Occupancy Planning & Management Sales Executive

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🕒 May 15

🦀 Maryland, Virginia, +1 more states – Remote

🦀 Maryland – Remote ⚔️ Virginia – Remote ☕ Washington – Remote

💵 $140k - $170k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Jones Lang LaSalle Americas, Inc.

WebsiteLinkedInAll Job Openings

10,000+ employees

We provide commercial real estate services for corporations and investors across the globe that save money, increase productivity and improve sustainability.

📋 Description

• Drive growth within assigned existing client accounts and pursue qualified new business opportunities in target markets. • Meet or exceed assigned annual revenue quotas while maintaining target margins and in-year won/earned revenue targets. • Develop and manage a qualified pipeline of OPM opportunities within assigned territory or account portfolio. • Lead pricing strategy development for opportunities to ensure competitive positioning while maintaining profitability. • Participate in contract negotiations to support favorable terms and appropriate risk management, escalating complex issues to OPM Sales Lead. • Identify and qualify expansion opportunities within current portfolio accounts. • Serve as an OPM subject matter expert supporting sales teams with technical expertise in space planning, move management, workplace strategy, and occupancy optimization. • Develop and deliver compelling sales content, pitch materials, services demonstrations, and pre-sales technical support. • Lead RFx response coordination for OPM components, ensuring timely, accurate, and differentiated submissions. • Conduct pricing and solutioning reviews in partnership with operations teams to validate technical accuracy and commercial viability. • Improve response speed and quality for OPM demonstrations and proposal inputs. • Contribute to the development of innovative, tailored OPM solutions addressing specific client challenges. • Maintain accurate and current sales information in CRM, adhering to JLL's sales and solutions processes. • Follow established sales methodologies using JLL's proprietary tools and platforms. • Coordinate with FOS leaders on sales platform usage and pipeline reporting for OPM services. • Support implementation of OPM best practices within bid responses and sales approaches. • Partner with business line and service platform leaders to create integrated sales strategies that leverage JLL's comprehensive capabilities. • Collaborate with internal technology teams to position and sell integration services and technology solutions related to workplace management and space utilization. • Work closely with the Global OPM operations team to align sales approaches with service delivery capabilities. • Engage cross-functionally with account teams, pursuits teams, and functional leadership to coordinate OPM positioning. • Develop understanding of competitive landscape, market trends, and differentiation strategies in occupancy planning and workplace services. • Participate actively in real estate and workplace strategy organizations, building credibility as an OPM subject matter expert. • Represent JLL at relevant industry events, conferences, and client forums focused on workplace innovation and portfolio optimization. • Build and maintain professional network within the corporate real estate and workplace management communities. • Provide recommendations to Sales Enablement on proposal language, technical deliverables, and pitch materials specific to OPM services. • Support development of bundled offerings combining OPM with complementary JLL specialty services. • Contribute to creation of reusable sales collateral, case studies, and technical content showcasing OPM capabilities. • Share client insights and competitive intelligence to inform solution development. • Work effectively across organizational levels, collaborating with sellers from account executives to senior leadership. • Mentor junior team members on OPM technical concepts and sales approaches (as applicable). • Demonstrate innovation in approach, challenging conventional thinking and bringing fresh perspectives to client engagement. • Support team culture of excellence, responsiveness, and client-first mindset.

🎯 Requirements

• Bachelor of Science degree or equivalent required • 5 years of OPM or equivalent experience (Space Planning, Move Management, Workplace Strategy, Portfolio Optimization, Real Estate Planning) • 5 years of sales or business development experience, preferably in solutions selling • 5 years of Corporate Real Estate or Commercial Real Estate experience • Proven track record driving and closing complex sales opportunities • Strong working knowledge of OPM services including space planning, occupancy analytics, move management, workplace strategy, and portfolio optimization • Understanding of corporate real estate needs and how OPM services deliver operational and financial value • Familiarity with workplace technologies, IWMS platforms, space utilization tools, and occupancy planning methodologies • Comfort with technology solutions and business analytics platforms related to workplace management • Knowledge of competitive landscape in OPM and adjacent workplace services • Demonstrated ability to prospect, qualify, and advance complex sales opportunities • Experience leading sales presentations to senior stakeholders (VP to C-suite level) • Proven capability in pipeline development and sales forecasting • Strong understanding of sales process from prospecting through contract execution • Ability to articulate value propositions and business cases to diverse audiences, including CFOs, CRE leaders, and workplace strategists • Experience translating client needs into differentiated service offerings • Track record of meeting or exceeding revenue targets • Confident, credible presenter capable of delivering compelling narratives to executives and decision-makers • Ability to adapt communication style to different audiences and client cultures • Strong written communication skills for proposals, emails, and business correspondence • Responsive and concise in all forms of communication (verbal, written, digital) • Active listening skills with ability to discern needs and adjust approach accordingly • Ability to tell compelling stories around workplace innovation and transformation • Ability to quickly assess client workplace situations and identify highest-priority opportunities • Strategic thinking to reframe client challenges and deliver new insights about space optimization and workplace efficiency • Data-driven approach to opportunity qualification and deal structuring • Commercial acumen to balance growth, profitability, and risk considerations • Capability to connect disparate concepts and create innovative bundled solutions addressing workplace transformation • Entrepreneurial drive with "passion for the pursuit" mentality • Self-motivated with ability to work independently and manage multiple priorities • Strong organizational skills with attention to detail and disciplined follow-through • Fast-paced work style with ability to adapt quickly to changing circumstances • Dedication to excellence and exceeding client expectations • Collaborative team player who builds effective cross-functional relationships • Results-oriented with focus on high-impact activities • Ability to challenge status quo and reshape client buying vision

🏖️ Benefits

• Comprehensive Medical, Dental & Vision Care • Paid parental leave at 100% of salary • Paid Time Off and Company Holidays • 401(k) plan with matching company contributions • Early access to earned wages through Daily Pay