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 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 Vice-President, Commercial is responsible for developing key growth sales strategies, tactics and action plans for the Commercial team. The role will be accountable for meeting annual revenue targets, providing guidance to senior management on customer and market trends, through in-depth market analysis, which will enable management to make commercially sound decisions on pricing and revenue. The VP will be responsible for pursuing new business opportunities and partnerships that align with the organisation’s strategic goals, leading and managing all day-to-day activities related to the commercial function with a focus on building long-term, value-based business and partnership relationships that enable achievement of leasing objectives.The main responsibilities for this role include:Strategic ResponsibilitiesIn conjunction with the Strategy and Development team, fully integrate the approach to partnerships ensuring alignment with the sponsorships teamDevelop a strategic approach to new business pipeline development, primarily focused on leasing of retail and office spaces, aligned with our purpose of creating a global community with a vision to champion innovative and sustainable living, thinking and collaborationClose leasing sales based on annual revenue targets, balancing profits and costs as well as the reputation of Expo City DubaiMaintain relationships with existing tenants and establish new relationships with potential tenants, with a focus on attracting new global business to Dubai, in line with ECD’s values and objectivesEnsures 3rd party brokers market Expo City Dubai assets effectively and strategicallyProvide strategic guidance and thought leadership to the leadership team on emerging and current leasing market trends and business opportunitiesExpand the profile and reach of Expo City Dubai and its businesses and promote its products and servicesIdentify relevant events and third party platforms to represent and strategically position ECDOperational ResponsibilitiesDevelop, implement and manage the business plan and strategic commercial strategy to ensure that Expo City is well positioned across existing and emerging markets and market segments, therefore achieving and exceeding revenue and profit forecastsDevelop, implement and manage rates structures and strategies through market data review and demand analysisFulfil requests for proposals and information from potential partners and customersConduct webinars and presentations to raise the awareness of Expo City Dubai’s commercial opportunitiesAttend and participate in industry events, keeping Expo City Dubai at the forefront of people’s mindsLead negotiations and deal-making activities, letters of intent, leases and other related documents, ensuring profitability for Expo City DubaiOversee the delivery of services and solutions to tenantsKeep up to date with emerging leasing market trends and how these impact Expo City Dubai’s stakeholdersCoordinate the marketing of available space to lease in Expo City DubaiMaintain relationships with existing tenants and establish new relationships with retailers and tenant brokersOversee 3rd party brokers to ensure that Expo City Dubai assets are being marketed effectivelyDevelop, update and present leasing reports to senior managementProvide income projections for budget forecastsAny other duties as requiredPeople ResponsibilitiesDevelop a robust leasing team structure and lead on acquiring strong and required talentLead the team 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 members.Skills14 years + of managerial experience in business development, with a focus on commercial leasing as well as:Bachelor’s degree or equivalent in business or a related fieldHigh level of integrity, drive and intellectual curiosity is vitalProven ability to develop and realise a sales pipelineExcellent verbal, written and presentation skills for effective communications between Expo City Dubai, Government and Corporate clientsSincere enthusiasm for Expo City Dubai as a product and for the Expo City Dubai values, generating a genuine strong commercial narrativeAble to multi-task and handle multiple projects simultaneouslyAstute networker, able to build deep relationships within and across industry sectors, always looking to help foster connections with other peopleTalented negotiator, with a track record of success in completing lease transactions
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