As our client continues to expand its community with new locations in leading tech ecosystems across Europe, they are looking for an experienced leader to manage new business revenue and occupancy across all locations in Europe.
Working alongside the CCO and CPO, you will take a leading role in the new business sales strategy, capturing customer feedback and validating new products through new business sales opportunities. In addition, you will be responsible for the proactive management of Area Sales teams, driving existing locations revenue growth, as well as building a strong new business pipeline to activate new locations that are set to open in 2019/20.
What you’ll be doing
Global strategy. Working alongside the leadership team, you will work to develop new building activation strategy, global growth strategy, and retention strategy. As they grow the business into new markets across Europe you will utilise your knowledge of the market, your network, feedback from your team, and your commercial acumen to develop and implement a strategy that supports the company achieve its vision.
Activation. Working to support the Sales function in new territories, you will work to achieve occupancy targets of 100%, and meet revenue targets set out by the leadership team.
Global revenue management. You will be responsible for driving revenue cross-functionally across New Business and Community teams. This means overseeing the revenue growth of workstations sales as well as all new product and additional services revenues across all locations in Europe.
Leading a World Class team. You will manage and motivate a large team of ambitious team members in territory and central teams. As a central ambassador for the team to look up to, you will need to inspire collaboration and engender trust with your teams to ensure they work together to meet sales targets for both workstation revenue and new product revenue.
Driving efficiencies. The wider team will rely on your ability to interpret management reports. You will be required to understand cross-functional strategies in Marketing, Product and Operational departments to create understanding and alignment between teams. You will need a solid understanding of the unit economics of the business and be able to use this to shape and contribute to Sales strategies that ensure the financial growth of the company.
Research. Your teams should have a clear and consistent methodology for collecting market intelligence, feeding this back into the team to allow us to analyse the changing landscape of the market. Always with your finger on the pulse, you will know what’s going on in the market and understand how to translate that back into Sales efforts.
Innovate through the use of the most relevant software platforms, you will develop retargeting and business development processes that optimise lead generation and build a healthy pipleine of new businesses to sell their products to.
Business development. Take a lead role in developing business with key persons of influence, ecosystem partners, and incubators/ accelerators in order to better identify the best-in-class startups and scale-ups to work with.
Nurture existing business. Leverage the existing community to help growth. Hold key relationships with Founders within the community and work with them to help them succeed.
What you’ll bring
Strong leadership communication skills, empathy for their members, passion and drive
Solid understanding of the tech ecosystem and investment scene across Europe
5-10 years experience in enterprise sales, negotiating high value sales (£500K-£1m)
Proven ability to recruit, coach and manage a large team (5-10+ years experience)
Fluent in workspace sales techniques and understanding the drivers of growth ❏ Knowledge of tech ecosystem (tech startup/ scale-up sector)
Strong understanding of Commercial Real Estate market and product
Willingness to travel regularly
Ability to make meaningful connections with influencers, partners and prospects quickly
Ability to and willingness to get stuck in if required