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, Signature, HQ, TOO and No 18), commercial real estate brokerage and managed office solutions.
About the job
The Network Development Director (“NDD”) is a pivotal, in-country role, responsible for delivering the network growth of all IWG locations across all our brands (Regus, Spaces, Signature, HQ and Basepoint). The NDD is accountable for communicating the growth in the flexible work market and selling the opportunities of the IWG 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 variety of deal structures.
KPIs
Deal volume and type and Capex management.
Key Areas of Responsibility
Network Planning & Reviews
- Contribute to writing the business plan to deliver IWG growth targets.
- Benchmarking existing Business Centre performance and competitor performance
- Planning activities by channel; agents, marketing, events, etc.
- Planning best fit brand / products to target local demographic
- Periodic reviews to track and amend activities to deliver the plan
Network Development
- Generating and maintaining working relationships with property owners, developers, investors and real estate agents
- Manage search activities
- Position and explain the IWG proposition to agents and prospective landlords/partners in the market
- Site selection/evaluation within the region, working closely with agents and key stakeholders within the business
- Identify landlord or developer opportunities to build strategic initiatives
Sales and Negotiation
- Develop and maintain a pipeline of growth opportunities
- 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
Other
- 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
Key Skills, Experience & Competencies
- Multi-lingual – Arabic a major advantage
- Well connected within the Real Estate market in the Middle East.
- Strong experience of brokering large franchise/asset deals e.g. Branded Hotels with corporations or High Net Worth individuals.
- Commercial focus – ability to plan and analyse return on property spend
- Strong communication and interpersonal skills, able to persuade, 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
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