We are seeking a dynamic, target-driven Assistant General Manager – Sales to lead growth in our Coworking business. The role owns inventory occupancy, revenue, and key client acquisition for a defined region or cluster of centres. The ideal candidate brings deep B2B sales experience, strong networks among corporate occupiers and channel partners, and the ability to convert pipeline into committed seats and signed agreements at scale.
Revenue & Occupancy Ownership
- Own monthly, quarterly, and annual sales targets for the assigned region/cluster — measured on seats sold, revenue booked, occupancy %, and ARPU.
- Drive occupancy of existing and new centres to defined breakeven and stabilised levels within agreed timelines.
- Manage the full sales funnel — enquiry, site visit, proposal, negotiation, closure — with clear conversion benchmarks at each stage.
Market Intelligence & Strategy
- Track demand patterns, competitor pricing, and supply movements across micro-markets to inform pricing, inventory, and centre-level strategy.
- Identify whitespace opportunities and feed insights to the Real Estate and Design & Build teams to influence the future centre pipeline.
- Build and maintain a regional sales playbook covering target segments, ICP definitions, pitch positioning, and objection handling.
Enterprise & Mid-Market Client Acquisition
- Build a strong direct-sales pipeline of enterprise occupiers, mid-market firms, GCCs, and high-growth start-ups requiring 20+ seats.
- Develop deep relationships with key decision-makers — CFOs, CHROs, Heads of Admin, Real Estate, and Workplace — through targeted outreach, networking, and industry forums.
- Position Awfis as a strategic workspace partner, moving conversations beyond price to flexibility, scale, geographic spread, and member experience.
Channel Partner & IPC Network
- Build, activate, and manage a network of IPCs (JLL, CBRE, Cushman & Wakefield, Knight Frank, Colliers, Savills, ANB, etc.) and local channel partners to drive deal flow.
- Lead joint pitches, partner reviews, and incentive programmes that keep Awfis top-of-mind among broker networks.
- Govern partner economics — commercial terms, payouts, and dispute resolution — in line with Awfis policy.
Proposal, Pricing & Deal Closure
- Lead end-to-end proposal development, commercial negotiation, and contract closure for large enterprise deals.
- Work with Pricing and Finance teams to structure deals that balance occupancy, ARPU, tenor, and margin.
- Ensure all deals adhere to internal approval matrices, legal terms, and compliance norms.
Cross-Functional Collaboration
- Partner closely with Centre Operations to ensure smooth client onboarding, fit-out coordination, and post-move-in experience.
- Coordinate with Marketing to convert demand-generation campaigns into qualified pipeline and to feed back regional insights for future campaigns.
- Engage with Design & Build and Managed Office teams for clients with hybrid or larger custom workspace needs, ensuring a single Awfis solution view.
Sales Team Leadership & Capability Building
- Lead, coach, and develop a team of Sales Managers and Business Development Executives in the region (where applicable).
- Drive sales hygiene through CRM discipline, pipeline reviews, and weekly forecasting cadence.
- Identify capability gaps, run structured upskilling programmes, and build a strong bench for future leadership roles.
Forecasting, Reporting & Governance
- Deliver accurate weekly and monthly sales forecasts; own variance analysis and corrective action plans.
- Maintain CRM hygiene (Salesforce / equivalent) — every lead, opportunity, and account fully and accurately updated.
- Present regional performance at monthly business reviews with the leadership team, with clear data-backed insights.
Education
- Graduate in any discipline from a recognized university.
- MBA / PGDM in Sales, Marketing, or Real Estate preferred.
Experience
- 8 – 12 years of progressive B2B sales experience, with at least 4 years in a leadership / team-handling capacity.
- Strong preference for candidates from coworking, commercial real estate, office leasing, IPC or workspace solutions firms.
AI Proficiency
Awfis is building an AI-first sales organization. The AGM is expected to actively use and champion AI tools across the sales lifecycle. Specifically, the candidate must demonstrate:
- Hands-on use of GenAI tools
- AI-driven prospecting & lead enrichment
- Comfort with AI for sales productivity
- Ability to lead AI adoption in the team
