Occupancy Planning & Management (OPM) Sales Executive

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Job Summary

We are currently seeking an OPM Sales Executive to join our team. This role is responsible for driving fee revenue and contribution income growth for JLL's Occupancy Planning & Management (OPM) services within assigned accounts and market segments. Reporting to the Head of Functional Occupier Solutions, this role executes sales strategies for existing clients and targeted new business while providing subject matter expertise to support the Americas REMS business. The OPM Sales Executive works collaboratively with pursuits teams, account managers, and the Global OPM operations team to deliver growth, enhance client relationships, and advance OPM positioning in the market.

Job Responsibilities

• 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.

Required Skills & Experience

• 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

This position does not provide visa sponsorship. Candidates must be authorized to work in the United States without sponsorship.

Estimated compensation for this position:

This range is an estimate and actual compensation may differ. Final compensation packages are determined by various considerations including but not limited to candidate qualifications, location, market conditions, and internal considerations.

Location:

If this job description resonates with you, we encourage you to apply, even if you don't meet all the requirements. We're interested in getting to know you and what you bring to the table!

Personalized benefits that support personal well-being and growth:

JLL recognizes the impact that the workplace can have on your wellness, so we offer a supportive culture and comprehensive benefits package that prioritizes mental, physical and emotional health. Some of these benefits may include:

• 401(k) plan with matching company contributions

• Comprehensive Medical, Dental & Vision Care

• Paid parental leave at 100% of salary

• Paid Time Off and Company Holidays

• Early access to earned wages through Daily Pay

At JLL, we harness the power of artificial intelligence (AI) to efficiently accelerate meaningful connections between candidates and opportunities. Using AI capabilities, we analyze your application for relevant skills, experiences, and qualifications to generate valuable insights about how your unique profile aligns with the specific requirements of the role you'repursuing.

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