JLL - AD/Lead - Marketing - Strategic Sales Services & Corporate Solutions

JLL - Associate Director/Lead - Marketing - Strategic Sales Services & Corporate Solutions

Position Overview:

Responsible for enhancing the Corporate Solutions (CS) brand in India through a - go-to-market- strategy that is innovative and cost effective and - moves the needle- to differentiate our corporate business. This includes oversight and engagement with all phases of the business development cycle, including building market awareness, pursuit strategy and support, sales analytics and trending, knowledge management, thought leadership to build profile and account marketing and client retention strategies. This position will link regionally and globally to ensure consistency and sharing across all relevant programs.

Responsible for:

1. Oversight of Strategic Sales Services and Corporate Solutions marketing function for India

2. Managing a team of three managers across pursuit support, marketing, internal/external communications and knowledge management. Additional headcount to be provided on a need-be basis.

3. Ensuring leverage of local marketing team as per allocations, to ensure robust leverage of all strategic sales services investments

4. Reporting and results of all CS marketing and business development efforts across India

5. Matrix into the Regional CS Marketing team based in Singapore in order to cross-fertilise regional best Practices and actions.

6. Play an active role within the CS India Exec Board in order to advance growth priorities.

Strategic Planning

- Understands the business environment in India to identify and plan differentiating and impactful marketing and business development strategies

- Partners with Business heads to drive strategy for targeted marketing and new business activities

- Annually develops Strategic Sales Services strategic plans and budgets that furthers our India corporate business sales efforts

Go-to-Market

- Develop/adopt/adapt/cascade marketing campaigns targeted to our corporate audiences, including tapping into industry specialization and new products to further differentiation

- Understanding and application of value propositions to occupy strongest market position

- Leverage digital channels including websites and social media to further distribute our messages and strengthen target audience engagement/participation

- Develop media strategy, working with Public Relations team, to ensure that new assignments, transactions, research and other newsworthy items are actively pitched to the media, annual media targets are achieved and spokespeople are being developed as market experts

- Work with associations (UBM, IFMA, CoreNet, USIBC, Nasscom, industry-specific groups) to sponsor, host events, capture speaking opportunities, etc. to build profile and revenue opportunities with target audiences

- Identify targeted speaking opportunities based on opportunistic or thought leadership-driven materials

Internal Communications

- Work with leadership to develop internal communications plan to ensure all employee communications and internal activities are fully leveraged and driven into the business - ensure audience pyramids are developed and adhered to ensure right messages to the right audiences

- Develop creative ways to deliver messages to ensure engagement with leadership strategies and needs

- Ensure all external campaigns are properly shared internally so staff are aware of what clients/prospects will receive

Business Development Marketing

- Enhance the market reputation by elevating pursuit deliverables, working on proposals/pitches with new ways to deliver/differentiate our offer

- Work closely with business lines to craft the best strategic responses on high profile pursuits and develop the best marketing collaterals to support the firm's business development efforts

- Lead and develop capability presentations, brochures, case studies and work with the design team to develop

- Help embed processes that build a culture based on the Power to Win training methodologies and the - Jones Lang LaSalle Way-, across India - Cascade sales training programs (Pitch-to-win, Managing Proposals to Win, Proposing to win, Present to Win, Protect to Win, etc)

- Play a key role in assisting local - India Corporates- pursuit efforts (headed by Anurag Mathur, CEO - Corporate Solutions India)

- Assist in mapping the market opportunity, help qualify and identify viable targets - define opportunities, research and develop target profiles, align marketing strategies

- Institute common process for tracking targets, sales progress, campaigns, market education in support of Solutions Development team efforts

- Establish - Voice of Client- channels and capture, report and interpret to keep business informed of key issues, opportunities - leverage in sales as appropriate to reinforce - Corporate Solutions story- (includes consolidation of information from win/loss debriefs, - onboarding- interviews, competitive analysis, secondary research, etc.) -

- Work with Business Line leaders to define ways to better cross sell and create sales tools/programs/campaigns to support

Thought Leadership/Corporate Research

- Work with Corporate Solutions business leaders on developing 2-4 white papers and thought leadership materials annually to drive external profile, client - touch points- and retention; manage development (writing/editing), production (proofing/layout) and distribution (channel strategy) in coordination with Asia Pacific Corporate Research and Marketing teams

- Alignment / development of research to support market penetration - - localize- relevant regional / global Corporate Research, fully market all Corporate research ensuring linkage with marketing activities, delivery to clients and media

Knowledge Management

- Oversee knowledge management platform and discipline development (BDC, Connect, new initiatives to build KM)

- Governance and process to ensure data and information are effectively captured and housed centrally

- Partner with Asia Pacific knowledge management team to ensure library linkage and alignment and sharing or workloads

- Monthly review of knowledge management platform performance and adaptation of strategy to ensure continuing usage and success of internal efficiencies

Success metrics -

- Delivery of plan - on time, on budget

- Competitive positioning (improvement)

- Shortlist and Win rates

- Revenue capture

- Number of Client - touch points-

- Renewal process/retention

- Staff engagement / readership / satisfaction around leadership messages - Internal communications effectiveness across various audiences

- Understanding of Power to Win (pursuit) methodologies and number of professionals trained in Power to Win programs

- Interpretation and cascade of global / regional initiatives

- Digital channel leverage, frequency and engagement

- Adherence to regional and global processes and methodologies

- Media - hits- and quality of coverage

- Marketing and Business Development Support Assignment Survey scores

- Success of partnership with regional and global teams

- Frequency and of marketing, sales and research tools by CRMs and Sales and business development leaders

- Coach, motivate and inspire direct reports to achieve performance objectives

Skills needed:

- Approximately 10-15 years of relevant experience, preferably in a multinational services firms, marketing or advertising agencies or professional services organizations

- Relevant high-level education (such as a Bachelor's or Masters Degree)

- Strong writing, editing, presentation and communications skills

- Strong project management skills

- Strong influencing skills

- Manage senior professionals and their expectations in a high pressure environment

- A high degree of assertiveness and creativity

- Ability to work independently

- A strong sense of teamwork

- An understanding of marketing and business development

- Previous experience of at least two-three years of managing a team - Ability to set objectives for self and team members, rigorously monitoring individual and team performance

- Proficiency in all Microsoft programs

- Great organisational and interpersonal skills are essential

- Excellent multi-tasking and commitment to excellence

- Understanding of cross-selling and multiple service delivery

- Experience in the real estate industry preferred