Director, Business Development

JLL; Chicago (IL); On-site; USD 120,000 - 180,000; Full time

Job summary

JLL in Chicago seeks a proactive sales professional to drive prospecting strategies for targeted accounts in the Life Sciences and CRE technology space. You will collaborate with sales and marketing to map accounts, craft campaigns, and direct teams to win opportunities.

Role requires building pipeline, exceeding quotas, and leading outbound campaigns while engaging executive-level decision-makers to translate findings into business wins.

Qualifications

• Experience building pipeline in Life Sciences Industry.
• Experience in Facilities Management / Portfolio Services / Workplace Management / CRE technology.
• Proven ability to build pipeline and exceed sales quota.
• Experience building outbound campaigns and targeting key accounts.

Responsibilities

• Proactively plan and set prospecting strategies to execute for targeted accounts.
• Create client engagement plans and account maps in partnership with sales and marketing teams to run targeted campaigns and sales plays.
• Prepare briefs for Solution Development, Client Growth, and JLL executives using research and tools.
• Field inbound leads and launch outbound prospecting campaigns to set up introductory calls.
• Secure meetings with VP level and C-suite in prospective organizations.
• Facilitate discussions to identify gaps in real estate and facilities operations and translate findings into opportunities.

Skills

Life Sciences sales

Facilities/CRE tech

Quota attainment

Outbound prospecting

Job description

• Proactively plan and set prospecting strategies to execute for targeted accounts.
• Create client engagement plans and account maps in partnership with sales and marketing teams in order to run targeted campaigns and sales plays – investigate board relationships, establish where JLL colleagues may have common ground, and understand key background information with the purpose of directing the team.
• Prepare detailed briefs for Solution Development, Client Growth, and JLL executives on target clients by leveraging research and sales tools such as Pitch Decks, ZoomInfo, Salesloft and 6Sense.
• Field inbound leads and launch outbound prospecting campaigns with the intent to set up introductory calls on behalf of Solution Development and Client Growth sellers.
• Secure meetings with Vice Presidents, Heads of Commercial Real Estate, CPOs, Category Managers responsible for Corporate Real Estate/Technology/Indirect Services, or relevant C-suite in prospective organizations.
• Facilitate discussions on introductory calls with clients/prospects to identify gaps in real estate and facilities operations performance and translate these findings into business opportunities.

What your day-to-day will look like:

• Proactively plan and set prospecting strategies to execute for targeted accounts.
• Create client engagement plans and account maps in partnership with sales and marketing teams in order to run targeted campaigns and sales plays – investigate board relationships, establish where JLL colleagues may have common ground, and understand key background information with the purpose of directing the team.
• Prepare detailed briefs for Solution Development, Client Growth, and JLL executives on target clients by leveraging research and sales tools such as Pitch Decks, ZoomInfo, Salesloft and 6Sense.
• Field inbound leads and launch outbound prospecting campaigns with the intent to set up introductory calls on behalf of Solution Development and Client Growth sellers.
• Secure meetings with Vice Presidents, Heads of Commercial Real Estate, CPOs, Category Managers responsible for Corporate Real Estate/Technology/Indirect Services, or relevant C-suite in prospective organizations.
• Facilitate discussions on introductory calls with clients/prospects to identify gaps in real estate and facilities operations performance and translate these findings into business opportunities.

Desired or preferred experience and technical skills:

• Experience building pipeline in, or selling to, the Life Sciences Industry (e.g. Pharmaceuticals, Biotechnology, Medical Devices, Biomedical Technologies, Food Processing and more)
• Specifically, we are looking for someone with experience of building pipeline in the Facilities Management, Portfolio Services, Workplace Management, and or, Commercial Real Estate Technology space
• Demonstrated ability to build pipeline and exceed sales quota. Experience building and executing outbound campaigns, constructing account plans for target accounts, and building relationships cross-functionally to unearth new opportunities

Required Skills and Experience:

• Ability to think strategically and work cross functionally to generate new ways of identifying white space within vertical markets and to identify incumbent technology users coming to the end of their contract period.
• Create a compelling story and presentation utilizing client case studies, benchmarking data, and global insights to present JLL as a thought leader in the CRE space.
• Support account teams in mapping existing accounts to identify ways of increasing share of wallet. This will include account research, stakeholder mapping, market intelligence and tactical engagement strategies within various accounts.
• Proven ability to qualify prospects to a high degree of certainty and nurture the relationship throughout the discovery phase by working closely with an assigned seller.
• leverage the full power of both Work Dynamics and JLL Corporate to educate, inform, and shape the buying vision of the client target groups.
• Utilize existing JLL content to create unique thought leadership and insightful messaging to leverage during targeted prospecting and outreach.
• Develop and maintain relationships across JLL business lines, as well as identify cross-selling opportunities.