The Investor Solutions team is a strategic business growth driver for JLL delivering highly integrated strategies to support client’s investment outcomes in the acquisition, development, and repositioning of Real Estate assets.
Through our advisory work we are a key catalyst for business generation for JLL’s 3 primary business lines – Capital Markets, Markets and Work Dynamics. We have established operations in Australia, Hong Kong, India, Japan, Singapore (& SE Asia), with further expansion planned through the course of 2024
Solutions to our target clients are delivered from aligning and integrating the firm’s knowledge in individual markets and specialist capabilities including consulting, research, leasing advisory, investment advisory, valuations, energy and sustainability, architecture and master planning, project management, cost management, smart building technologies and financial modelling.
The integration of data and strategic modelling to address client scenarios at portfolio and asset level requires a high performing pursuit leader capable of integrating the various inputs, and analysing and delivering refined value propositions to investors.
The role has 3 key components, 1) building out the go to market credentials of the group, developing value propositions to different client segments, and organising/managing the enablement and knowledge management systems, and 2) working closely with the Investor Solutions hub leaders and regional lead on key strategic pursuits with local and regional clients, and 3) continue the work already done on enhancing the team’s CRM & Pursuit Client strategies.
The role will have a strong connection to the existing Pursuits team for the broader business, sharing platforms, technology, best practice and ways of working. JLL’s pursuits team is a high-performing group of business development strategists focused on increasing revenue and positively differentiating JLL through a consultative business development approach. This function is critical in equipping, enriching and enabling our business teams to deliver and sell our services more effectively in the marketplace, using strategic and innovative methodologies for winning business. You will work closely with our hub leads to identify key pursuits for the coming year and work with the Pursuit Managers on the ground to embed our winning pursuits methodologies to deliver these pursuits, increase win rates and support fee revenue growth.
Duties & responsibilities
- Work with the Investor Solutions hub leaders to achieve the regional growth strategy by identifying the local business’ most significant clients and key strategic pursuits.
- Coordinate activities and measure performance with our Pursuit Client strategies for each geographic hub
- Establish a disciplined approach to qualifying pipelines so that the pursuits function can help deliver growth and improve win rates in both volume and revenue. Benchmark where win rates are at presently, so improvements can be quantified.
- Collaborate with Pursuits managers in each of key country, and coach teams on pitching & presenting best practice, using the APAC Pursuits team’s strategic framework to improve best practice.
- Work closely with key business specialists to create winning strategies, value propositions and points of differentiation for regional and geo based pitches and inspire local pursuit manager to prepare compelling and memorable pitch documents.
- Lead the most significant regional pursuits and the teams involved to win.
- Lead rehearsals and coach the presentation team on engagement, chemistry and flow for significant regional opportunities.
- Work closely with the Pursuits team’s dedicated graphic design team to achieve exceptional pitch and presentation creative outcomes.
- Be an active member of the broader Investor Solutions team, including engaging with members in regional HQ (Singapore) and in other large JLL markets to share best practice.
- Lead the roll out of our online pitch management platform and central repository for best in class materials to the APAC business;
- Ensure that all client materials produced by the Investor Solutions team adhere to the JLL brand guidelines (including Tone of Voice).
- Develop and communicate an integrated pricing methodology for cross functional business lines working together in pursuits
- Develop regular internal and external marketing and communications content in line with the agreed programme
Performance objectives
- Support the Investor Solutions growth strategy, and drive business growth
- Lead key platform building initiatives and client centred programmes on behalf of the team
- Ensure key pursuits and other “must win” opportunities are met and win rates are improving year on year
- Lead the training and upskilling of the firms specialised teams working with country heads to upgrade our local capability in pitch delivery
- .Embed Investor Solutions as a core part of JLL’s value offering from a business line perspective when dealing with potential clients
Key Skills
- 10 plus years’ experience working in a professional services firm, ideally in a Business Development or strategic writing capacity.
- Strong communicator with excellent writing, presentation and collaboration skills, able to effectively engage with stakeholders at all levels.
- Strong influencing skills with a high degree of assertiveness - managing stakeholder expectations in a high pressure and time sensitive environment.
- Excellent project management skills and ability to multitask and prioritise to meet tight deadlines.
- Proven ability in understanding, gathering, analysing and interpreting business data required for business development activities.
- Strong, goal driven team player who demonstrates the commitment, creativity and initiative to ensure that the job gets done and done well.
- Highly motivated, with a proactive work style and ability to work effectively independently and as part of a team.
- Proficient in Microsoft Office applications, knowledge of simple analytics and up to speed with current digital BD techniques and best practices.
- A keen desire to learn new technologies that enhance pitch experiences for clients.
