Job Description

September 2013

Position Title:Leasing Representative

Reports To:Senior Vice President of Leasing

Overall Position Objectives:

  • Maximizethe leasing potential of the Company's shopping center portfolio by analyzing, planning and implementing leasing strategy to attain the financial and tenant mix objectives of shopping center ownership.
  • Representthe Company to existing and prospective tenants, brokers and other outside contacts in a positive and professional manner.

Key Position Accountabilities:

  • Understand the key characteristics of the Company’s shopping center portfolio. Thoroughly understand and continually reassess characteristics of assigned shopping centers, including physical condition, demographic composition, market rental rates, co-tenancy, trade area competition and traffic patterns.
  • Compile and use data to target, attract and finalize leases with appropriate tenants by convincingly presenting benefits of the Company shopping centers, maintaining credibility, and understanding and matching tenant requirements with shopping center attributes.
  • Research, analyze and make recommendations concerning prospective tenants for assigned shopping centers based on credit/financing impact, tenant mix, and return on investment. Pursue national, regional and local tenants within the targeted use categories via regular and systematic canvassing, cold calling, and networking.
  • Identify, qualify, originate, and negotiate terms and conditions of new and renewal retail lease transactions, generally under 40,000 s.f., for in-line and freestanding units within the Company's shopping center portfolio. Work closely with tenant representatives, attorneys and brokers, following through to completion of the final lease document.
  • Fully document the nuances of each prospective deal. Regularly communicate with ownership and other functional areas of the Company via lease logs, regular leasing report updates, and in person to ensure accurate understanding of leasing status and opportunities.
  • Facilitate the coordination and negotiation of initial tenant and landlord construction requirements with tenants and the Company tenant construction coordinator and/or development department.
  • Negotiate commission agreements with outside brokers, obtaining approval of ownership as necessary.
  • Provide budget re/forecast information to ensure that the budget realistically reflects projected leasing activity.
  • Attend ICSC convention meetings to develop and maintain tenant contacts and promote leasing opportunities.
  • Maintain the confidentiality of records, contracts, files, correspondence and all matters in which this position is involved.

Critical Success Factors (Measures of Performance)

  • Success indicated by lease transactions completed, measured in terms of:
  • quantity (square footage leased, rental revenue generated, commission income produced, and number of transactions completed);
  • quality (financial/operational strength and long-term viability of tenant, return on investment, terms and conditions of lease satisfactory to ownership, and tenant mix); and
  • effort (work ethic, tenacity, initiative, resourcefulness, flexibility and commitment to improving leasing results).
  • Understand terms and conditions of the lease document from the perspectives of both landlord and tenant. Competently negotiate various fallback positions to the form document.
  • Exercise foresight in evaluating leasing situations and predetermining alternate courses of action.
  • Exercise positive team approach to problem solving.
  • Possess philosophy, values and personal work style compatible with the Company culture.
  • Earn the respect of co-workers and the retail tenant, brokerage and development communities

as someone who is knowledgeable and responsive and who consistently maintains integrity, credibility and confidentiality in business interactions.

Important Organizational Relationships

  • Internal Relationships
  • Shopping Center Ownership and Senior Management Team:Collaborator
  • Leasing Department Personnel: Collaborator, Advisor
  • Company Work Force:Collaborator, Advisor
  • External Relationships
  • Third-party Ownership Representatives:Collaborator, Advisor
  • Attorneys (Company and Third-party):Collaborator, Advisor
  • Tenants and tenants’ Attorneys:Negotiator, Advisor
  • Brokers:Negotiator, Advisor

Background and Experience Necessary to Succeed in Position

  • Experienced negotiator with a minimum of five years of sales/leasing experience. Proven negotiating ability as evidenced by quantity and quality of retail leases completed. Established working relationships with national tenant representatives in the 1500-15,000 sf range is required.
  • Understanding of the lease document and expertise in originating, negotiating and completing new and renewal leases for in-line and freestanding locations within existing open-air centers and new developments.
  • Ability to prepare market analysis, define market rental rates, and determine ideal tenant mix.
  • Proven ability to canvass, cold call and qualify prospective regional and local area tenants.
  • Tenacity, integrity and professional business demeanor.
  • Efficient organizational and time management skills are required. Must be skilled at juggling multiple priorities.
  • Excellent verbal and written communication skills are essential. Ability to articulate detailed, formal proposals to seasoned real estate executives and attorneys as well as discuss key business terms with local "mom and pop" tenants. Ability to work effectively with a variety of personalities and work styles while projecting a calm, efficient, and professional manner.
  • Practical knowledge of computer operation is required. Familiarity with Windows, Word, Excel, Outlook and Skyline (property management software) is a plus.
  • Real estate sales license is required (Massachusetts or a reciprocal state).
  • Bachelors degree is required.

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