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l Director
Jones Lang LaSalle
Chicago, IL, United States
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Digital Solutions
The focus of the Digital Solutions division is helping our clients deploy and optimize the use of Real Estate and Facilities Management (RE/FM) technology and data to drive measurable business results. Taking a business partner and trusted advisor approach, we deliver the strategic insights, functional depth and technical aptitude to ensure our client’s success. Our expertise position us to help our clients manage and grow their maturity across all phases of RE/FM technology life cycle.
The Role – Regional Digital Director
The Regional Digital Director is primarily accountable for the revenue growth related to JLL’s Digital Solutions products and services for a specific region or group of accounts for existing customers as well as supporting strategy for new client pursuits in the region. To achieve the business goals of Digital Solutions, the Regional Digital Director manages a team of Account Digital Advisors dedicated to a set of designated clients and focused on leading exceptional client delivery through thought-leadership, strategic innovation and flawless execution in collaboration with the Regional Account Directors and the Business Line Leaders. The Regional Digital Director is a key member of the Region’s Senior Leadership Team and the Digital Solutions Team.
The Responsibilities
• Coach the Account Digital Advisors to ensure the vision and strategy of the Region and Digital Account Plans are implemented and align with client objectives and interests
• Meet frequently with C-Suite executives and client real estate leaders to highlight results and present solutions to position Jones Lang LaSalle for growth opportunities
• Recognize opportunities for digital growth across accounts then articulate the value proposition and ensure its implementation across the platform
• Assist Corporate Solutions Account Managers to proactively prepare for client renewals – striving for a no bid renewal by providing strategy to the account team
• Create a high-performing, collaborative team of Digital Advisors who are committed to delivering exceptional client results
• Manage Digital Advisors rotations and account alignment in a pro-active and structured manner to avoid any client disruption
• Accountable for networking with diverse external candidates to improve the workforce talent.
• Responsible for the profit, loss and growth of Digital Solutions revenue in aligned accounts
• May be directly responsible for a set of assigned accounts.
• Develop innovative strategies to ensure year-over-year growth on the accounts
• Provides guidance and strategy to the Solutions Development team for the digital portion of the sales pursuits to architect the best win strategy.
• Work with the Solutions Development team, leverage external networks to further sales and business development efforts
• Generate leads through networking, speaking engagements and participation in industry events
• Implement and contribute to the region’s strategic plans, leveraging growth initiative tools and strategies of the Accounts organization; plans should ensure any business risk is eliminated and achieves stretch growth objectives
• Lead budgeting and financial planning of digital revenue for the region
• Use our CRM tool (SalesForce) to log, maintain and measure the relevant data (financial, environmental, performance) and use the data appropriately to reassess, adjust, expand or curtail
The Requirements
Ideal candidate should have demonstrated the following competencies:
Leadership
• Energetic and driven to build the business
• Proven track-record in developing leaders and managing a sales oriented team
• Opportunistic and market-focused
• Demonstrates drive for results
• Ambitious and desire to win
• Proven track record in creating strategies to retain and grow client base
• Consistently exceeds in performance targets and takes quick, corrective action when redirection is required
• The successful candidate will be an innovative, forward thinking, creative individual with the highest ethical standards
• The candidate must be an exceptional communicator and possess the following qualitative skills: people leadership, influence others to achieve results, engage and inspire proactive collaboration, build talent, communicate effectively and build relationships, effective at public speaking
• Results focused leadership style- ensures execution, drives targeted results, focuses on customers and leads courageously
Client Focus
• Anticipates and understands the emerging needs of clients
• Establishes and maintains effective relationships with customers and gains their trust and respect
• Leads by example and instills strong client focus throughout the organization
Subject Matter Expertise
• Understands the market of CRE Technologies, Prop Tech, IWMS, Smart Buildings, IoT, etc.
• Has a proven track record of providing technology solutions to customers, and advising them on their technology strategy.
• Is intimately familiar with the world of Corporate Real Estate: functions, processes, stakeholders, market, etc.
New Business Development
• Leader in sales orientation and ability to solicit new pursuits, skillfully negotiate pursuits that result in mutual interests and build solid business relationships to generate new and on-going business growth
• Lead competitive new business negotiations and contract renewals in partnership with the Solutions Development team
• Demonstrated ability to close sales
People Developer
• Personal leadership- inspires trust, adapts and learns
• Passion for coaching and developing managers into exceptional leaders
• Inspires and motivates toward new and stretch opportunities that are outside one’s comfort zone to evolve as a leader
Education Credentials
• This position requires a bachelor’s degree in addition to a broad range of business experience acquired through previous work experience
• MBA or similar post-graduate studies is preferred
• Additionally, the candidate must have 10+ years of industry experience acquired through previous work experience