Senior Manager, Strategic ABM

JLL empowers you to shape a brighter way.  

Our people at JLL are shaping the future of real estate for a better world by combining world class services, advisory and technology for our clients. We are committed to hiring the best, most talented people  and empowering them to  thrive, grow meaningful careers and to find a place where they belong.  Whether you’ve got deep experience in commercial real estate, skilled trades or technology, or you’re looking to apply your relevant experience to a new industry, join our team as we help shape a brighter way forward.   

Responsibilities

1. Lead the 1-1 ABM program for the most strategic accounts of our Real Estate Management Services business.

2. Identify key accounts and work closely with the industry marketing and communications teams to develop personalized programs for each account.

3. Implement various digital campaigns, events, content, and thought leadership initiatives to drive engagement and interest from target accounts. Utilize various marketing channels to increase account awareness and generate demand.

4. Collaborate with cross-functional teams: Work closely with Sales, Account Management, and Marketing teams to develop joint account plans, define high-touch strategies, and identify growth opportunities. Align marketing activities with the broader account strategy to deliver consistent messaging and impactful campaigns.

5. Personalization and segmentation: Develop a deep understanding of target accounts and their pain points, goals, and challenges. Leverage this knowledge to create personalized marketing campaigns that resonate with key decision-makers and influencers.

6. Measure and analyze campaign performance: Establish clear metrics to evaluate the effectiveness of ABM initiatives. Track campaign performance, report on results, and provide recommendations for optimization. Conduct ongoing analysis to identify opportunities for improvement and make data-driven decisions.

7. Stay up to date with industry trends: Keep abreast of the latest trends, technologies, and best practices in ABM. Continuously evaluate and introduce new tools and methodologies to enhance ABM capabilities and effectiveness.

Program Management Capabilities

Roadmap & Framework

• Evaluate accounts and opportunities for 1-1 motions
• Map ABM capabilities across regions for activation
• Partner with marketing operations to establish, forecast, and report against key success metrics
• Create models, toolkits, and other communication ensuring the repeatability and scale of ABM programs
   

Performance measurement

• Increase account engagement with ABM tactics
• Acquire new contacts, developing influencers and decision-makers from a defined ICP 
• Source and influence pipeline within designated ABM accounts
• Performance of targeted paid media campaigns to acquire first-party data with account-specific insight.
• Performance of playbooks enabling field marketers to run country-level ABM pursuits
• Plan and measure the indicators and direct outcomes of activities across the lifecycle of a 1-1 pursuit

Gathering and summarizing client insights

• Analyze account intelligence to identify client-centric expressions of our services, including upsell and cross-sell segments of buyers.
• Guide offer creation and determine the optimal tactic mix for 1:1 programs.
• Collaborate with 1:few and demand campaign practitioners to map content and engagement that maps to strategic accounts
• Partner with operations to provide data and ongoing insight into ABM accounts

Operational Enablement

• Report on ABM program scorecard and account scorecards on a monthly basis
• Work with functions in sales and marketing to define and establish workflows (e.g., campaign personalization and execution, lead hand-offs, sales enablement)    
• Enable regional and country teams to execute ABM out-of-the-box programs
• Partner with digital and content teams to provide campaign customization
• Manage budget allocation with minimum variance to plan                

Qualification and Experience

• Highly professional, dynamic, and resilient teammate with a positive, can-do attitude, willing to roll up sleeves and get things done
• Experience partnering with sales and business development programs
• Strong stakeholder management skills with the ability to manage expectations and maintain positive relationships, whilst also being assertive to express own points of view
• Bachelor’s degree in marketing, Business, or a related field. MBA preferred
• Proven experience (5+ years) as an account-based marketing professional with suitable experience acti