Associate Director, Sales - West

Location

Mumbai | India

Job description

About us

WeWork is a global platform for creators, providing hundreds of thousands of members around the world with space, community and services that enable them to do what they love and create their life's work.

WeWork India, is run by the Indian real estate conglomerate, Embassy Group and commenced operations in 2017. Currently, it has over 62,000 members and 43 locations and six cities in India - Bengaluru, Mumbai, Gurugram, Noida, Hyderabad, and Pune. Its portfolio comprises small and medium enterprises, start-ups, large businesses, freelancers, etc. Our mission is empowering tomorrow's world of work.

Flexibility is paramount in today's workforce and the WeWork India team is laser-focused on fuelling growth opportunities and fortifying its position as the leading flexible workspace brand with customisable and innovative solutions for all businesses. In October, WeWork India made its first investment in Bengaluru-based conferencing and collaboration platform, Zoapi. Founded in 2019, Zoapi is a unified conferencing and collaboration solution provider for enterprise companies, coworking spaces, and education centres.

WeWork India's latest brand campaign, showcases the breadth of products at WeWork India which makes it the ideal end-to-end workspace solutions provider in a hybrid and flexible world. WeWork's products include digital offerings like On-demand, All Access, Managed Office by WeWork, and its space as a service portfolio consisting of private offices, custom build offices, and conference rooms, among others.

WeWork India is the country's leading flexible workspace provider that offers a personalised experience to different types of professionals with varied needs through its innovative and customised offerings. WeWork India is home to a community of diverse set of people - from innovators to visionaries to dreamers and go-getters, making it a space where people meet and inspire each other to achieve greater heights of success.You can learn more about our team and organisation. Read more about ourcode to understand how we do things.

About the role

WeWork is looking for a talented senior leader to run the Desk Sales, Digital Sales and Managed Offices business for the West (Mumbai and Pune). The incumbent will be responsible for the strategy, business development and managing the end-to-end sales process, leading the team to achieve challenging sales targets, building and investing in the team culture, hiring and developing top talent, and collaborating with internal and external stakeholders.

About Managed offices

• Managed offices typically offer private, fully furnished office spaces that are leased to individual companies or teams. These spaces are often customized to suit the specific needs and branding of the tenant/ client/ member.
• Managed offices usually involve longer lease terms compared to coworking spaces, which can range from a few months to several years. Tenants have more stability and control over their dedicated space.
• While managed offices may offer shared amenities such as meeting rooms, kitchens, and reception areas, the focus is primarily on providing dedicated, private workspace for tenants.
• Managed offices can accommodate the growth of a company by offering the flexibility to expand the leased space as needed, usually within the same building or campus.
• Managed offices are often preferred by established businesses, corporate teams, and larger organizations that require privacy, branding control, and a consistent work environment.
• Major cities like Mumbai, Delhi, Bangalore, Hyderabad, and Chennai have been the primary hubs for managed offices in India, accounting for a significant portion of the market.
• Both domestic and international operators (WeWork, Smartworks, Skootr, TableSpace, Simpliwork, Indiqube) have been actively expanding their presence in India's managed offices market, opening new locations and investing in infrastructure to cater to growing demand. This expansion has led to increased competition and innovation within the sector, with operators offering a variety of amenities and services to attract tenants
• Managed offices in India cater to a variety of industry verticals, including technology, finance, media, healthcare, global capability centers and professional services. Different operators may specialize in serving specific industries or target a broader audience to maximize occupancy rates and appeal to a diverse range of tenants.
• The scope of managed offices in India also encompasses evolving trends such as hybrid work models, wellness-focused spaces, sustainability initiatives, and enhanced technology integration. Operators are continually adapting their offerings to meet changing tenant preferences and workplace trends, ensuring the relevance and competitiveness of managed office spaces in the market.

Roles and Responsibilities:

• Ensure WeWork India are the market leaders in both the desk sales and managed offices business in the territory
• End to end business development to transaction management, from identifying leads to bagging the deals for the managed office business in the territory
• Ensure the most profitable deals and reputed logos are sought after and closed in the shortest possible turnaround time to ensure we achieve a clear competitive advantage in the market
• Create and develop a long-term plan and strategy. Develop strong working relationships with the brokerage community externally and internally with pricing, finance, and marketing teams. End to end management of the sales process i.e. business development, closure, retention, expansion and reduction of churn.
• Ensure all deals are based on positive margin, assets have a long term impact on the growth of the business and we have a Day 2 plan at the exit of a member/client
• Manage key relationships with both members and brokers and developing multiple channels
• Develop new marketing tools, presentation decks and proposal formats, along with the marketing teams. Ensure that our marketing spends are within the prescribed budgets at the beginning of the year.
• Proficient in analytics to identify growth areas and execute
• Provide leadership, coaching and mentorship for growth and development of the team

Experience and Qualifications:

• Experience with a real estate background with 15+ years of experience
• Good commercial mindset and full comprehension of business, marketing and sales principles
• Ability to understand market dynamics, pricing strategies and long-term programs for the asset/client
• Ability to maximize revenue, profits and our member experience for this assigned business segment and work cross-functionally and with senior management to ensure efficient and effective execution of strategy and roadmap
• Ability to increase sales and profitability of the business to drive sustainable growth
• Exceptional communication and cross-functional collaboration skills are key in this role
• Extensive experience in understanding target consumer trends and the real estate environment will be an added advantage
• Go-getter, ability to look for market opportunities and be able to drive execution through thoughtful strategy

Equal Opportunity Employer

WeWork India is an Equal Opportunity and Affirmative Action Employer. We celebrate diversity and are committed to creating an inclusive environment for our employees and members. Employment decisions are made without regard to race, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, veteran status or other characteristics protected by law.

We expect all employees to embody our values and all aspects of employment including the decisions to hire and promote, are based on merit, competence, performance and business needs.

Our total rewards philosophy is aimed at providing compensation that is competitive, performance linked and helps us attract and retain the talent we need to drive our business forward and serve our members. As part of WeWork India, our commitment to you is that you'll be surrounded by career opportunities in a culture that fosters collaboration, flexibility and inclusion.

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