Job Description

What this job involves:

As we look to lead our industry, JLL believes that deep sector-focused experience and expertise is the best way to bring maximum value to our clients. Therefore, the appointment of a Head of EMEA Operational Real Estate is a pivotal step. They will be accountable for owning client account management and driving business development in the region for all clients in this sector. This position will play a critical role in our transition away from a geographically-focused approach - including design and execution of a sector growth strategy, building relationships and eminence across the region, and managing delivery quality for sector clients. Ultimately, they must work with leaders and valuers across the regions and pillars to deliver on revenue targets for the sector. This role reports to the EMEA Head of Investor Services Value & Risk Advisory and will need to work closely across all the Investor, Secured Lending and Risk Advisory Pillars, together with Global Valuation CPO, Marketing, and other business lines.

What your day-to-day will look like:

Develop and execute regional growth strategy for the Operational Real Estate Sector Set and deliver on quarterly and annual growth targets; KPIs will include: overall sector revenue, renewal revenue, revenue from new clients, CAGR, sector margin (or regional margin where not available). Lead Client Management for the sector Identify top JLL clients Build personal relationships with top clients in the region (consistent contact, client visits) Implement account development plans to increase % of wallet share Secure renewals of key contracts Lead new business development for the sector Identify and prioritize target clients Build and execute plan to penetrate account Design, recommend, and build a team of Operational Real Estate sector specialists with the ability to serve client needs across the region Develop the knowledge, skills, and eminence of the sector specialists Develop and manage quality of the Sector service offering and deliverables (e.g., methodologies, quality, instruction letters, standardized reporting) Develop a plan to create internal awareness of our sector capabilities and any new expectations around client accounts/development/management In collaboration with the wider strategy, identify, develop and rollout sector-specific solutions/products that differentiate the JLL brand between Lender and Investor In collaboration with Marketing, develop and execute on plan to elevate and differentiate the JLL brand across the region for this sector - this may include speaking engagements, publication of eminence or novel indexes, leadership/participation of industry groups Work with JLL's other business lines to build relationships with their sector experts, identifying and capturing cross-selling opportunities Maintain deep knowledge of the competitive space - collecting and collating competitive intelligence including market trends, key competitors in the sector, their products/services, pricing - and recommending plans how to stay ahead or counter competitive actions Identify and present potential acquihires, M&A, JVs, and sector advancement opportunities to the CRO and executive team; drive execution, adoption, and monetization of these opportunities

Required Skills and Experience:

Extensive and demonstrable experience of business development for Valuation, Advisory or related CRE services, including a track record of delivering on revenue targets Extensive and demonstrable experience and/or background in serving either the Operational Real or Commercial Real Estate sectors Leading Leaders - ability to drive and influence other internal business leaders to deliver results Collaborative approach - works effectively across a complex organization with a team and firm-first orientation Exemplary executive presence - has the gravitas and sophistication to appropriately command the room, both internally as a leader and more importantly externally with clients. Leading teams - proven ability to build, develop, and drive a new business development team to deliver aggressive growth Strategic and critical thinking - exhibits strong levels of insight and intellectual curiosity Structure and Process - Successfully demonstrate the application of analytical and conceptual problem-solving skills and a highly efficient and structured work method Digitally astute and forward-looking - an early adopter of technology and driver of digital products Culturally-astute - experienced working in different cultures and able to deliver across borders Unwavering ethical standards; drives excellence and innately collaborative * Industry qualifications (RICS, API, etc) desirable but not essential