Director, Pricing

• Lead and deploy the Flex Pricing Team:

• • Own intake and allocation of pricing requests, assigning Pricing Managers based on deal size and complexity, pursuit stage and likelihood to advance, timing, team capacity, and fit with the Solution Director and pursuit team

• • Set lead and backup coverage on every pursuit, balance workload across competing deadlines, and rebalance quickly as priorities, timelines or availability change

• • Maintain a live view of the team’s pipeline (active, coming, waiting and winding down) to forecast demand, plan capacity and flag resourcing gaps early

• • Partner with vertical pricing leads and regional pricing teams to share capacity when demand peaks, so every pursuit has the right coverage

• • Coach and develop Pricing Managers through day-to-day deal support, reviews of models and deliverables, and regular feedback

• • Recruit, onboard and integrate new team members

• • Keep Sales, Solutions and Commercial Executive leaders informed on coverage, status and capacity

• Lead and oversee the compilation of the optimal client pricing solution per the specifications and requirements of the RFP/pursuit response, personally leading pricing on the largest and most complex pursuits:
  • Work with the Sales and Solutions team to develop strategy and implement process for pricing development in response to new business, renewal and expansion opportunities, including reprices and best and final offers

• • Collaborate with and integrate pricing inputs from Product Teams, Business Lines, Service Line subject matter experts (SMEs), Account Management representatives and pursuit team into a final pricing solution, including multi-service-line solutions that combine integrated facilities management (IFM), project and development services, and transaction management

• • Fully understand and integrate pricing inputs from global regions into the final pricing solution, working with regional pricing teams on multi-region pursuits

• • Work with IFM service line SMEs and pursuit team to develop IFM service delivery and platform costs, and to document value propositions

• • Investigate and compile relevant benchmarking data to support pricing assumptions for IFM

• • Develop (or oversee the team’s development of) a comprehensive and accurate proforma (profitability model) and cash flow model representing all service line and global regional pricing for the purposes of fee modeling and deal approval

• • Lead or participate in “Yellow Pads” and other client sessions with the goal of validating data for solution development and gaining clarity in RFP response as needed

• • Work with the Solution Manager and Solution Director (SD) on the deliverables that will be key for RFP response and business planning:

• • Profitability Measurement and Fee Modeling

• • Complete and accurate Pricing Template

• • Benchmarking, Analysis & Assumptions to support the pricing

• • Risk Identification

• • Pricing related Exhibits and Schedules for the RFP process, through and including negotiations and contracting

• • Commercial Review Board (CRB) book and deal approval documentation

• • Lead the pricing handover at transition, educating the account and client onboarding teams on pricing assumptions and model to enable them to deliver on the deal

• Drive the continuous improvement of pricing tools to increase accuracy, reduce risk and improve efficiency of the firm’s pricing capability.

• • Work with the team to build upon and enhance pricing and estimating tools utilizing internal and external data resources to increase accuracy and competitiveness

• • Improve the pricing intake and allocation process, and the tools the team uses to track pipeline, workload and capacity

• • Champion adoption of new pricing technology, including AI-enabled tools and cloud-based models, so the team spends less time on manual work and more on commercial judgment

• • Improve the firm’s capability to demonstrate and communicate credible and comprehensive pricing estimates and savings opportunities

• • Maintain reporting and compliance standards

• • Bring or build deep expertise in asset-based pricing and facilities management operating expense estimating, and grow that expertise across the team

• Proven ability to lead, coach and develop a team of pricing or finance professionals, including assigning and balancing work across multiple concurrent pursuits

• Strong commercial judgment, with an intuitive feel for deal-making and the drivers of profitability

• Advanced proficiency using Excel and PowerPoint, and comfort with pricing tools and AI-enabled analytics

• Strong financial/analytical skills and ability to think strategically and analytically.

• Knowledge of Work Dynamics business lines and service delivery

• Knowledge of facility management operations and service delivery

• Able to lead multiple pursuits simultaneously while overseeing the team’s wider portfolio

• Excellent verbal and written communication skills, with the confidence to present pricing to senior leaders, deal review boards and clients

• Independent worker with a team player attitude

• Strong organizational skills with an emphasis on resourcefulness

• Creative thinker and Self-starter, with the personal focus, energy and leadership ability to drive projects forward

• Accuracy, thoroughness, and strong attention to detail.

• Ability to travel occasionally
• Ability to effectively navigate a complex matrix organization

• Bachelor's degree in Engineering, Finance, Economics, Accounting or a related field

• 8+ years of relevant pricing, finance or commercial experience in real estate, facilities management or other business-to-business services

• MBA or relevant professional certification (such as CPA) preferred
  

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

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!

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Pursuant to the Los Angeles Fair Chance Initiative for Hiring Ordinance, JLL will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Accepting applications on an ongoing basis until candidate identified.