Solutions Manager– Enterprise Portfolio Solutions

Solutions Manager– Enterprise Portfolio Solutions 

 

JLL’s global Portfolio Solutions business partners with clients across industry sectors to enhance the performance of their real estate portfolios and people. Through a comprehensive global service delivery platform, Portfolio Solutions provides a diverse range of services, strategy and digital solutions that address the entire real estate cycle on a local to global scale for more than 500 clients across 80 countries. JLL is committed to creating, delivering, and managing environments that inspire people to do their best work. 

What this job involves:

The Solutions Manager – Portfolio Solutions is charged with leading and coordinating the development of winning solutions for prospective clients across the primary Portfolio Services of Lease Administration, Consulting, Transaction Management and Brokerage. 

This includes the ownership and development of the organization staffing model, identifying detailed savings and improvement plans, technology solutioning, ensuring teams can deliver the solutions, and financial analysis that demonstrates the value proposition to our clients.  

This person will embrace a high energy level, thriving in a fast-paced environment having a track record of exceptional performance with the ability to manage many competing demands, while coordinating and producing meaningful solutions.

The Solutions Manager partners with sales leaders, functional subject matter experts and marketing to put forth the most tailored, competitive report and solution possible for each client. Coordinating the development of clear, articulate, and winning value propositions for presentation to our prospective clients.  The Solutions Manager assists in the development of the overall solutioning process to make it more efficient, more effective, and more compelling for clients over time. 

The Solutions Manager will participate as part of the Solutions Team to ensure that there is an ongoing exchange of best practices and creative solutions across all pursuits. Solutions Managers will also partner with the Portfolio Service Line leaders and Top JLL Brokerage professionals to act as a single point of contact from the Sales team to guarantee a high level of collaboration and understanding across sales of each service line offering, value proposition, resourcing and pricing.

The Solutions Manager role was created to improve our win rate, improve our profitability and reduce the risk we take on in every deal. It is viewed as a key differentiator to our ability to compete in an increasingly complex market with more sophisticated buyers and stronger competition.

Primary Responsibilities:

Management / Teamwork / Leadership

• Ability to lead through influence, not direct management
• Proven track record in leadership or complex roles
• Demonstrated ability to partner, critical for success when working with internal Subject Matter Expert’s
• Ability to work in a high-pressure environment
• Ability to make quick decisions
• Build successful relationships
• Able to respond to different personality types (internally and externally)
• Maintain a thorough knowledge of the competitive environment and articulate the firm’s value proposition
• Managerial Courage – willing share unpopular position in the sales process when appropriate
  
  

Process

• Accountability and ownership for the process and coordination of overall product and components
• Maximize Firms internal network to support the creation of creative and customize solution
• Own those deliverables that will be key for bid success and assist the Sales Lead(s) in successfully converting solutions into profitable accounts
• Integrated data gathering
• Participate in client-facing meetings to help diagnose client needs and customize our findings
• Coordinate resources across geographies to ensure quality of proposed service offering
• Portfolio cost modeling
• Financial pricing model
• Proposed team structure to ensure success
• Scope clarification with Sales leads, SME’s, solutions teammates, and clients
• Assumptions, risk and risk mitigation documentation
• Ability to take data and create a compelling work product, and help present that to the clients, either in person or via video
• Communicate with the transition team and account management organization to help facilitate operational handoff if successful in converting bid to ongoing account
• Excellent capacity to listen, articulate back what was heard, and mold this into a solution
• Ability to articulate and present account team, solution structure, delivery approach, maintenance strategy both internally and to client
• Ability to present in front of many different types of clients and flexibility with presentation style
• Able to receive constructive and critical feedback while rehearsing presentations and role playing
• Ensuring our best solutions, practices, value prop and pricing is applied to every deal
• Strong grasp of real estate outsourcing to design the right solution based on what the client is trying to solve
• Help identify additional potential sales or growth opportunities during the RFP process
  
  

Pricing

• Proforma owner during any negotiations to validate scope and price changes on P&L
• Partner with sales lead and other team members to ensure all details from pricing and bid make it into the final MSA
• Develop needed benchmarks and analytics to support estimating and pricing when scope is lacking
• Identifying any financial or delivery risks for JLL, including completing the internal profitability analysis for JLL
• Financial acumen to create, understand and articulate a value proposition impact
  
  

Process & Project Management

• Strong organizational skills, detail focused, tenacious follow up skills
• Ability to prioritize competing priorities
• Strong Project / Process Management skills
• Ability to drive and attain output from multiple and diverse disciplines and team members
  
  

Governance

• Ensuring that Sales is leveraging their internal best practices and tools on every deal
  
  

Interested? An ideal candidate would need to have the following qualifications:

Required

• Bachelor's degree required
• 10 years of JLL or industry related experience required
• Proven track record in leadership or complex roles
• Strong background in Operations (on account), ideally depth in TM Brokerage, or Portfolio related services
• Strong leadership and organization skills
• Strong writing skills including the ability to communicate the complete holistic solution in a clear and concise detailed narrative and executive summary
• Excellent communication (oral, written and presentation) and analytical skills
• Ability to work in a collaborative environment and with competing priorities
• Relates well to all levels; establishes confidence and trust; highly thought of by peers and leaders
• Ability to lead development of creative or unique solutions – thinking beyond what we have always done, creating a vision of what could be, driving through hurdles, leading teams to develop unique solutions
  
  

Preferred

• MBA is preferred 
• Sales experience is preferred
• This a hybrid role; we are open to any location with proximity to a JLL office