Job purpose
To support the Partners in leading, a busy and pro-active Sussex Coast Agency team.
The role includes actively targeting, pitching winning new opportunities for the team, building inspections, viewings and general agency work, including calling applicants designing and implementing marketing campaigns and keeping clients updated on progress.
The role is varied dealing with Warehouse & logistics properties, offices, retail and development sites. A confident manor meeting people and on the telephone is essential.
Role Dimensions
Financial data.
* Responsible for achieving both personal and team targets
* To actively participate in generating increased fee income for division across the region to achieve targets
Total number of employees for whom you have line responsibility
* 1-2 team members
* Ensure that all of the team are motivated, hard working, pro-actively seeking marketing & seeking new opportunities and delivering their targets set
Other data
New Business
* Promote the company’s general interests
* Identify and pursue opportunities for new business with existing and potential clients
* Develop and maintain contacts in the local business community who may lead to new opportunities
* Cross sell with other departments and SHW offices and cross sell expertise for new business opportunities 25% of target as per CD&R’s
Key Responsibilities:
* Client Management -To ensure that clients (both existing clients and potential clients such as new applicants) are provided with a professional and knowledgeable service on the disposal and acquisition of business space buildings and sites.
* Marketing - Responsible for both the marketing of the services that the company offers and the buildings that are available, to ensure that the Company’s services are fully promoted and understood by existing and potential clients.
* Fee and Cost Management - Responsible for ensuring that all fees and other costs are monitored and processed in a timely way so that income and profit targets are met.
* Professional and Personal Development – Responsible for identifying and addressing the relevant development requirements for the job; and ensuring that the appropriate skills and technical knowledge are evident.
* Compliance and administration – Comply with and maintain all the relevant professional and in-house procedures and standards, so ensuring good practice and consistency for the department and Company is achieved.
* Knowledge – Have Office and Industrial data up to date and Development Opportunity Schedules efficiently actioned.
* Maintain databases/websites with property details
* Respond to enquiries for property details/brochures
* Communicate effectively and professionally with clients and applicants via telephone calls, letters and e-mails
* Comply with the administrative procedures, personnel and safety procedures, and codes of conduct, as laid down by the Company, and observe requirements of the Company’s Quality Manual.
* Research and provide statistical and other information as and when requested.
* Maintain strict confidentiality in all matters concerning the company and its clients.
* Keep up to date with any changes or proposed changes in legislation, Codes of Practice or Directives pertinent to your work.
* Attend meetings and record minutes as and when requested.
* Provide other ad-hoc support and to the various teams
* Any other reasonable duties that maybe request from time to time.
Communications & working relationships
Internal
* Fellow business space agents
* Share and exploit internal knowledge and resources (like Alcium / databases / lease events etc);
* Respond to client needs;
* Undertake tasks allocated efficiently and within an agreed timeframe.
2. Other profit centre managers
* Identify cross servicing opportunities.
External
* Clients
* Professional bodies
* Local council
* Competitors
* Networking events
Key performance indicators
Financial – e.g. income, profit margins, debtor days, billing times
* Ensure delivery of the personal & team targets are set
* Have knowledge of the overall SHW target and the importance of meeting the target set. (I.e. to pay staff & suppliers)
* Chase & keep debtors to a minimum
Service standards – e.g. up to date knowledge of client needs
* Ensure clients are regularly contacted (even if no current work)
* Keep clients regularly updated
* Have competitor knowledge to give you the edge
Compliance and Administration
* 100% reports in standard format
* 100% compliance of QA & Company standards
* Accounts submission on timely basis (timescale - to be agreed)
1. Personal Development
* Review and ensure all tasks in CD&R completed
* Development plan in place
Person specification
Knowledge, skills and experience required
Knowledge
* MRICS qualified
* Able to demonstrate an up to date knowledge of owners and occupiers (desirable)
* Able to demonstrate knowledge of potential new markets appropriate to their region / town (desirable)
* Able to demonstrate knowledge of current legislation that affects the building, development, marketing and letting of commercial space (desirable)
* Knowledge of up to date and the most effective sales and marketing methods (desirable)
* IT literate, with an ability to use IT as tool to support work, through effective use of databases, websites, in-house templates (essential)
Experience
* Work experience in surveying firm with client interaction and sales completed.
* Able to demonstrate ability to generate new clients and profitable jobs
* Experience of the commercial markets (desirable)
Skills
* Problem solving – able to solve problems effectively and creatively
* Negotiation – able to prepare for and conduct effective negotiations
* Time management – able to organise yourself and manage your time effectively
* Report / letter writing – able to produce readable grammatically correct written reports and letters which are clear, logical and persuasive
* Selling – able to obtain someone’s commitment to buy your service and or your client’s building
Behaviours
* Influencing – able to influence clients and applicants to achieve positive outcomes in relation to proposals, and plans and working relationships
* Persuasiveness – able to understand the needs of the client / audience and respond accordingly by modifying or changing the communication style (written or verbal)
* Initiate action – recognises, creates and seizes opportunities to implement plans and ideas to achieve business objectives
* Tenacity – demonstrates perseverance over a period of time to achieve objectives, irrespective of obstacles
* Thoroughness – pays attention to detail and accuracy; ensures that activities and task are handled correctly and completed on time
* Adapting to change – responds constructively, enthusiastically and flexibly to changes in team, market and work
SHW is committed to encouraging respect, diversity and inclusion among our workforce and eliminating discrimination. The aim is for our workforce to be representative of all sections of society, and for each employee and client to feel respected in an equitable environment.
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