National Sales Enablement Lead

Job Description

Description

About JLL

We’re JLL—a leading professional services and investment management firm specializing in real estate. We shape the future of real estate for a better world by using the most advanced technology to create rewarding opportunities, amazing spaces and sustainable real estate solutions for our clients, our people and our communities. As a Fortune 500 company, we help real estate owners, occupiers and investors achieve their business ambitions. We have operations in over 80 countries and a global workforce of over 92,000 individuals. We believe a diverse and inclusive culture is one where everyone succeeds. That’s why we’re committed to creating an environment where we all feel welcomed, valued and empowered to achieve our full potential.

Confidence can sometimes hold us back from applying for a job. But we’ll let you in on a secret: there’s no such thing as a “perfect” candidate. JLL is a place where everyone can grow no matter how they identify or what background they bring with them. If you’re a leader of any level or experience and this job description resonates with you, let’s talk. 

What this job involves

Sales Enablement is a vital function to the success of the overall business. The Sales Enablement leader is an integrator of sales, marketing, research and operations, adopting point of sale tools and practices to drive productivity and win rates and improve buyer engagements.

The position requires understanding of how b-to-b organization’s buyers make decisions and the processes and tools sales professionals need to drive these decisions in the quickest, most favourable way. Success metrics for the role include impact on revenue, win/loss rates, sales pipeline management and sales tool/tech adoption and utilization.

As a player coach, this role will be responsible for the overall development and success of the sales enablement platform in the Canadian Markets business by collaborating with US counterparts, while functioning as the day-to-day Sales Enablement lead for Toronto, evolving to all markets nationally.

What this job involves:

Leadership/Structure

  • Drive Sales Enablement process adoption and consistency while finding synergies across and between business lines, geographies and asset types
  • Establish a national platform (initiate pilot platform in Toronto first, then roll out Canada-wide) and network for Sales Enablement subject-matter-experts, including developing change management/communication plans and stakeholder strategies
  • Serve as both a market and national liaison between marketing, research, operations and sales to ensure tight alignment and prioritization on sales enablement opportunities
  • Coach, manage and develop expertise for JLL brokers and cross functional support team
  • Work closely with the sales, marketing, operations and research teams to develop governance process for sales content to ensure content is up to date and accurate
  • Oversee the communication, training and rollout of sales assets
  • Benchmark with other JLL offices to ensure best in class sales enablement practices to drive improvement for the region and global best practice adoption
  • Participate in cross functional teams to develop ongoing strategies for user adoption, tracking within AERO/CRM365 and new releases based on user feedback 
  • Growth

  • Advise sales teams on winning strategies to expand “share of wallet” for existing clients
  • Leverage CRM and BI to generate qualified leads and track consistent follow up on qualified leads to insure they are closed 
  • Develop scorecard to highlight sales assets opportunities based on analytics and field input
  • Regularly spend time with the sales teams to understand the “field reality” and partner with marketing to build assets that meet the needs of sales
  • Clients

  • Maintain a thorough knowledge of the competitive environment and understand how workplace trends and technology are changing the needs and demands of our clients
  • Serve as the liaison with subject-matter-experts across the firm to gather appropriate data and content and sets win strategies that effectively articulates JLL’s capabilities and value proposition in accordance with client/prospect needs
  • Act as the project manager on large pursuits; ensuring the right team is in place, timelines are set and communicated, content owners are identified and the right resources are in place to execute
  • Build and implement standard operating processes and procedures that balances quality, speed and efficiency. Operates in a state of continuous process improvement
  • Develop an in-depth knowledge of JLL internal resources, understands client needs and expectations and has knowledge of competitive activity to continuously improve pitches and proposals to prospective clients while helping to grow business with existing clients
  • Organize, attend and contribute to preparation meetings with partners, principals, senior-level brokerage professionals and subject-matter-experts to ensure alignment and responsiveness
  • Sound like you? To apply you need to be:

  • BS/BA Required. Masters or MBA degree preferred.
  • Minimum of 7 – 10 years of sales/ sales enablement experience with high tech B2B organization.
  • Experience serving, collaborating with and influencing executive management especially sales leadership.
  • Strategic thinker and visionary. Deep understanding of sales, sales process, pipeline management and proven examples of strategies and initiatives to drive efficiency and effectiveness as well as improving client conversations.
  • Seasoned marketing partner including experience with marketing operations, content marketing, portfolio marketing teams.
  • Demonstrated experience rolling out sales enablement initiatives and technology, including lean techniques and change management.
  • Experience creating and tracking metrics and KPIs to demonstrate productivity improvements and or highlight needed gaps.
  • A passion for the profession of sales and strong sales acumen.
  • Leadership and change management. Strong people manager with the ability to build a new team, working with a diverse set of skills (strategic, technical, sales and regional marketing).
  • Ability to navigate culture and politics and work with senior leaders through transformation and change across multiple functions to generate win-win solutions.
  • Experience with CRM and sales enablement platforms – Microsoft Dynamics, Salesforce and Seismic are desirable
  • Desire for continuous improvement. Creative thinking, problem solving and the ability to innovate.
  • Collaborative, goal oriented and able to solve problems/ meet goals in creative ways with limited resources. Able to identify and use resources outside direct reporting structure
  • Exhibits flexibility, open-mindedness and adaptability to a rapidly changing environment
  • Demonstrates a sense of urgency and accountability
  • What you can expect from us

    We succeed together—across the desk and around the globe and believe the best inspire the best, so we invest in supporting each other, learning together and celebrating our success.

    Our Total Rewards program reflects our commitment to helping you achieve your career ambitions, recognizing your contributions, investing in your well-being and providing competitive benefits and pay.

    We can’t wait to see where your ambitions take you at JLL.

    Apply today!

     
     

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