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Sales & Solutions Lead (Director) - IFM Hard Services
Role Introduction
Workplace Management Services (WPM) is the specialist FM, engineering and soft services division of JLL. The position requires someone to lead the entire sales solution process from prospecting through implementation, with key responsibilities being:
- Building custom solutions and staffing models for engineering and integrated IFM opportunities in the UK/I.
- Coordinating cross-functional teams to develop winning proposals
- Managing the RFP process and client negotiations
- Maintaining competitive intelligence and market knowledge
- Achieving specific win rate targets (>40% for new business, >80% for expansions, >95% for renewals)
The role demands 10-15 years of M&E and IFM solution selling experience with a proven track record of exceeding 1M CI annual sales targets
Core Accountabilities
Strategic Sales Leadership
- Ultimate accountability for prospecting, generating, and solutioning M&E (Mechanical & Electrical) and IFM (Integrated Facilities Management) opportunities from inception to implementation
- Partner with senior leadership (Head of Sector, Growth and Value Director) to drive business growth
Solution Development & Coordination
- Build custom teams to develop staffing models, savings projections, and technology offerings
- Create compelling M&E value propositions for client presentations
- Coordinate integrated solutions across multiple service lines
Client Engagement & Relationship Management
- Lead client-facing activities including site tours and "yellow pad" sessions
- Understand and diagnose client requirements to customize solutions
- Engage internal subject matter experts throughout the client journey
Financial & Commercial Management
- Own pro forma development during RFP negotiations
- Manage portfolio cost modeling and financial pricing models
- Handle operational costing including resources, IT, mobilization, and fleet
- Partner with legal/commercial teams on final agreements
Key Performance Measures:
- Drive profitable YOY sales growth in technical M&E solutions
- Collaborate effectively to achieve team and firm objectives
- Coordinate solution resources across geographies for quality proposals
- Lead solution processes with subject matter experts to create competitive offerings
- Ensure financial viability and operational readiness for client requirements
- Facilitate smooth operational handoffs with transition and account teams
- Support account mobilization and maintain positive client relationships
- Design enterprise-level M&E solutions including organizational structure and transition planning
- Identify and mitigate risks in pricing, mobilization, and delivery
- Develop go-to-market strategies with clients for M&E service delivery
