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Healthcare Solutions Director
Jones Lang LaSalle
Washington, DC, United States
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Job Summary
The primary purpose of the role is to lead the development of winning solutions for prospective clients, including development of the organization staffing model, identifying detailed savings and improvement plans, technology solution, service delivery processes and tools and the financial analysis that demonstrates the value proposition to our clients.
The Solutions Director partners with sales leaders, Service/Business Line leaders, functional subject matter experts and marketing to act as a single point of contact from the Sales team to guarantee collaboration and put forth the most tailored, competitive solution possible for each client. Post verbal award, the Solutions Director assists the sales leader in the contracting process by helping identify best business terms language, develop contract exhibits and conducting get-give analysis as needed.
The Healthcare Solutions Director will lead the team for all Business Case Assessment (BCA) assignments. In this role the Solutions Director will be responsible for ensuring that the BCA process is managed such that the client is satisfied with both the process and the quality of the report. This responsibility will include ensuring that the SME team submits their respective analysis on time, and in an integrated fashion - effectively project management of the BCA process in this role.
The Solutions Director role’s purpose is 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.
Key Job Responsibilities
• Develop a thorough understanding of JLL’s broad capabilities to meet client needs, recognizing opportunities to expand the client footprint by partnering with business and service line leaders.
• Establish appropriate pricing strategies to ensure growth, profitability and client wins.
• RFP & BCA Process Support: Help identify additional potential sales or growth opportunities during the RFP/BCA process.
◦ Owns deliverables that will be key for RFP/BCA response and business planning;
# Site Tours
# Integrated solution
# Portfolio cost modeling (details involved in client RFP)
# Financial pricing model (internal proforma used during approval processes)
# Proposed org structure
# Scope clarification
# Corporate functional reviews
# Assumptions, risk and risk mitigation documentation
• Pricing: Establish appropriate pricing strategies to ensure growth, profitability and client wins.
◦ Proforma owner during BCA development and RFP negotiations to validate scope and price changes on P&L
◦ Partner with Contract Manager to ensure all details from pricing and bid make it into the final MSA
◦ Develop needed benchmarks and analytics to support estimating and pricing, in particular when scope is lacking
◦ Identifying any financial or delivery risks for JLL, including completing the internal profitability analysis for JLL
• Knowledge Management: Ensuring our best solutions, practices, value prop and pricing is applied to every deal.
• Governance: Ensuring that Sales is leveraging their internal best practices and tools on every deal.
• Substitute for the Sales Development lead as needed during the pursuit process.
• Other duties as needed.
Knowledge, Skills and Abilities
• Proven capabilities in developing solutions for a complex, healthcare organization
• Proven success and experience in outsourcing solutions across a wide array of clients
• Promotes ideas and proposals persuasively and in a consultative approach to shape stakeholder opinions and buy-in
• Dedicated to exceeding client’s expectations, ensuring excellence in delivery are achieved through the right solution
• Achieves immediate credibility, confidently presenting varying ideas to create value and challenge the status quo – able to think quickly, listen well to others, and understand how to react and modify approach to thrive in front of clients and other key influencers
• Discerns needs quickly and determines highest priority - focusing on the highest impact, greatest value activities
• Demonstrates confidence in presenting to various audiences – able to think quickly, listen well to others, and understand how to react and modify approach to thrive in front of clients and other key influencers
• Demonstrated ability help guide the client’s buying process – ability to “take control”
• Willingness and ability to reframe or reshape client’s buying vision – delivers new insights to clients during the sales process and able to earn trusted advisor status
• Ability to build trust and relationships and help ascertain chemistry fit with JLL prospective team members
• Comfortable with technology and business analytics
• Very responsive, concise, good communicator on text and email
Position Competencies
• Thinks Big: Is able to understand complex metrics and see trends. Uses those metrics to develop and execute efficient processes that organically grew a business. Has taken a large pain point, analyzed it and created a solution that made a lasting and positive impact.
• Inspires: Creates a vision that transcended all levels of the organization and accelerated the business; inspires others to achieve new heights in performance and deliver outstanding results.
• Gets it Done: Pushes self and team to accomplish objectives and exceed expectations. Has learned from failures in the past and adapts behavior to yield success in future.
• Business First: Takes the time to understand the needs, perspectives, and motivations for a client and created winning solutions on their behalf for present and future success. Firm first mindset.
• Passion for the pursuit: Wakes up every day thinking about how to engage new clients and beat the competition.
• Creative & Flexible: An ability to think outside the box and change solutions to meet the needs of dynamic growth companies. 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.
Sound like you? To apply you need to have:
• Bachelor's degree (BA/BS) from four-year college or university, MBA preferred
• 10+ years of service/solutions management or related experience – Healthcare Industry experience strongly preferred
• Prior experience working for a healthcare system or in the healthcare industry preferred
• Proven ability to deliver results in challenging environments
• Demonstrated ability to manage change
• Excellent interpersonal skills, organization skills, strong analytical ability
• Excellent communication skills – oral and written
• Proven ability to facilitate relationships and work with clients and executive leadership
• Collaborative and influencing style with a focus on team work
• Strong client services intuition and ability to sell and present initiatives and/or new ideas
• Implementation orientation; demonstrated ability to translate strategic differentiators into new services and features
• High energy level, thrives in a fast-paced environment; track record of exceptional performance; ability to manage many competing demands
• Excellent PC skills, proficient in MS Office applications
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