The Commercial & Engagement Division is responsible for driving strategic engagement programs and initiatives that support Expo City Dubai’s objectives, delivering commercial, educational, and social value.These initiatives include attracting relevant and significant local and international entities to set up their headquarters within Expo City; developing programs that contribute to the transfer of knowledge and exchange of experiences; enhancing the City’s positioning as a hub of excellence and a center for innovation, education and sustainability; developing strategic partnerships; and integrating businesses, SMEs, educational entities, students, and innovators as part of a cohesive ecosystem.Opportunity ResponsibilitiesThe Senior Manager Business Development is responsible for leading and driving strategic growth initiatives and partnerships within the leasing sector. This role involves identifying and pursuing new leasing opportunities, fostering relationships with key clients, negotiating complex leasing agreements, and collaborating with cross-functional teams to achieve leasing objectives.The Senior Manager Business Development plays a critical role in expanding the leasing portfolio, maximizing revenue, and ensuring the long-term success and profitability of the leasing department within the organization.Main responsibilities for this role include: Strategic ResponsibilitiesConduct thorough market research to identify industry trends, competitive landscapes, average prices and potential opportunities for leasing servicesSupport the delivery and success of the commercial strategies for Expo City DubaiIdentify and target potential clients and partners who would benefit from our leasing and commercial offeringsDevelop and implement a business development strategy to meet or exceed revenue and growth targetsPrepare compelling leasing proposals and lead negotiations with clients, ensuring mutually beneficial agreementsDevelop the client relations requirements so that Tenants enjoy a seamless experience that also considers all policy and process governance requirementsOperational ResponsibilitiesAchieve/ exceed annual commercial targetsManage broker relationshipsBuild and maintain strong relationships with new and existing clients and identify opportunities for upselling and cross-selling leasing solutionsSupport and ensure that the strategic plan is executed and delivered uponEvaluate leasing opportunities for their financial viability, risk assessment, and return on investmentGenerate reports on business development activities and present findings to senior managementEnsure all leasing activities adhere to relevant regulations and compliance standards.Build and maintain strong, long-lasting strategic client relationships with global and local client databaseMeet with key customers to understand their business needs and objectivesEnsure solid account management and record keepingSupport in the development of any new or modified CRM or commercial system, as relevantEffectively communicate the value proposition through proposals and presentations, events and exhibitsUnderstand category-specific landscapes and trends, prepare reports regarding these trends for senior management on a quarterly basisEnsure tenanting is in line with the master development planning and guidelinesKeep track of all information related to document control, KYC, and agreementsDevelop, present, and oversee financial budgets on an annual and quarterly basis;Ensure all budgets and financial processes align with the team and organizational goals.Collaborate with executives, project managers, and cross-departmental leadership to set budget goals and ensure they're followedProvides forecast on anticipated revenue as requiredLiaise with the legal team to ensure that all lease documentation complies with laws and regulationsAssist in the preparation of lease documentationReview and renew expiring leases of existing tenantsDevelop an effective and efficient records management system for client databases, broker databases, lease contracts and department recordsEnsure the team provides the highest level of service to clients and potential clients.Establish and maintain effective and strong relationships with potential clientsEstablish and maintain a comprehensive reporting system for all leasing achievedReview client collections and ensure that they are paid as per the plan or that corrective measures are in place in case of delaysAny other duties as required People Responsibilities Support in the development of a robust leasing and customer service teamLead direct reports responsibly and proficiently, providing effective line management to direct reportsSet objectives and evaluate performance of individual direct reports and actively manage key personnel issuesEnsure that all staff acquire the required skills and knowledge through appropriate learning and development programmesEmbed culture and values by role modeling organisational behaviours through excellence, performance management, feedback and coachingEncourage frequent knowledge sharing between team membersSkills8+ years’ experience in real estate, preferably in commercial leasing with a strong background in the sustainability industry as well as:Knowledge of leasing sales processes and procedures, industry practices and governing lawsSincere enthusiasm for Expo City Dubai as a product and for the Expo City Dubai values, generating a genuine strong commercial narrativeExcellent communication, presentation and negotiation skillsDrive and energyExcellent understanding of industry trendsDemonstrate outstanding selling skills by the ability to prospect and qualify leads, identify customer needs, negotiate and close salesAble to train staff on selling techniques
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