Job Description

About the company

 Purpose

This role will be part of the North America Leadership team, reporting to a Regional Executive Vice President. The Area Vice President (AVP) is responsible for driving profitability through focused management of sales and operational performance in a geographically defined area comprised of multiple business centers representing our brands.  The AVP is focused daily on leading a team of Sales and Operations Team Leaders, who help support oversight for the center operational team members running the day-to-day centers and the sales workforce, in order to achieve revenue, occupancy and profitability targets.  Successfully driving revenue growth through new sales, upgrades, and expansions will represent a significant portion of this position’s success in our dynamic and fast growth company.

IWG has an ambition to get to 30,000 locations over the medium-term by executing multiple strategies and leveraging multiple channels including (but not limited to):

• Company-owned locations
• Managed partnerships (with building owners)
• Franchise partnerships (with building owners and franchise operators)
• M&A

Specific accountabilities:

• Managing a direct sales force
  • Hire, manage and train a team of ‘hunter’ minded salespeople in alignment with the revenue, occupancy, and profitability targets.

• Maximize revenues by increasing conversion of sales leads and drive sales growth across all products and services.

• Lead gen/marketing
• Touring
• Conversion
• Performance Management

• Managing Operations/Customer Service Team
  • Ensure your centers are ‘show ready’ at all times and running efficiently, effectively and with stellar customer service and strong occupancy and profitability
    • New client On-Boarding
    • Service Revenue Growth and Delivery
    • Client Retention
  • Managing Business Unit Performance

• Oversee the development and execution of the area sales plan in conjunction with the company’s targets.
• Understand the local market to ensure pricing is competitive.
• Manage the business through a comprehensive strategy and executive against goals.

• Customer Service – NPS
• Occupancy Growth
• Revenue Growth
• Profit Growth

• Act as the advocate of the company’s vision for growth communicating the corporate vision

partners at the highest levels

• Be a strong brand ambassador, network with the local business community to gain market intelligence and generate sales leads.   
• Make sure to keep abreast of the competition and industry developments to be ahead of the curve on commercial opportunities.
• Be a great coach, unlocking staff potential, through mentoring, providing feedback to improve the skill set and productivity of the team members.

Required Skills, Experience & Qualifications

• Senior B2B business unit management 
• Tangible track record of driving the top line sales growth, improving results month by month. 
• Pro-active approach to generate new leads.
• Develop strong team culture that promotes collaboration in a positive environment.
• Proven ability to develop, manage, track, and close sales and pipeline opportunities.
• 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. 
• Ability to motivate and drive sales teams, whilst ensuring they have the right resources, and are properly coached and developed. 
• Management of a multi-unit operational team over a dispersed geographic area (preferably multiple cities and different geo environments)
• Monitor and measure performance through accurate and timely reports. 
• Professional and clear communication skills coupled with the ability to network at a high level and build strong business relationships. 

• Customer service focused at all times with the ability to remain flexible and calm in high pressure or continually changing situations
• Thorough knowledge of MS office; Word, Excel, PowerPoint, and Outlook
• Commercial real estate knowledge, multi-unit management, leadership of a direct B2B sales force and P&L experience, strongly preferred