We're reimagining the way Australians live, work, and play. We own and manage some of the most recognisable and loved retail destinations across Australia.
We’re evolving our portfolio into destinations that offer a broad selection of retail, residential, and office spaces. Through our diverse portfolio, data-led decision-making, and nationwide development pipeline, we do things differently.
We are Vicinity.
The key purpose of the Mall Leasing Business Development Executive is to secure ongoing income streams by placing tenants in stakeholder-supported locations, including short-term leases such as mall leasing kiosks and pop-up activations, in line with the Mall Leasing strategy and the centres precinct plans, strategy, and action plan (VSA). The Mall Leasing Business Development Executive is part of the wider Mall Leasing team and the broader Vicinity Centres Leasing team, collaborating with Vicinity’s centre-based stakeholders to ensure the annual Mall Leasing budget is met while enhancing the retail experience. The Mall Leasing Business Development Executive proactively identifies and pursues new sales opportunities through activities such as cold calling, networking, and lead generation, accomplished by visiting competitive shopping centres, business precincts, and expos. This role maximises revenue, presentation, and experiences within short-term mall leasing opportunities for specific shopping centres and groups of centres.
Key Accountabilities
Mall Leasing Budgeted Revenue
- Use business acumen to demonstrate a sound understanding of retail, business landscape and market dynamics.
- Build and execute the Brand Space strategy plans that aligned to each centres VSA Plan.
- Manage pipeline to drive revenue growth of new business, national and international brands and existing retailers.
- Deliver growth in Mall Leasing occupancy and weekly average site rates.
Provide accurate month by month forecasting.
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Operational Management
- Maintain compliance of the Mall Leasing Retail Display Guidelines.
Build and execute growth strategy by retailer to achieve ongoing improvements to presentation standards.
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Administration Management
- Manage end-to-end processes for:
1. Salesforce, CRM and pipeline management;
2. Accounts set up correctly – ABN and Trustee checks;
3. Sign booking agreements;
4. Compliant public liability; and
5. Waivers received and uploaded where required.
- Debt management – ensure payment terms are met, and aged debt process is followed.
- Update Mall Leasing fact sheets and site cards, bump in packs biannually and Salesforce site attributes as required.
Conduct annual vending audits and biannual equipment audits.
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Relationship Management
- Demonstrate the Vicinity values and behaviours when collaborating with cross-functional teams within the organisation to achieve the best outcomes.
- Participate and provide Pop Up Shop Leasing updates in the centre’s Asset Team Action Meeting (ATAM) and VSA meetings.
Identify and report potential Pop-Up Shop retailers that can transition into a permanent lease.
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Key Role Relationships
- Mall Leasing & National Mall Leasing
- Pop Up Shops & Brand Space
- Vending ATM Telco
- Leasing & Tenancy, Design & Delivery
- Customer & Asset Management
- Property Management
Marketing
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Experience & Capabilities
ESSENTIAL EXPERIENCE (what you have done)
- Minimum 2 years’ experience in a new business development or sales role, preferably within a retail environment.
- Proven track record of consistently meeting and exceeding sales targets.
- Negotiate and close deals whilst maintaining strong retailer relationships.
- Customer focused and passionate about driving excellence to achieve best experience for retailers or customer base.
Renowned for keeping abreast with current markets, trends and consumer needs.
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CRITICAL KNOWLEDGE (what you need to know)
- Beneficial to hold a current sub agents’ licence where required for WA, VIC, & TAS.
- Understanding of the mall leasing code of conduct and the leasing act.
- Excellent communication skills with the ability to effectively engage with and influence key stakeholders.
- Exposure to the use of CRM software – preferably Salesforce.
- Financial acumen: analytical and clear understanding of budgets and forecasting.
- Strategic planning: builds and executes short and long-term strategy.
- Negotiation: data led deals that align with retailer goals.
- New business development: prospecting and cold calling.
- Problem solving: naturally curious and seeks to understand before offering solutions.
- Conflict management: focused listening, reads situations well and can respectfully influence the right outcomes.
- Drive for results: can be counted on for achieving goals and results with a team focus.
- Customer focus: authentic desire to see customer success, gains trust and respect easily.
- Manages self: knows self and is committed to continual improvement.
Known for effectively managing and resolving conflict to meet business outcomes.
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CAPABILITIES (what you can do)
- Collaborate as an Asset Team - Collaborate for best outcomes for asset and team vs best outcomes for individual – Foundational.
- Understand Vision & Strategy - Know the ‘why’ behind decisions and actions, think bigger than today, and plan for the future – Foundational.
- Develop Strong Stakeholder Relationships - Identify, nurture and strengthen diverse stakeholder relationships – Foundational.
- Demonstrate Commercial Acumen - Understands the collective impact of the role, business, industry and competitors – Foundational.
- Problem Solving - Use logic and methods to solve problems with effective solutions – Foundational.
- Planning & Prioritisation - Identify the tasks required to achieve the desired outcomes and prioritise tasks in the right order – Foundational.
- Tenant Banking - Actively manage networks and relationships to generate, qualify and secure high-quality brands which align with the centre demographic and leasing strategy – Foundational.
- Strategic Lease Planning - Take a whole of asset approach to optimise productivity and centre performance for both customers and retailers – Foundational.
- Understand Applicable Legislation - Have a clear understanding of what legislative parameters need to be worked within and why – Foundational.
PERSONAL ATTRIBUTES (who you are)
You consistently demonstrate and role model the behaviours that bring the Vicinity values to life:
Respect:
- We listen to and acknowledge each other's views
We have difficult conversations with care
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Integrity:
- We back our words with the right actions
We do the right thing, no matter the situation
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Customer Focus:
- We nurture a genuine connection with our customers
We consider customer needs when making decisions
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Collaboration:
- We invite the right people to the table
We balance consensus with decisive actions
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Excellence:
- We always strive to improve
We share our challenges and celebrate the wins
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Our benefits program focuses on creating an awesome place to work in which our people are rewarded and recognised. This includes:
Flexible working options
Birthday leave & purchased additional leave
$1,000 worth of VCX securities rewarded for eligible team members
Generous Parental Leave
We live and work by our values of Respect, Integrity, Customer Focus, Collaboration and Excellence. They are the foundation to everything we do and provide us a north star with which we can shape meaningful places where communities connect.
At Vicinity we embrace and celebrate diversity and are committed to creating an inclusive work environment where we attract, retain and develop our people regardless of gender identity, ethnicity, sexual orientation, disability and age. Applications are encouraged from all sectors of the community and we strongly encourage applications from the Aboriginal and/or Torres Strait Islander community.
We are aware of current limitations with our website accessibility and are working towards improving this. Should you experience any issues accessing information in this job advertisement or the application form, and require this in an alternate format, please contact our Talent Acquisition Team. Similarly, if you would like to discuss workplace accessibility, any reasonable adjustments we can make to better support you during the recruitment process, or your potential future role please reach out to our Talent Acquisition team:
Email: [email protected]
Phone: +61 3 7001 4000 (request to speak to our Talent Acquisition team)
Note: To be eligible to apply for this position, you must have existing, relevant Australian work rights. At the later stages of the recruitment process the shortlisted candidate/candidates will be required to undergo a Criminal History Background/Police Check as a mandatory part of the process. Additional qualification checks may also be required dependant on role and level.
