What this job involves:
- Capture efficiencies of scale as a balanced single point of responsibility for both Life Sciences and Industrials business development initiatives in APAC
- Proactively plan and set prospecting strategies to execute for targeted accounts as identified collectively by Life Sciences and Industrials Division Presidents (DP), Chief Operating Officers (COO), Solution Development (SD) and Business Development (BD) associates
- Create client engagement plans and account maps in partnership with sales (for direct prospect engagement) and marketing teams (to run targeted campaigns)
- Field inbound leads and launch outbound prospecting campaigns with the intent to set up introductory calls on behalf of Life Sciences and Industrials Solution Development, Client Growth and Managing Director sellers
- Secure meetings with prospects decision makers and influencers (e.g., Vice Presidents, Heads of Commercial Real Estate, Chief Procurement Officers, Category Managers) responsible for Corporate Real Estate and/or Corporate Facilities Operations or relevant C-suite personnel
- Facilitate discussions on introductory calls with prospects/clients to identify gaps in real estate and facilities operations performance; work collaboratively to translate these findings into business opportunities
- Prepare detailed briefs for DPs, COOs, MDs and SDs on target clients by leveraging Research and using sales tools such as Pitch Decks, ZoomInfo, Salesloft and 6Sense
Desired and preferred experience and knowledge:
- Experience building pipeline in, or selling to, an Industry; Life Sciences and/or Industrials industries preferred
- Experience building pipeline in the Facilities Management; Portfolio Services, Workplace Management experience in addition is preferred
- Experience building and executing outbound campaigns, constructing account plans for target accounts, and building relationships cross-functionally to unearth new opportunities
- Experience in building, and demonstrated ability to build, pipeline and exceed sales quota
- Knowledge of the Real Estate Technology space as it applies to Life Sciences and/or Industrials industries is preferred
- Proven ability to qualify prospects with a high degree of certainty then nurture relationships throughout the discovery phase by working closely with sellers.
Required Skills:
- Relationship building skills to independently develop and maintain connectivity with APAC business leaders in various capacities across JLL business lines to identify cross-selling opportunities
- Ability to think strategically and work cross-functionally to generate new ways of identifying sector and service white space within industries markets
- Capability to independently build a compelling story and presentation utilizing client case studies, benchmarking data, and global insights in order to present JLL as a thought leader in the industries; developing insightful messaging to leverage during targeted prospecting and outreach
- Skill to support account teams in mapping existing accounts to identify ways of increasing share of wallet including account research, stakeholder mapping, market intelligence and tactical engagement strategies
