Senior Director - Solutions Development

JLL; Greater London; Hybrid; GBP 120,000 - 190,000; Full time

Job summary

JLL is seeking a Sales Director - Solutions Development to lead revenue growth across EMEA. Based in London or Germany, you will guide multi-disciplinary pursuit teams, shape deal terms, and coordinate with Business Development, Markets, and JLL Technologies to win complex outsourcing engagements.

You will leverage Miller Heiman and Salesforce tools to manage opportunities, nurture executive relationships, and exceed quarterly revenue quotas while maintaining margin discipline.

Qualifications

• 7+ years proven experience in sales or business development
• German speaking
• Experience developing solutions for global Fortune 500 companies with outsourcing expertise
• Proven ability to develop opportunities and close new business or expansion sales
• Familiarity with Miller Heiman and Salesforce processes

Responsibilities

• Lead sales pursuits and renewals
• Collaborate with Markets and JLL Technologies and Work Dynamics teams to deliver full value
• Develop pricing strategies and contract structures to maximise profitability
• Design deal terms to achieve target margins and manage risk
• Maintain accurate sales reporting in Salesforce and follow sales processes

Skills

Sales leadership

Business development

Strategic selling

Salesforce

Negotiation

Miller Heiman

Tools

Salesforce

Miller Heiman Blue Sheet

Job description

About Us

JLL’s global Real Estate Management Services (REMS) partners with clients across industry sectors to enhance the performance of their real estate portfolios and the productivity of their employees. Through a comprehensive global service delivery platform, REMS provides a diverse range of services, strategy and digital solutions that address the entire real estate cycle at a local to global scale for more than 500 clients in over 80 countries. JLL is committed to creating and managing environments that inspire people to do their best work.

Solutions Development - Director

JLL’s global Real Estate Management Services (REMS) partners with clients across industry sectors to enhance the performance of their real estate portfolios and the productivity of their employees. Through a comprehensive global service delivery platform, REMS provides a diverse range of services, strategy and digital solutions that address the entire real estate cycle at a local to global scale for more than 500 clients in over 80 countries. JLL is committed to creating and managing environments that inspire people to do their best work.

About Us

JLL’s global Real Estate Management Services (REMS) partners with clients across industry sectors to enhance the performance of their real estate portfolios and the productivity of their employees. Through a comprehensive global service delivery platform, REMS provides a diverse range of services, strategy and digital solutions that address the entire real estate cycle at a local to global scale for more than 500 clients in over 80 countries. JLL is committed to creating and managing environments that inspire people to do their best work.

The Opportunity

The Sales Director - Solutions Development role is a sales position with primary responsibility for driving revenue growth among clients across EMEA. The Sales and Solutions Director is a member of our pursuit team, led by an Principal Director and comprised of Solutions, Proposals and Pricing Managers, Business Line Leaders, Service Line SMEs, Consulting and Marketing. The role requires strategic problem-solving ability and an established credibility in the Commercial Real Estate community that inspires confidence and trust.

This position can be based in London or Germany to support the ease for travel and collaboration with JLL colleagues and prospective clients. Solutions Directors sell a broad and complex set of services to a diverse group of clients and prospects, leading large, multi-skilled pursuit teams.

Primary Responsibilities

• Leverage relationships while collaborating with the Business Development team to identify and develop a strong roster of prospects.
• Develop a thorough understanding of JLL’s broad capabilities to meet client needs, recognising opportunities to expand our share of wallet by partnering with business and service line leaders
• Build specialized knowledge in the Industrials vertical, understanding unique real estate challenges, regulatory requirements, and market dynamics to deliver tailored solutions that address sector-specific client needs.
• Build and maintain strong relationships with external local consultants within the region.
• Work closely with and support the Executive Director in all aspects of the sales process, such as nurturing new business relationships, developing, selling, and contracting comprehensive outsourcing solutions to meet our clients’ requirements
• Lead sales pursuits and renewals
• Collaborate with our Markets and JLL Technologies colleagues and other Work Dynamics team members to deliver the full value of ONE JLL
• Using our sales tools including the Miller Heiman Blue Sheet, lead comprehensive discovery processes to uncover client business objectives, real estate challenges and operational requirements, leveraging structured methodologies to develop deep understanding of client priorities and decision making criteria.
• Design deal terms to achieve target margins, developing pricing strategies and contract structures that optimise profitability while remaining competitive and limiting risk.
• Develop and execute negotiation strategies in contested sales environments, protecting JLL's interests while demonstrating flexibility and commitment to client partnership, securing winning positions while maintaining pricing discipline.
• Exceed annual revenue quotas while meeting target margins
• Maintain accurate sales reporting information in Salesforce while following JLL’s robust sales and solution processes using its proprietary tools
• Ensure timely and professional communications with clients and internal stakeholders across all internal and external processes. Provide guidance and oversight for the solution, ensuring a collaborative, collegial, and professional environment for all solutions, proposals, pricing, and SME team members throughout a given deal or divisional team.
• Performs other duties as assigned

Requirements

• 7+ years proven experience as salesperson or role requiring outstanding business development and leadership skills
• German speaking
• Proven capabilities in developing solutions for global, Fortune 500 companies with expertise in outsourcing solutions (preferably in Commercial Real Estate)
• Demonstrated ability to develop opportunities and close new business or expansion sales
• The target candidate has delivered successful outcomes using structured sales processes and tools such as Miller Heiman and Salesforce
• Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers
• Possess high emotional intelligence to read client aspirations, manage relationship dynamics and respond appropriately to stakeholder needs while remaining dedicated to ensuring excellence in delivery through win/win outcomes
• Dedicated to exceeding client’s expectations, ensuring excellence in delivery are achieved through the right solution, delivering win/win outcomes