Solutions Development Manager
JLL - New York, NY
Position Summary:
POSITION PURPOSE – Solutions Development Manager
The primary purpose of the role is to lead the development of real estate outsourcing solutions for prospective clients. The Solutions Manager is responsible for managing and leveraging multiple SMEs from with JLL and our partners through the bid process. The key responsibility of the role is the coordination of a custom team to build staffing models, detailed savings glide paths, technology offerings and specific outcomes that our clients will use to evaluate selecting JLL. The goal of the Solutions Manager is to lead development of a clear, articulate, and winning value proposition for presentation to our prospective clients. The Solutions Manager is also responsible for assessing y financial and / or operational risks for JLL, as well as evaluating profitability. ]The Solutions Manager partners and coordinates with sales leaders, functional subject matter experts and marketing to put forth a tailored, competitive solution for each qualified prospective client. The Solutions Manager also assists the sales leader in key portions of the contracting process. The Solutions Manager will participate as part of the Solutions Team with their peers across the globe to ensure that there is an ongoing exchange of solutions best practices across the business. An important responsibility of the Solutions Manager is knowledge management – ensuring our best solutions, practices, value prop and pricing is applied to every deal. The Solutions Manager role was created to improve our effectiveness, profitability and manage JLL risk. It is viewed as a key differentiator to our ability to compete in an increasingly complex market with more sophisticated buyers and stronger competition.
RESPONSIBILITIES
- Lead opportunity assessments
- Lead the solutioning process partnering with Service Line subject matter experts to ensure the latest and best solutions are incorporated into the most competitive offering possible for each client
- Coordinate multiple resources across geographies to create organization designs, service delivery strategies, best estimating and pricing, accurate pro formas and risk mitigation plans.
- Participate in client-facing yellow pads to help diagnose client needs and customize our plan. Understand and clearly articulate how JLL’s products and services drive outcomes that add value to clients Total Occupancy Costs.
- Maintain a thorough knowledge of the competitive environment and articulate the firm’s value proposition
- Support each deal through all internal approval processes
- Help identify additional potential sales or growth opportunities during the RFP process
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Own these deliverables that will be key for RFP response and business planning;
- Site Tours
- Integrated solution
- Portfolio cost modeling (details involved in client RFP)
- Financial pricing model (internal pro forma used during approval processes)
- Proposed org structure
- Scope clarification
- Corporate functional reviews
- Assumptions, risk and risk mitigation documentation
- Pro forma owner during RFP negotiations to validate scope and price changes on P&L
- Partner with Contract Manager to ensure all details from pricing and bid make it into the final MSA
- Substitute for the Sales lead as needed during the pursuit process
- Communicate with the transition team and account management organization to help facilitate operational handoff.
QUALIFICATIONS
- Knowledge of all services to owner / occupiers that JLL offers with specific depth in Integrated Facilities Management
- High energy level, thrives in a fast-paced environment; track record of exceptional performance; ability to manage many competing demands
- Relates well to all levels; establishes confidence and trust; highly thought of by peers and leaders
- Project management skills to drive output from multiple support team members
- Strong leadership and organization skills
- Ability to work in a collaborative environment and with competing priorities
- Ability to lead development of creative or unique solutions – thinking beyond what we have always done, creating a vision of what could be, driving through hurdles, leading teams to develop unique solutions
- Excellent communication (oral, written and presentation) and analytical skills
- Managerial courage – willing share unpopular position in the sales process when appropriate
EDUCATION & EXPERIENCE
- Bachelor's degree minimum
- Proven track record in leadership or complex roles
- 10+ years of JLL or industry related experience
- Strong background in Operations (on account), ideally depth in IFM or TAS/Portfolio Strategy
- MBA is preferred
- Sales experience is preferred
Posted: 30+ days ago
