Regional Partnership Sales Director Milano

Regional Partnership Sales Director
Milano
Lombardia, Milano

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, Signature and No18) we have a physical network of over 3, 000 locations across 1, 000 towns and cities in 120 countries.

Our mission is to help our millions of customers to 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.

Our target audience are building owners, franchise operators and competitors, we will work with our partners under a variety of commercial structures demanding a dynamic and broad-based approach to business development.

**Job Purpose

The Partnerships team will play a critical role in selling and developing business partnerships at local, and regional level with landlords and building owners to accelerate the growth pf our network.

- Managing a team of Partnership Sales Managers to sell and develop partnerships at local level.

Bringing a proactive and passionate approach, to ensure the team is capable of creating their own sales leads as well as rapidly converting centrally-driven enquiries.

- Responsible for driving cluster franchise growth in Germany and surrounding countries.

Managing a Franchise Development Manager and leading the recruitment and set up of all cluster franchise and partnership deals.

Adapting the global franchising framework to make it fit for purpose, plan and promote our market entry, meet, select & sign development agreements with the most appropriate new franchise partners to help deliver against our overall region growth plan.

Ensure our franchise standards are clear and adhered to at all times across our network.

Accountable for delivering the right growth from the franchise business, providing a healthy return on investment for our partners and profitable growth for IWG.

**Key Responsibilities

- Managing a team of Partnership Sales Managers across 12 countries:

- 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 BD activities including networking, local canvassing 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.

- Ensure all team members deliver>£5m per annum on revenue.

- Agree the cluster franchising framework and strategy by adapting the current global approach.

- Plan and execute the promotion of our proposition to potential franchise partners and the broader franchise market through all routes to market such as trade shows and their own network.

- Conduct due diligence with prospective franchise partners and work with legal to get development agreements finalised and signed.

- Sign deals with franchise partners that allow us to grow the network quickly, in the right locations and profitably whilst giving partners a return on investment.

- Set the Franchise standards for partners.

- Support new franchise partners as they start trading and ensure they operate in line with our brand standards.

**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 highly desirable.

- 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 broadminded 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 (£250k+ investment)

- Self-sufficient, deal-focused and can-do mindset, willing to take risks to succeed.

- Outstanding communications 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 confidenc