NYC Sales Manager

The Opportunity 

JLL is seeking a Broker Lead for the New York City Market. A member of the NYC executive leadership team, the role manages brokers directly, owns their development and accountability, and runs the operating disciplines that convert individual production into platform revenue: business planning, pipeline management, inbound and team formation, conflict resolution, and cross-line collaboration.  The role partners with the Market Lead on market share growth in office tenant representation and agency leasing, and with Operations, Finance, HR and Marketing on execution.  

Key responsibilities 

Broker management and development 

• Directly manage the New York broker population across senior, mid-level and junior tiers, with differentiated approaches to each. 

• Conduct professional development for the brokerage population, including title progression, leading the charge on individual business plan and coaching reviews with every broker and hold producers accountable to those plans through the year. 

• Own the difficult conversations: underperformance, behavior, deal conduct, disputes, conflicts and separation recommendations, in partnership with the Market Lead, HR and Operations. 

• Own development and training for the junior and mid-level cohort, including specialization paths, deal staffing and enrollment in JLLU Brokerage, Broker Boot Camp and national sales training. 

• Make team formation, staffing and assignment decisions and recommend structural changes to the Market Lead. 

• Partner with the Market Lead to source and assess broker recruits in alignment with the market’s growth strategy and strategic priorities. 

• Act as first-instance decision maker on fee disputes, cross-selling splits and account conflicts, on a defined intake-to-resolution clock. 

Sales operations and pipeline 

• Institute and maintain regular internal meeting cadences with the Brokerage population 

• Maintain the accuracy and discipline of the New York transaction pipeline; run monthly WIP and pipeline reviews with each producer. 

• Own activity accountability: meeting volume, pursuit volume, conversion and win rate by broker  

• Own lead generation technology hygiene and trigger quality across BD programs and brokerage team; lead broker adoption of the BD technology stack by visible example. 

• Set, enforce and communicate the New York inbound and other policies  

• Drive One JLL behavior across Capital Markets, Property Management, PDS, Workplace, Retail, IPS and Work Dynamics, and hold brokers to the national cross-line engagement thresholds. 

• Encourage adoption and roll out strategies for sales tools and processes, including technology and AI 

Market share and competitive position 

• Partner with the Market Lead and Chairman & President to expand office tenant representation and agency leasing market share. 

• Conduct and maintain competitive analyses: competitor team movement, win/loss patterns, pricing behavior, coverage gaps by submarket and asset class. 

• Translate competitive findings into recruiting targets, pursuit strategy and coverage decisions. 

• Maintain market intelligence, such as hiring trends, recruiting and compensation competitor changes, city and state knowledge, in order to set business goals 

Candidate profile 

Required 

• 10 or more years in commercial real estate brokerage, with a substantiated production record in office tenant representation, agency leasing, or both. 

• Direct experience adjudicating fee disputes, splits and account conflicts. 

• Prior management, mentoring or team leadership responsibility for other brokers. 

• Fluency in pipeline management, deal economics, commission structures and brokerage financial mechanics. 

• Active New York real estate salesperson or broker license, or eligibility to obtain within 60 days. 

Preferred 

• New York market tenure and an established competitor network relevant to recruiting. 

• Experience building or running business development programs, verticals or industry practice groups. 

• Comfort with sales technology and data-driven pipeline management, including CRM discipline. 

• Track record developing early career brokers into producers. 

LEADERSHIP COMPETENCIES 

Interpersonal Skills 

• Energy and drive to develop talent, sell the platform, and grow the business 

• Naturally inclusive 

• Actively shapes, influences, and leads a client-driven culture focused on winning 

Influencing Skills 

• Ability to cultivate teamwork and partnering 

• Communicates a compelling sense of purpose 

• Encourages input/feedback to inform decision making 

Building High Performing Teams 

• Ability to coach/develop direct reports and high value talent 

• Managerial courage/conflict management 

• Ability to build and develop high performing teams 

Personal Characteristics 

• Drive for results 

• Balance of emotional, intellectual and business acumen 

• Ability to thrive in an ambiguous environment 

• Adaptable to a variety of situations/cool under pressure 

• Sales mindset – driven towards winning with high energy and a strong work ethic 

• Comfortable working in a highly-matrixed, global environment 

• Decisive with a bias for action