Area Director – Multiple city coverage (based in Melbourne) Full Time

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.
• Ensure we consistently deliver exceptional customer service to improve occupancy.
• Deliver the highest level of centre standards through compliance with our operating model
• 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.

Source: Regus Career Page