Energy and Sustainability Services (ESS), Product Enablement Duties and Responsibilities What this job involves A dynamic, collaborative thinker working to create linkages between Product Managers (subject matter experts working in functional global groups) and Sales (working in regional or local groups) to bring our product offerings to life.
You will develop a deep understanding of ESS offerings, including technical and specialist offerings, and work with Product Marketers to create simple to understand messaging and sales collateral.
You will help regionalize and localize global product offerings to be relevant in your respective geography, conduct training for sales people, and work closely with pricing teams to tailor our offerings to local conditions.
You will focus on the entire JLL customer base, particularly building owners and occupiers. The role will be centred around the following key elements Business Development and Sales Enablement Represent the ESS global product group in the Americas both internally and externally.
Work closely with the ESS Global Product Owner and Managers to develop deep market expertise and become the in-region single source expert for individual product details, specifications, and value propositions in addition to a clear articulation of user personas and behaviours.
Provide key insights from voice of customer, voice of region, and competitive intelligence in the Americas to the ESS Global Product Owner and Managers to ensure the ESS product portfolio delivers against customer KPIs and remains relevant and competitively differentiated in region and the local markets within.
Assist in managing the overall BD and sales process across the Americas, maintaining regular contact with your stakeholders to keep pursuits moving ahead.
Create value for frontline Sales staff, helping them understand new and existing products, prepare pricing and other Sales collateral quickly, to respond to client requests.
Working with Product Management to help amplify launches of new and existing products through existing accounts and client RFPs Track progress on BD opportunities and new wins through consolidated tracking, allowing detailed financial analysis of Product performance, win / loss rates, and regular feedback on customer sentiment regarding our products.
Maintain a suite of sales collateral, including capability statements, fact sheets, case studies, staff profiles, and so on for use in sales processes.
Lead Generation Support the creation of compelling new collateral and content which can be shared via a wide number of channels The major focus will be on cultivating organic sales opportunities, and targeted messaging to specific client pursuits, with a goal of generating new leads, and helping win new work.
Create linkages between lead generation marketing, and wider corporate marketing efforts, such as thought leadership, and broader brand-based marketing.
Profiling Success Create a pool of case studies, client success stories, testimonials, research and anecdotes which can be used in sales situations.
Engage regularly with ESS Operations and Delivery teams to get a view from the frontline on where we are finding success, ensuring these good news stories are captured, documented, turned into client-facing materials, and signed off for external use (as needed by clients).
Performance Objectives BD and Sales Tracked via scale of pursuits pipeline, # of client pitches, win / loss rates, and other relevant financial metrics.
High levels of satisfaction and direct engagement with frontline Sales teams. Demonstrated value-add to the overall Sales process.
Lead Generation Demonstrated ability to create new leads through prospecting and channel them into the sales pipeline. Demonstrated capability to look beyond vanity metrics (e.
g. brand awareness or click-through rates) to show direct links between marketing spend and financial performance. Profiling Success Ability to capture complex stories, and turn them into compelling case studies for use in client-facing sales materials.
Ability to engage broadly across the business to create a mechanism where account testimonials are pushed into the centre, rather than pulled.
Skills, Experience, Location Strong communicator, drive to win, proven ability to think on your feet, act independently, work collaboratively, and achieve outcomes a must Experience in hands-on sales and marketing activities, content creation, direct client engagement, ability to engage with senior decision makers - a must Proven ability to connect with customers and users to identify needs and translate to differentiated products and offerings that deliver willingness to pay Strategic thinker with an emphasis on business strategy and the ability to identify solutions to business challenges Ability to cut down the complexity and work towards a simple solution and fast approach Strong aptitude in defining the customer(s) and creating a global mindset to deliver across segmentation Subject matter expertise in real-estate sustainability preferred but not essential Direct experience in pricing and preparing commercial models for inclusion in RFPs preferred but not essential Fluent English speaker (must) with secondary regionally-relevant language (e.
g. Asian language for Asia Pacific, European language for EMEA, Spanish / French / Portuguese for Americas preferred) The preferred location for this role is the US though we are open to other options within the Americas for the right candidate.
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