拓展经理 Development Manager

Job Purpose 工作目的

Growing our network is one of our Strategic priorities so Partner Sales is our biggest investment. Our Partner Sales Managers play a critical role in selling and developing business partnerships at local, and regional level across all countries. They are proactive and passionate, capable of creating their own sales leads as well as rapidly converting centrally-driven enquiries.

快速扩展我们的灵活工作空间网络是我们的战略重点之一，因此网络发展是我们亟需加强和扩招的团队。我们的网络发展经理在指定的区域负责在各地与政府和办公楼业主建立紧密合作伙伴关系。他们必须积极主动、充满热情，不仅能够自主开发拓展渠道，找到办公空间运营的合作方，还能迅速将线上线下的咨询转化为实际业务。

The Programme 职位介绍

Launched in 2022, the aim of the Partner Sales Programme was to accelerate our growth. With over 1,500 partner deals signed, in over 50 countries, we have surpassed expectations. The exciting thing is we have the opportunity to further accelerate our growth by continuing to hire motivated and ambitious sales people who are highly results focussed. Successful Partner Sales Managers have earnt excellent commission and enjoyed some fantastic prizes through our incentive schemes. We have had a number of promotions and internal moves, and as we continue to invest in this programme the opportunities for career growth and personal development will continue to increase.

自2022年启动以来，网络拓展工作旨在加速我们的业务增长。两年多来，我们在超过50个国家签署了超过1500项合作伙伴协议，业绩远超预期。更令人振奋的是，我们有机会通过持续招募积极主动、注重结果导向的拓展人才，进一步推动增长。成功的发展经理不仅通过我们的激发励计划获得了丰厚的佣金，还享受到了诸多精彩奖励。随着我们不断加大对该项目的投入，职业发展和个人成长的机会也将不断增加。

 Key Responsibilities 主要职责

• Delivering new partner locations every year, increasing system revenue by £5m+ per annum.

每年通过品牌输出和经营托管的轻资产模式，新增灵活办公的网点，确保集团年收入增长超过5500万。

• Our target audience are building owners, franchise operators and competitors. We work with our partners under a variety of commercial structures which demands a dynamic and broad-based approach to business development.

我们的目标客户包括楼宇业主、特许经营者和竞争对手。我们与合作伙伴在多样化的商业模式下合作，采取灵活多变的商业发展策略。

• Good at establishing government relations and seeking partners of state-owned assets through investment attraction activities.

擅长建立政府关系，通过招商引资活动寻求国有资产的合作伙伴。

• Generating awareness and visibility of the IWG partnership proposition in the market by developing B2B connections

通过建立B2B联系，提升IWG合作方案在市场上的知名度和可见度。

• Identifying contacting and pitching prospective partners through a range of BD activities including networking, local canvassing and cold-calling.

通过参与网络活动、本地调研和电话营销等业务发展活动，识别、联系并推广潜在合作伙伴。

• Sourcing partners capable of delivering rapid growth of our network through conversion of existing buildings or by quickly securing new buildings.

寻找能够通过改造现有建筑或快速获取新建筑来加速我们网络扩展的合作伙伴。

• Selling the range of partnership solutions to all prospects, converting interest into commercial negotiations and securing board approval for new partnership deals.

向所有潜在客户推广我们的合作伙伴解决方案，将兴趣转化为商业谈判，并确保新合作伙伴协议获得董事会批准。

• Converting commercial discussions into signed contracts with the support of the IWG legal team.

在IWG法务团队的支持下，将商业谈判转化为正式合同。

• Spending a significant amount of time in the field, generating leads, meeting customers and closing deals.

投入大量时间进行现场工作，开发潜在客户，会见客户并完成交易。

 Required Skills, Experience & Qualifications 所需技能、经验和资格

• Work experience and background in commercial real estate, as well as office building owner and government relations resource, will help to get the job started quickly, But it's not a requirement.

商业地产方面的工作经验和背景，以及办公楼宇业主和政府关系资源，将有助于工作的快速开展，但不是必要条件。

• Sales and/or B2B business development experience in a fast-growing, dynamic business.

我们更看重具有在快速增长、充满活力的企业中销售和/或B2B业务发展的经验。

• Self-starter used to self-generating interest and focusing relentlessly on delivering results.

能够自我激励，习惯于自我驱动并专注于实现结果。

• Proven ability to find & convert deals quickly with tenacity and dedication

证明有能力快速发现并完成交易，展现出坚韧和奉献精神。

• Demonstrable track record of sourcing & delivering, at pace, multiple deals of a meaningful scale (£250k+ investment)

具有在快节奏环境中快速交付多个大规模交易（£250k以上投资）的记录。

• Self-sufficient, deal-focused and can-do mindset, willing to take risks to succeed.

自给自足，专注于交易，做事积极，愿意为成功承担风险

• Outstanding communications skills and the ability to present a compelling narrative to a wide variety of audiences, both large & small

出色的沟通技巧，能够向不同规模的受众呈现引人入胜的叙述。

• Able to work under pressure and to think independently to create interest in a proposition

能够在压力下工作，并独立思考以激发对提议的兴趣。

• Strong business and financial acumen to give others confidence & to give credibility to the selling process

强大的商业和财务洞察力，能够增强他人的信心并为销售过程提供可信度。

• Professional working proficiency in English and fluency in the local language of the country is mandatory

具备基本商业英语的读写能力，可以较顺畅地用英文与国外同事通过邮件和视频会议交流。

About the company 关于公司

IWG has been at the forefront of flexible working for more than 30 years. With over 3,500 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.

IWG在灵活工作领域已有超过30年的领导地位，目前为英国上市公司，总部在英国伦敦。我们在全球拥有将近4000个灵活办公的地点，旗下品牌包括Regus、Spaces、Signature和HQ，使各种规模的企业能够顺利过渡到混合工作模式，让员工能够在最方便的时间和地点工作。我们为超过800万个人及其企业提供支持，提供专业、鼓舞人心和协作的工作空间、社区和服务，帮助他们更高效地工作。作为行业绝对领先的混合工作解决方案提供商，我们全球的地点数量是最近竞争对手的四倍。在中国我们覆盖了大约35个城市，建有130多家灵活办公中心。IWG已与超过80%的财富500强企业合作，客户包括亚马逊、Netflix、EY，字节跳动和华为等。随着各种规模的公司转向灵活工作以降低成本、提高员工留存率和减少碳排放，灵活工作空间预计到2023年将增长600%，届时30%的办公空间将变为混合型。为了满足客户日益增长的需求，我们正在以前所未有的速度扩展我们的网络，目标是达到3万个中心。

Carbon Neutral Workplaces 碳中和工作场

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.

IWG致力于帮助每个人在工作中度过美好的一天，同时保护人类和地球，这是我们所有工作的核心。我们自豪地为全球所有客户提供碳中和工作场所，并已制定强有力的气候行动计划，以实现到2040年达到净零排放的目标。

Leading Employer Award 领先雇主奖

IWG is proud to be the recipient of a Leading Employer Award in 2022, 2023 and again in 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.

IWG在国际上自豪地连续获得2022年、2023年和2024年的领先雇主奖。这一荣誉仅授予顶尖雇主，证明了我们多元化的全球员工队伍以及每个人在实现我们的宗旨、文化和价值观方面所发挥的关键作用.