Enterprise Sales Manager
About the company
IWG has been at the forefront of the flexible workspace revolution for more than 30 years. We have made it possible for organisations and individuals everywhere to take a new approach to the traditional working day. We have over 3,400 locations across over 110 countries allowing millions of people every day to have a great day at work.
Our customers are start-ups, small and medium-sized enterprises, and large multinationals. With unique business goals, people and aspirations. They want workspaces and communities to match their needs. We provide them with choice through our portfolio of brands, covering serviced offices (Regus, Spaces, HQ, Signature and No18), commercial real estate brokerage and managed office solutions.
Join us at www.iwgplc.com
Job Purpose
The Enterprise Sales Manager will maintain and expand relationships with medium size companies, fast growing companies and strategically important large customers (Key Accounts). The primary objective of the role is to generate profitable new revenue for IWG.
Enterprise Sales is a core part of our strategy and presents us with a substantial opportunity to deliver innovative, flexible and more costefficient occupancy solutions to large companies who would benefit from buying multiple products across multiple locations.
Key Responsibilities
Generate profitable new revenue to achieve agreed sales targets on designated Enterprise Accounts.
Develop and maintain top-level relationships with designated accounts to establish a clear and comprehensive understanding of customer needs across the complete spectrum of IWG solutions.
Develop, expand, maintain and report on a pipeline of qualified sales opportunities.
Work with assigned third party corporate advisors (agents, corporate real estate specialists, management consultants etc.) to create IWG sales opportunities with their clients.
Be an ambassador for IWG by attending and speaking at relevant events, hosting workshops and leveraging opportunities to build greater awareness of IWG within the corporate occupier sector.
Partner with Operations and Sales colleagues across relevant geographies to ensure consistent customer experience and to develop clear plans for target customer solution development.
Share relevant feedback from Enterprise customers to support the continuous improvement of customer service and solution enhancement.
Support other strategic business development activities as require.
Required Skills, Experience & Qualifications
Over 5 years experience in B2B solution / service sales and business development background.
Ability to work with customers to map out appropriate product sets and contract structures.
Knowledge and understanding of company decision making and business case development processes.
Experience in corporate real estate business development or real estate consulting is highly desirable.
Experience of working within a global environment and matrix organisational structure.
Experience in closing a high volume of deals with a short sales cycle on consistent basis
Proven ability to develop, manage, track deals. Track record of regularly exceeding targets.
Proven track record in selling to large companies.
Excellent communicator and ability to develop relationships and influence at a board level.
Strategic thinker, with a commercial results-driven bias.
Flexible and broadminded with a "can-do" attitude, possessing a disciplined approach to business development.
Motivated, self- reliant, ambitious, and looking to join a team with significant growth aspirations.
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