Run your own small business within the security and systems of an international company with a successful track record since 1978.
You manage your area in its entirety, and therefore you can see how you and your team are performing. Your Profit and Loss statement, sales conversions, client termination churn and team turnover all tell a story. Your performance and bottom line will judge you. Your job is to make a profit. You do not need to create your own system or templates. The system and standards are in The Library for you to follow, and supportive training to guide you to win.
Serviced Office performance measures:
- Convert 1 in 6 Office enquiries
- Office client churn not to exceed 60%
- Maintain floor occupancy levels above 85%
- Increase revenue month on month and year on year Exceed the operating profit as projected with your General Manager for your location
- Ensure ‘loss on sale of product’ does not exceed projected amount per month
- Team churn not to exceed 40% per annum
Key attributes:
Attitude: positive, enthusiastic, confident, approachable and a great smile
Communication skills: active listener, friendly, respectful, responsive, confident
Customer service focused: genuine interest to help others, subscription builder
Professionalism: invested in the business, well presented, career oriented
Leadership: leads by example, engages team members, makes business decisions, proactive
Management skills: time management – works to deadlines, eye for detail, solves challenges
Results oriented: motivated to achieve, want to win
Culture fit: positive energy, sticks to the system, adds value
Management position summary:
Sales
- Study ‘How to Create a Buyer’, and learn the sales presentation verbatim.
- Sell with enthusiasm, explaining the unique differences that make a client successful in
- Over the phone, the aim is to book your Office enquiry in to tour the office. (Never provide an Office Proposal to an enquiry without touring).
- Every enquiry will receive a demonstration/s of the company communications and technology. Ensure you understand its power, issue a trial number in front of the enquiry, and demonstrate any other relevant technology.
- Learn and manage the ‘Trip to Sale’ for all enquiries, and train your team to handle enquiries with priority and to the standards.
- Walk the floor three times per day to ensure five star presentation. The demonstration office is set up to the specifications, and all Offices are presented with wow factor – it creates a buyer.
- Take Virtual Office and Coworking enquiries when they are transferred to you. The aim is to sell the Virtual Office over the phone, and invite Coworking enquiries in to tour the space. Ensure you are confident in the product, benefits to the clients and can close these enquiries.
- Always offer the deal given to you by Head Office to your enquiry and make the sale. Understand the power of your ‘Rent Free’ deal (it stops your clients from churning), and never amortise the rent in the billing system.
- Follow up enquiries keeping Wombat up to date, and driven to close sales.
Global IT network:
- A sound knowledge of all capabilities, systems, services, and network:
- Our broadband, unique WiFi security
- Cisco IP Phones, Call Manager, Worksmart call screen, Intercept, Least Cost Routing
- Unified Communications, Onefone, Onefax
Sales administration:
- Follow the sales templates in The Library
- Keep CRM/MyFloor/Wombat up to date with correct sales notice details, correspondence and Service Agreements uploaded.
- Keep your floor map up to date online.
- Ensure Service Agreements and Direct Debits are correctly executed.
Stabilise team:
- Hire a great team of skilled, motivated individuals, paying salaries above the market rate, (no recruitment agencies to be used).
- Ensure you maintain a balanced team (as per The Library standard) to service the clients and grow the business.
- Create a positive and enjoyable work environment. You achieve this by walking onto your floor with a smile, positive attitude and assist your team in achieving goals rewarding with the motivation budget, and train your team to The Library guidelines.
- Hold team meetings to motivate, educate and reward your team every six weeks.
- Involve your General Manager or organize a guest speaker quarterly.
- Distribute minutes of meetings to all team members and General Manager within 48 hours.
- Discuss with your team the client’s business; find out what the clients need and how we can assist/help them. Train your team to exceed client’s expectations.
- Conduct performance reviews with your team to measure skills, training, discuss goals, successes and targets. Review team Job Description and performance evaluation.
- Celebrate your sales and client success with your team.
Stabilise clients:
- Client Welcomes and Happy Calls with your team to the standards in The Library for every client from day one, and continue to onboard over 6-8 weeks to learn how you can support the client.
- Complete a minimum of 4 “How can we help you” (80/20) meetings per month, to further understand the client’s business, progress, and ways we can support them with subscription solutions. Submit report details to your General Manager.
- Attend to all client queries or concerns within 24 hours.
- Deliver quarterly networking functions on your floor to foster Community, and facilitate business introductions for stabilization.
Client terminations:
- Understand and explain the ‘Resell Comparison’ which demonstrates the real costs and financial benefits when setting up a business for up to 10 people in traditional office space.
- Aim to re-sell clients who provide termination notice.
Make a profit:
- Review monthly profit and loss statement; compare your performance in the current period against the previous month and previous year, and improving profits. (After your first 6 weeks).
- Know your projections for the month and year.
- Actively audit and increase subscriptions.
Accounts:
- Ensure supplier invoices have been on-charged to clients with appropriate mark-up.
- Ensure all cheques and cash are banked on the same day.
- Accurately receipt client payments in accounting system from bank statement/receipts.
- Following up collect payment from outstanding clients meeting collection targets on 15th, 21st, and 25th of the month.
- 95% of all Virtual Office and Coworking clients should have a credit card on file and Office clients should be paying via Direct Debit.
Billing system:
- A sound knowledge of your billing system.
- Set up of clients correctly in accounting system; ensure all items on the Service Agreement are properly entered, rent increases entered and occur automatically.
- Ensure your team are using Task Timer and charging correctly daily. Check grammar, charge and correct codes etc.
- Audit recurring charge items twice per year.
- Accurate and timely client invoice preparation and distribution by the 1st of the month.
General:
- Ensure all floor equipment is maintained – there is no maintenance budget. Ensure a sound knowledge of your equipment; photocopier, TV, Smartboard, Video Conferencing.
- Liaise with theIT to ensure IT and Communication records and equipment are maintained.
- Liaise with building management to ensure directory board listings are updated, and the building is maintained.
- Liaise with local telephone directory listing agency to ensure they are updated.
- When invited, attend Management Meetings, returning to your location and actively training your team with the information.
- Report regularly and honestly to your Manager.
Administration:
- Keep a daily master list in your diary on Outlook.
- Maintain an accurate petty cash float and obtain regular reimbursements.
- Ensure Coworking lounge and day suite systems are maintained for Virtual Office and travelling clients.
- Ensure accurate mail systems are followed and maintained, as per The Library guidelines.
- Ensure manuals for all equipment, ITS and Team Manuals remain propriety information and never to be given to a client or external person. Manuals are never to be taken off the floors.
General knowledge:
- Real estate prices per 100sqm/30 tsubo in your city.
- What is happening in your city? Have a good commercial knowledge base.
- Attend networking events – minimum 1 per month.
- Be a student of your market.
Personal:
- Grooming/dress code is professional and suitable style for a prestigious environment.
- Lead your team by example.
- Be honest and always talk up to your Senior Manager and do not involve your team in your personal life.
- Have a “buddy” at managerial level.
- Smile! Have fun
Pay: From £50,000.00 per year
Benefits:
- Health & wellbeing programme
- Private medical insurance
Work Location: In person
