JLL's Capital Markets is a dynamic and high-performing real estate specialists team, consistently ranked among the market leaders in the region and in Australia. We are seeking a Senior Director, Pursuits, Capital Markets - Australia and APAC, to join our team with a primary focus on driving revenue growth by equipping, enriching, and enabling our teams to win more and close mandates. A core component of Pursuits' value proposition is successfully differentiating JLL within Australia's highly competitive marketplace while supporting strategic initiatives across the broader APAC region.
In this role, you will work closely with our Australia and select APAC Capital Markets businesses to deliver the APCM Pursuits team's approach to winning business and driving revenue growth. This position will contribute to a regional team effort to ensure JLL Capital Markets is presented as the preferred partner of choice and continues to differentiate itself as the market leader, with primary accountability for the Australian market.
Key Responsibilities
Strategic Business Development
Work with Australian-New Zealand Capital Markets national business leaders to achieve the country's growth strategy by leading significant and strategic bids while supporting select APAC initiatives
Work closely with sector leads in Australia to help deliver growth and improve win rates in market share, volume, and revenue targets
Support the Australia Capital Markets growth strategy and contribute to broader APAC initiatives
Participate in the firm's client intelligence, client experience and client growth programmes as they evolve across Australia and APAC
Assist with the ideation, creation and distribution of JLL proprietary data to provide insights to our clients
Bid Management & Execution
Work closely with Capital Markets counterparts to create compelling and memorable bid and property marketing documents, with persuasive value propositions and effectively developed win and sales strategies tailored to the Australian market
Manage significant, strategic/high-value Australian bids end to end, including at the pre-qualification stage, key issues analysis, strategy formulation, drafting and editing, internal and client debriefs
Lead creation of compelling and winning bids for Australian "must win" opportunities
Consult and provide advisory support on pitch strategy for medium value opportunities across Australia and selected APAC markets
Provide strategic advice on pitch approaches for medium value opportunities
Presenting and Coaching
Lead rehearsals and coach presentation teams on engagement, chemistry, and flow to improve best practice across opportunities
Support training and upskilling of the Australia Capital Markets team on pursuits best practice to increase wins at all deal values
Content and Brand Management
Produce sales collateral as required for Australian opportunities (including copy-writing and graphic design guidance)
Collaborate with the APCM Pursuits team's dedicated design network to achieve exceptional bid and presentation creative outcomes
Ensure that all client materials produced by the Pursuits team adhere to JLL brand guidelines (including Tone of Voice) and meet Australian market standards
Assist in identifying friction in our content/brand/production processes and help streamline to support operational efficiency.
Regional Collaboration
Be an active contributor to the broader APAC Pursuits team, including engaging with regional leadership in Singapore and counterparts in key APAC markets to share best practice
Contribute expertise to APAC-wide strategic pursuits when required
Key Skills And Experience Required
10-15 years' of experience in pursuits, proposals and or business development marketing within commercial real estate, consulting, or professional services
Strong communicator with excellent writing, presentation and collaboration skills, able to effectively engage with stakeholders at all levels
Strong influencing and coaching skills with a high degree of assertiveness - managing stakeholder expectations in a high-pressure environment
Excellent project management skills and ability to multitask and priorities to meet tight deadlines
Professional services experience and in a business development marketing capacity
Real estate experience ideal but not crucial
Fluent in English; additional languages encouraged
You should also possess strong analytical, communication and team-work skills and be comfortable in managing people from all cultures and at different levels across the region. You should enjoy working in a positive, dynamic, multi-national environment and be comfortable contributing innovative ideas, insights and suggestions on how to improve the way we conduct, present and communicate our expertise. Be the ambassador of the latest available technology tools as a leverage to source, prepare and deliver up-to-date, world-class data analytics to both internal and external stakeholders.