Area Director (multi-city)
Area Director
Position Overview:
Are you interested in leading the workplace revolution in helping people improve the quality of their lives by enabling every worker around the globe to have a great day at work, every day? Join the mission with Team IWG.
IWG’s global-leading network of over 4,000 workspaces enable people to achieve a great day at work, every day, and for businesses to operate in practically every city in the world without the need for set-up costs or expensive capital investment. It provides our customers with immediate cost benefits and the opportunity to fully outsource their office portfolio. Designed to enhance productivity and connect 8 million like-minded professionals; it is an instant global community, and a place to belong.
We call it Workspace as a Service.
Job Purpose:
The Area Director plays a critical role leading their teams to achieve exceptional performance accelerating the results of IWG’s business, maximizing EBITDA, Operating Profit, Return on Investment, and Return on Cash from both new locations and the existing base business in their area.
The Area Director will have responsibility to grow the business from both new and existing revenues to meet and exceed targets set for next 24 -36 months delivering the required operating margins. The AD will own and execute the growth plan for the area and will recruit and build the necessary team to achieve this objective.
The AD will coordinate and work with regional / group functional leaders to execute against set objectives and standards for the area and have ultimate accountability for all the functions within the area i.e. Sales, Development, Marketing, Operations, Finance and HR / Team Management.
The AD establishes a culture of winning, success, execution, and innovation with the focus to improve the performance of the business and should report these back to Group where they can be considered for implementation across all locations.
The remuneration for the AD will include a significant bonus upside directly related to the successful delivery of the performance and growth objectives set for the area.
Key Responsibilities
Commercial Management
• Deliver the Development potential of the Area.
• Maximise the Profit potential and Cash Return from the Area.
• Reviews business performance by sales area and centre focusing on profit and sales. Reviews results versus plan monthly and takes corrective action where necessary.
Sales Leadership
• Ensures consistent growth of quality revenue through development of existing and new sales channels in the area.
• Provides leadership on pricing and sales volume by driving awareness of revenue targets and by measuring and communicating results.
• Partners with the sales team/ key accounts team to penetrate and close new business as required.
• Grows the number of leads generated in the area by the sales team through business development activities, networking, proactive broker engagement, and other sales activities.
• Drives global-leading conversion of leads and enquiries in the area into profitable sales.
• Maintains a database of customers, real estate agents and other channels / partnerships. Provides sales mentoring and development of all Area Sales Managers to continually raise the level of sales acumen within the Company.
• In partnership with the regional marketing team develops and executes the area marketing plan to drive brand awareness and enquiries.
Team Management
• Recruits, trains, develops, manages, leads and measures productivity of the area team.
• Communicates Area/Region Objectives and establishes personal objectives for all direct reports and clearly communicates performance expectations.
• Ensures a visible sales, operations & development leadership presence in the area. Recommends organisation structure as the business evolves.
• Establishes and executes a calendar cadence of centre tours to ensure both leadership visibility, team member and client engagement, and confirmation that centres are best-in-class.
• Monitors performance and provides feedback/ appraisals and coaching to all direct reports.
• Conducts team meetings and team building events as appropriate.
Operations and Customer Service
• Ensures that the IWG operations processes are followed and well executed.
• Drives the delivery of centre readiness and customer service standards across the area.
• Owns customer issue escalation within the area.
• Responsible to deliver global-leading customer retention and NPS satisfaction targets set for the area. Drives Customer Service Income Plans for the area.
Growth
• Executes the growth and development plan for the area. Partners with Growth Leadership Team and CDO to establish specific development strategies to grow the IWG footprint primarily through IWG’s Partnership Growth model, conventional models, and low risk / low capex models such as franchising / licensing.
• Supports direct Partner needs and helps resolve issues being addressed by IWG’s Partners.
Required Skills, Experience & Qualifications
• A self-motivated leader with a real passion to grow the business and succeed. Commercially focused, results driven with a strong track record of growing a business. Ability to read and interpret the financial statements and reports.
• Proven ability to recruit, train, develop, manage, lead and measure productivity of sales teams.
• Absolute commitment to high ethics and integrity.
• A skilled negotiator and confident commercial decision maker.
• Excellent verbal/written communication skills. Willing to travel for up to 50% of time.
About the company
IWG has been at the forefront of flexible working for more than 30 years. With over 4,000 locations around the globe, spanning brands including Regus, Spaces, Signature and HQ, we have made it possible for businesses of all sizes to make the transition to hybrid working, empowering employees to work wherever and whenever is most convenient.
We help more than 8 million people and their businesses to work more productively, supported by a choice of professional, inspiring and collaborative workspaces, communities and services.
As the world’s leading provider of hybrid work solutions, with four times the number of locations compared to its nearest competitor, IWG is already working with over 80% of the Fortune 500 and counts businesses including Amazon, Netflix, EY and Uber amongst its customers.
Companies of all sizes are shifting to flexible working to lower costs, improve employee retention and lower their carbon emissions. The flexible workspace is expected to grow by 600% by 2023, when 30% of all office space will be hybrid. We are growing our network faster than ever to keep up with demand from customers as we work towards our goal of reaching 30,000 centres.
Carbon Neutral Workplaces
IWG’s purpose of helping everyone have a great day at work, while protecting people and the planet is at the heart of everything we do. We are proud to supply all of our customers worldwide with carbon neutral workplaces, and we have a strong climate action plan in place to help us achieve our objective of Net Zero emissions by 2040.
Leading Employer Award
IWG is proud to be the recipient of a Leading Employer Award in 2022, 2023, and 2024 Awarded exclusively to the top 1% of employers, the accolade is testament to our diverse global workforce and the role everyone plays in bringing our purpose, culture and values to life, every single day.
