What are the responsibilities and job description for the Enterprise Sales Manager (ESM) position at IWG?
Enterprise Sales Manager
Remote Position- Location Nevada
About the company
IWG is the global operator of leading workspace providers with 3,400 locations across 128 countries. Our companies help more than 2.5 million people and their businesses to work more productively. We do so by providing a choice of professional, inspiring and collaborative workspaces, communities and services.
Digitalization and new technologies are transforming the world of work. People want the personal productivity benefits of living and working how and where they want. Businesses want the financial and strategic benefits. 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. They want choice.
We provide that choice through our diverse workspace brands, Regus, Spaces, HQ, Signature and No18, together with our global network of thousands of locations located in every business hub on the planet. We create personal, financial and strategic value for businesses of every size. All of them harness the power of flexible working to increase their productivity, efficiency, agility and market proximity.
Join us at www.iwgplc.com
Job Purpose
The Enterprise Sales Manager will maintain and expand in-country relationships with strategically important Enterprise customers (Key Accounts). The primary objective of the role is to generate profitable new revenue for IWG.
Enterprise Sales is a core part of our strategy and presents us with a substantial opportunity to deliver innovative, flexible and more cost-efficient occupancy solutions to large companies who would benefit from buying multiple products across multiple locations. This requires an individual who can visualize the big picture and understand all the little things that must come together for the customers best-fit solution.
Key Responsibilities
- Develop, expand, maintain and report on a pipeline of qualified sales opportunities
- Generate profitable new revenue to achieve agreed sales targets on designated Enterprise Accounts
- Develop and maintain top-level relationships with designated accounts to establish a clear and comprehensive understanding of customer needs across the complete spectrum of IWG solutions
- Work with assigned third party corporate advisors (agents, corporate real estate specialists, management consultants etc.) to create IWG sales opportunities with their clients
- Partner with Operations and Sales colleagues across relevant geographies to ensure consistent customer experience and to develop clear plans for target customer solution development
- Share relevant feedback from Enterprise customers to support the continuous improvement of customer service and solution enhancement
- Support other strategic business development activities as require
Required Skills, Experience & Qualifications
- Bachelor’s degree preferred or equivalent work experience.
- B2B solution / service sales and business development background
- Ability to work with customers to map out appropriate product sets and contract structures
- Experience of working within a matrix organisational structure
- Proven ability to develop, manage, track, and close large deals. Track record of regularly exceeding targets
- Proven track record in selling to large companies
- Excellent communicator and ability to develop relationships and influence up to board level
- Strategic thinker, with a commercial results-driven bias
- Flexible and broadminded with a “can-do” attitude, possessing a disciplined approach to business development
- Motivated, self- reliant, ambitious, and looking to join a team with significant growth aspirations.