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, HQ, Signature and No18), commercial real estate brokerage and managed office solutions.

Join us at www.iwgplc.com

Job Purpose

Network Development Director (NWD) is a pivotal, in country role, responsible for delivering the network growth of Regus locations. The NWD is accountable for communicating the growth in the flexible work market and selling the opportunities of the Regus proposition within their assigned area. The remit includes 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. The ability to sell, influence and forge strategic partnerships is of paramount importance.  

Key Responsibilities

Network Planning 

• Contribute to writing the business plan to deliver Regus growth targets in country, with other Regus stakeholders and support from agents / brokers.
• Benchmarking existing Business Centre performance and competitor performance.
• Analysing customer demand.
• Marketing planning.
• Planning best fit brand / products to target local demographic.
• Planning best use of brokers / agents.
• Planning potential portfolio deals or franchising opportunities.
• Prepare Regus action plan and work orders for agents / brokers/owners.
• Build relationships with key developers/landlords.
• Pitch, sell and close deals.

Network Development 

• Generating and maintaining working relationships with property owners, developers, investor and Real estate brokers.
• Position and explain the Regus 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, and conduct site surveys and instruct technical surveys as appropriate.

Sales and Negotiation 

• Develop and maintain a pipeline of growth opportunities, both organic and acquisitions.
• Pitch the Regus Proposition.
• 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.

General Management 

• 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.

KPI’s 

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

Key Relationships 

• Landlords /brokers/agents/investors.
• Internal stakeholders – group property.
• Country management.

Required Skills, Experience & Qualifications

• Commercial focus – ability to plan and analyse return on property spend.
• Strong sales skills – ability to pitch a deal, negotiate effectively and close in a win-win manner. 
• Strong people skills – executive maturity and gravitas; large in-market network and contacts.
• Strong communication and interpersonal skills, able to persuade, influence, 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 and in-market contacts and network.  
• Degree educated.
• Property, Finance, Retail network development, Franchising industry experience preferred.  

Desirable  

• Proven success in self lead generation and business development.
• Experienced at presenting to groups of prospects.
• Previous sales experience.
• Previous P&L ownership highly desirable.
• Professional communication skills with a high success rate in building and maintaining relationships.

Key Competencies 

• Highly developed people skills; a relationship builder, influencer.
• Strong selling and negotiation skills; “street smarts” as important as intellectual capacity.
• Personal efficiency, effective time manager.
• Concern for quality. Delivers quality service at all times.
• Achievement orientation. Has the drive to succeed, not just for self but for team and company.
• Tough-minded. Confronts problems firmly and decisively; tenacity of utmost importance.
• Motivate others, get the best out of people.

Desirable 

• Impact and influence. Persuade and positively influence customers, own staff and senior management.
• Team builder. Recognises the importance of the team. Firm and fair management style.
• Commercial insight. Good local market knowledge. Can effectively forecast performance.
• Organisational awareness. Takes a wider view of the company and business strateg