Business 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  

The Business Development Director (BDD) works in an area and is responsible for identifying and growing revenues through sourcing and introducing opportunities from new trading companies. These companies should be educated on how we can help their organizations and be developed to trade with Regus/SPACES.  

The individuals appointed to these roles will be primarily tasked with:  

• Pitching and growing new companies and revenues from within their market/assigned Territory. 
• Managing and developing these opportunities. 
• Regular daily pitching within the area. 

Key Responsibilities 

Primary: 

• Generate new business. It is expected that BDDs will be able to develop and close a number of new trading accounts per quarter.  
• Achieve/exceed individual monthly targets of revenue, and trading accounts.  
• Develop existing contacts / senior level relationships within new and existing prospective customer organizations to ensure they understand the Regus solution and value propositions and the benefits it can bring.  
• Be self-sufficient in self-generating appointments and activities that lead to opportunities.  
• Develop a detailed knowledge of potential customer’s ways of working and existing facilities in order to understand how the Regus proposition can be part of their real estate strategy.   
• Be an ambassador for the business; attending and speaking at relevant events, hosting workshops and generally leveraging opportunities to build greater awareness of Regus   
• Develop and execute “SMART” Action Plans, typically on a quarterly basis.  
• Capable of doing needs analysis with potential customers and defining a forward-looking solution with Regus.  
• Network and develop channel relationships with other business to business direct sales people as well as real estate brokers and consultants in your territory.  

Secondary: 

• Provide feedback from corporate customers on how to continuously improve the Regus/SPACES offer.  
• Build strong business relationships and create client testimonials within assigned accounts.  

• Act as high level “relationship managers” to new customer accounts, once established.  
• Perform other business development-related duties as requested.  
• Consistently produce referral business from a portfolio of local accounts and neighbouring businesses with a clear focus on generation of business revenue streams across all products locally and across the entire Regus network (export business).  

KPI’s 

• Revenue - £250K/mo+ new sales revenue at full production. 
• 100%+ of target. 
• New trading companies – 2 new companies/month at full production. 
• 1-3 pitches per day. 
• 20+ client pitches per month. 
• No. of signed companies - 80% should be self-sourced. 
• Pipeline Development – develop and manage pipeline that is 5 x monthly sales goal. 
• Revenue management – including discounts. 
• 50 prospects developed to the next sales funnel stage per month. 

Required Skills, Experience & Qualifications 

Essential: 

• Self-Motivated – Can identify and self-source regular appointments that ultimately lead to new business revenues.  
• Persuasiveness/Sales Ability – Identifies customer’s needs, customizes approach, demonstrates how Regus can help their organization or clients.  
• Teamwork/Collaboration – Supports business unit’s initiatives and goals, co-operates and demonstrates positive attitude toward others; will assist in all areas as needed.  
• Adaptability/Flexibility – Able to respond quickly to changing demands, processes and updated information.  
• Planning/Organising Work – Sets priorities, establishes objectives/milestones, schedules activities effectively and submits accurate and timely reports.  
• Communication Skills – Excellent phone skills, thinks on their feet, presents logically, listens to client needs, responds to objections, and creates interest in product.  
• Initiative – Takes action, initiates calls in pursuit of sales.  
• High Energy – Maintains high productivity/activity level.  
• Values and Culture – Sets high performance standards for self and the organization, embodies values of Regus.  

Desirable: 

• 4-6 years related experience in business-to-business outside sales.  
• Previous experience selling products or service solutions through proactive direct sales within a business-to-business sales environment.  
• Experienced and proven effectiveness at presenting to groups of diverse business prospects.   
• Proven success in prospecting, self-lead generation and business development.  
• Previous experience of brand-responsibility and acting as a key representative spokesperson of the company in the field.  
• Professional and clear communication skills coupled with the ability to network at a high level and build strong business relationships.  
• Proven, prospecting and territory development skills.  
• Proven ability to manage a growing pipeline of transactions with a 30%+ conversion rate given sound deal management and negotiation skills.  
• Flexibility to work the hours required to solicit new leads, make contact with prospects and ultimately convert prospects to customers in a global sales environment.  
• Intermediate level of MS office; Word, Excel, PowerPoint and Outlook.  
• University / College Degree preferred.