Partner Sales Director - Spain
Madrid
Madrid, Community of Madrid, ES Location: Can be anywhere in Spain
About the Company: IWG is the largest provider of flexible workspace solutions in the world. Trading under a number of brands (including Regus, Spaces, HQ, and Signature), we have a physical network of over 3,500 locations across 1,000 towns and cities in 120 countries. Our mission is to help our millions of customers have a great day at work, every day. COVID-19 forced an unprecedented experiment in flexible working, which is now driving a surge in demand for our flexible workspace solutions. To meet this demand, we are rapidly accelerating the growth of our global network. To deliver our ambition, we are recruiting partners to open and operate IWG locations.
Job Purpose: The Partnerships team plays a critical role in selling and developing business partnerships at local and regional levels to landlords and building owners to accelerate the growth of our network. The Regional Director will ensure the entire team is capable of creating their own sales leads, successfully selling the IWG partnership proposition, and rapidly converting all opportunities into signed contracts. This is a high-intensity role, demanding management of a relatively complex sales process and delivering high volumes of activity.
Key Responsibilities:
Leading & driving a team of Partnership Sales Managers.
Generating awareness and visibility of the IWG partnership proposition in the market by developing B2B connections.
Identifying, contacting, and pitching prospective partners through a range of Business Development activities including networking and cold calling.
Sourcing partners capable of delivering rapid growth of our network through conversion of existing buildings or by quickly securing new buildings.
Selling the range of partnership solutions to all prospects, converting interest into commercial negotiations and securing board approval for new partnership deals.
Converting commercial discussions into signed contracts with the support of the IWG legal team.
Spending a significant amount of time in the field, generating leads, meeting customers, and closing deals.
Ensuring all team members deliver at least 12 new deals every year.
Planning and executing the promotion of our proposition to potential partners and the broader market through all routes to market such as trade shows and their own network.
Conducting due diligence with prospective partners and working with legal to get development agreements finalized and signed.
Signing deals with partners that allow us to grow the network quickly, in the right locations, and profitably whilst giving partners a return on investment.
Required Skills, Experience & Qualifications:
Senior B2B sales leadership experience in a fast-growing, dynamic multinational business.
Business development background in complex solution/service-led sales.
Previous experience in commercial real estate investment or franchise development is an advantage.
Proven ability to remotely manage and motivate a business development team to develop, track, and close large deals, with a track record of regularly exceeding targets.
Flexible and broad-minded with a "can-do" attitude, possessing a disciplined approach to business development.
Self-starter used to self-generating interest and focusing relentlessly on delivering results.
Demonstrable track record of sourcing & delivering, at pace, multiple deals of a meaningful scale (500k+ investment).
Self-sufficient, deal-focused and can-do mindset, willing to take risks to succeed.
Outstanding communication skills and the ability to present a compelling narrative to a wide variety of audiences, both large & small.
Able to work under pressure and to think independently to create interest in a proposition.
Strong business and financial acumen to give others confidence & to give credibility to the selling process.
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