate disciplines and/or prior experience in similar sales and business development roles.

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.