VP Growth for Africa
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Job Description
Job Description
Africa Growth VP
About the company
IWG is the largest provider of flexible workspace solutions in the world. Trading under multiple brands (including Regus Spaces HQ Signature and No18) we have a physical network of over 4000 locations across 1000 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 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.
About you
You will be passionate about working in a high-growth sector and ready to play a leading role in disrupting the commercial real-estate industry. You will also have a track record of hiring motivating and leading a team to consistently exceed sales or business development targets. Through your drive tenacity coaching and support the team will close multiple high-value commercially complex deals at pace to achieve their target.
This is a high-intensity and multi-faceted job. You need to maximize your time to support your team to be self-sufficient in generating leads while helping them pitch and convert deals quickly. You will lead by example and use your outstanding communication skills to present a truly compelling narrative to prospects so they see the value in being an IWG partner.
Most importantly you will have the right can-do mindset: passion curiosity pride drive and ownership.
Job purpose
IWG has an ambition to get to 10000 locations over the medium-term by executing our growth strategy 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.
Key responsibilities
- Reporting to our SVP Growth for Asia Middle East and Africa you will be responsible for setting and delivering the growth plan hiring and leading a world class team and consistently driving performance.
- Leading and driving a team of Partnership Sales Directors and their teams across the region to;
- Generate awareness and visibility of the IWG partnership proposition in the market by developing B2B connections.
- Identify contact and pitch prospective partners through a range of Business Development activities including networking and cold calling.
- Sourcing partners capable of delivering rapid growth of our network through conversion of existing buildings or by quickly securing new buildings.
- Sell the range of partnership solutions to all prospects converting interest into commercial negotiations and securing board approval for new partnership deals.
- Convert commercial discussions into signed contracts with the support of the IWG legal team.
- Spend a significant amount of time in the field supporting country teams to deliver the growth agenda.
- Ensure all team members deliver at least ten new deals every year.
- Plan and execute the promotion of our proposition to potential partners and the broader market through all routes to market such as trade shows.
- Use existing and develop a network with large real estate institutions to deliver portfolio deals.
- Conduct due diligence with prospective partners and work with legal to get development agreements finalised and signed.
- Sign deals with partners that allow us to grow the network quickly in the right locations and profitably whilst giving partners a return on investment.
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 an advantage.
- Proven ability to remotely manage and motivate a business development team to develop track and closelarge 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 ($1M 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 confidence & to give credibility to the selling process.
- Proven capability to work across diverse cultural populations.
- Expertise in developing relationships with both internal and external stakeholders including C level executives and decision makers.
Required Experience:
Exec
Employment Type
Full-Time
