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For Companies At a Glance
- Tasks: Drive new revenue growth and expand enterprise customer relationships through proactive outreach.
- Company: IWG is a leader in flexible working, with over 3,500 locations globally.
- Benefits: Enjoy remote work options, a diverse culture, and opportunities for international travel.
- Why this job: Join a top employer focused on sustainability and empowering businesses to thrive in hybrid work environments.
- Qualifications: Proven B2B sales experience, strong negotiation skills, and ability to engage C-level stakeholders required.
- Other info: Be part of a company committed to achieving Net Zero emissions by 2040.
The predicted salary is between 43200 - 72000 ÂŁ per year.
Join to apply for the Enterprise Sales Manager (ESM) role at International Workplace Group plc.
1 week ago Be among the first 25 applicants
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.
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.
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 required.
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 broad‑minded 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.
Seniority level
Mid‑Senior level
Employment type
Full‑time
Job function
Sales and Business Development
Location
Edinburgh, Scotland, United Kingdom
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Enterprise Sales Manager (ESM) employer: International Workplace Group plc
Contact Detail:
International Workplace Group plc Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Enterprise Sales Manager (ESM)
✨Tip Number 1
Familiarise yourself with the enterprise customer buying journey. Understanding how large organisations make purchasing decisions will help you tailor your approach and engage effectively with C-level stakeholders.
✨Tip Number 2
Network strategically within the commercial real estate and flexible workspace sectors. Attend industry events and connect with brokers and consultants who can provide valuable referrals and insights into potential clients.
✨Tip Number 3
Develop a strong understanding of IWG’s suite of solutions. Being well-versed in our offerings will enable you to present tailored solutions that meet the specific needs of enterprise clients, enhancing your credibility during discussions.
✨Tip Number 4
Showcase your ability to manage long-cycle deals by sharing examples of past successes in similar roles. Highlighting your experience in navigating complex sales processes will demonstrate your capability to excel in this position.
We think you need these skills to ace Enterprise Sales Manager (ESM)
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in B2B prospecting, business development, and solution selling. Use specific examples that demonstrate your ability to meet and exceed sales targets.
Craft a Compelling Cover Letter: In your cover letter, express your understanding of the enterprise customer buying journey and how your background aligns with IWG's mission. Mention your experience with C-level stakeholders and your adaptability in complex sales environments.
Showcase Your Achievements: Quantify your achievements in previous roles, such as revenue growth or successful account management. This will help illustrate your capability to generate profitable new revenue and maintain executive-level relationships.
Research IWG: Familiarise yourself with IWG’s brands and their approach to flexible working. Understanding their market position and values will allow you to tailor your application and demonstrate genuine interest in the company.
How to prepare for a job interview at International Workplace Group plc
✨Understand the Enterprise Sales Landscape
Familiarise yourself with the enterprise sales process, especially in B2B environments. Be prepared to discuss your experience in prospecting and converting leads, as well as how you manage long-cycle deals.
✨Showcase Your Relationship-Building Skills
Highlight your ability to build and maintain executive-level relationships. Prepare examples of how you've successfully engaged C-level stakeholders and tailored solutions to meet their needs.
✨Demonstrate Commercial Acumen
Be ready to discuss your understanding of market trends and how they impact enterprise customers. Show that you can identify opportunities for growth and articulate how IWG's solutions can benefit potential clients.
✨Prepare for Scenario-Based Questions
Expect questions that assess your problem-solving skills in complex sales situations. Think of specific scenarios where you've navigated challenges or ambiguity, and be ready to explain your thought process and outcomes.
