Area Sales Manager
Regus - Palo Alto, CA

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The Area Sales Manager ( ASM) is responsible for generating new business for Regus. The ASM will generate enquiries, deals and revenue by taking a proactive approach to planning and closing business. As a sales professional, the ASM is expected to achieve and or exceed defined sales targets and metrics, such as pipeline management, activity rates; calls/meetings/visits, conversion ratios, deal volumes resulting in a high rate of sales with a good margin.

Key Responsibilities:
Business Development

Executes a call strategy aimed at: commercial property agents, 3 rd party contacts, local companies, and local partnerships in order to generate new business.
Organises and conducts regular presentations to commercial agents/local companies and potential local business partners
Consistently produce referral business from a portfolio of local accounts, partnerships and neighbouring businesses with a clear focus on generation of business revenue streams across all products locally and across the entire Regus network ( export business).
Consistently achieves KPI’s on activity: Calls, Meetings face to face, Tours , Networking events.

Sales Performance

Drives high conversion of all products through effectively following the sales process, ultimately resulting in a positive impact to the occupancy and profitability.
Meets or exceed the sales targets/metrics, such as price & margin, revenue targets, deal volumes and conversion ratios for local and export KPI’s.
Utilizing the sales tools provided conduct perfect tours per Regus process offering a customized solution through consultative selling.
Participates in and adds value to team meetings and training sessions regularly as the business demands

Business Process

  • Reports sales activity accurately daily, weekly and monthly as per Regus sales process.
  • Ensures cohesive communication and delivery of contract within local team in order to create a seamless transition for the prospect becoming a Regus customer.
  • Using Regus approved marketing channels to self generate consistent streams for new enquiries and deals
  • Develops a high level of real estate and territory knowledge within all the following areas: competition, industry segments, market segments, target companies
ASM 2012 Expectations

Activities ( tours/meetings)

80 p/mth ( 4 per day, 2 self generated)

Meetings ( company/brokers)

20 p/mth ( 1-2 p/day)

Deals p/mth

15 - 20 deals ( a deal a day)

  • Office
8 to 10

  • VO
3 to 4

  • BW/ Enterprise
3 to 4

  • Workplace recovery
1 to 2

"Selling the world" deals

1 p/mth ( 3 per quarter)

Company sign ups

1 p/mth

Partnership sign ups

1 per quarter

Brokers

20 Meetings, 10 enqs, 3 deals p/mth

Tour to deal conversion

> 50%

Essential Skills and Abilities

Persuasiveness/Sales Ability – Identifies customers needs, customizes approach, demonstrates how service fits and responds to objections appropriately, closes deals.
Adaptability/Flexibility – Able to respond quickly to changing demands, processes and updated information.
Teamwork/Collaboration – Supports business unit’s initiatives and goals, co-operates and demonstrates positive attitude toward others; will assist in all areas as needed.
Planning/Organizing Work – Sets priorities, establishes objectives/milestones, schedules activities effectively and submits accurate and timely reports.
Communication Skills – Excellent phone skills, thinks on their feet, presents logically, listens to client needs, responds to objections, and creates interest in product.
Initiative – Takes action, initiates calls in pursuit of sales.
High Energy – Maintains high productivity/activity level.
Values and Culture – Sets high performance standards for self and the organization, embodies values of Regus.

The candidates could have either of the below experience ( or background) in order to be considered for the role:

Background Sales Experience:
Previous experience selling products or service solutions through direct sales within a business-to-business sales environment. ( not necessary for Grads)
Experienced at presenting to groups of prospects.
Proven success in self lead generation and business development
Previous experience of brand-responsibility and acting as a key representative spokesperson of the company whilst in the field
Professional and clear communication skills coupled with the ability to network at a high level and build strong business relationships.
Proven objection handling, prospecting and negotiation skills.
Flexibility to work the hours required to solicit new leads, make contact with prospects and ultimately convert prospects to customers.
Intermediate level of MS office; Word, Excel, PowerPoint and Outlook
Customer service focused at all times with the ability to remain flexible and calm in high pressure or continually changing situations.
3-5 years of work experience, in a similar role
College degree preferred

OR

University Graduate:
Professional and clear communication skills
Interest in developing objection handling, prospecting and negotiation skills.
Flexibility to work the hours required to solicit new leads, make contact with prospects and ultimately convert prospects to customers.
Intermediate level of MS office; Word, Excel, PowerPoint and Outlook
Customer service focused at all times with the ability to remain flexible and calm in high pressure or continually changing situations.
College graduate degree

Regus - 20 months ago - save job - block
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