Network Development Director

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, Signature, HQ, TOO and No 18), commercial real estate brokerage and managed office solutions.

Join us at www.iwgplc.com

About the job

The Network Development Director (“NDD”) is a pivotal, in-country role, responsible for delivering the network growth of all IWG locations across all our brands (Regus, Spaces, Signature and HQ). The NDD is accountable for communicating the growth in the flexible work market and selling the opportunities of the IWG proposition within their assigned area. The remit includes, but is not limited to, new location development – identify, analyse and negotiate agreements to open locations in accordance with the company’s strategic and financial growth objectives. This will be done through a combination of partnerships, investment, merger and acquisitions and franchising transactions. Furthermore, a key part of the job is to actively manage our existing real estate portfolio.

KPIs

Deal volume and type, Capex management, New centre business performance.

Key Areas of Responsibility

Network Planning

• Contribute to writing the business plan to deliver IWG growth targets in country, with other IWG stakeholders and support from agents/brokers.
• Benchmarking existing Business Centre performance and competitor performance
• Analysing customer demand.
• Market planning.
• Planning best fit brand / products to target local demographic
• Planning best use of brokers/agents.
• Prepare IWG action plan and work orders for agents/brokers.

Network Development

• Generating and maintaining working relationships with property owners, developers, investors and Real Estate brokers.
• Position and explain the IWG proposition to agents/brokers and manage search activities.
• Identify potential acquisition targets within region, working closely with contacts and colleagues within the business.
• Identify landlord or developer opportunities.
• Site selection and evaluation of possible development locations, conduct site surveys and instruct technical surveys as appropriate.

Sales and Negotiation

• Develop and maintain a pipeline of growth opportunities.
• Develop a business case and supporting financial modelling to support each new opportunity.
• Lead and manager lease negotiation process including commercial and legal documentation.
• Prepare investment committee memorandum with internal stakeholders.

Existing portfolio

• Asset / property management – maintain a log and resolve existing real estate portfolio issues, contract extensions, renewals and re-negotiate where necessary and appropriate.
• Support delivery of new sites, managing internal communication of progress at key milestones.

Key Skills, Experience & Competencies

• Commercial focus – ability to plan and analyse return on property spend.
• Strong communication and interpersonal skills, able to persuade, identifying opportunities for new locations.
• Comfortable making decisions, evaluating options and considering consequences.
• Strong planning and organisational skills, including the ability to prioritize, multi-task, delegate and work effectively with minimal supervision.
• Adaptability and flexibility, able to respond quickly to changing demands, processes and updated information.
• Relevant geographical experience.
• Management of a small team.
• Strong financial skillset – ability to understand all lines of the Profit and Loss account.
• Desirable;
  • Strong Real Estate background.
  • Experienced at presenting to groups of prospects.
  • Proven success in self lead generation and business development
  • Previous sales experience.
  • Previous P&L ownership highly desirable.
  • Professional communication skills with a high success rate in building and maintaining relationships.