• Locations – Mumbai
• Industry – Real Estate
• Qualification – MBA
• Experience – 12-18 years

Roles and Responsibilities

The incumbent is responsible for achievement of sales targets for the assigned region through sales planning, lead generation, channel partner management, promotion planning and customer negotiations. The position is for ensuring implementation of region’s marketing campaigns for generating leads for projects in Kalyan.

Role Specifications:

Budgeting / regional AOP:

• Provides inputs for AOP by providing inputs on sales performance, manpower requirements, and market competition and oversees marketing budget, broker’s commission, sales projection etc.
• Monitors marketing budget to ensure activities are within budget
• Provides BD team with inputs on product pricing and marketing budget for new deals

Sales Planning and Strategy:

• Creates and recommends a sales strategy for achievement of assigned sales targets e.g launch plan for new project
• Assigns sales targets to team
• Tracks the Sales Inventory (through Sales Force, SAP)
• Interacts with customers for sales closure and final negotiations
• Establishes relationship and tie ups with banks for loan disbursement, interest rates and leads

Market Research:

• Identifies external agencies to conduct market research for a prospective deal, assess market potential – Reviews survey methodology
• Coordinates with external MR agency to conduct:
• Macro level market research, SWOT analysis, prevailing prices, competition projects
• Micro level research covering consumer study, consumer profiling, focus group discussions
• Validates research reports given by BD and provides regional inputs

Channel Partner Network / corporate sales set up and management:

• Defines process and guidelines for creation and management of channel partner / corporate sales
• Shortlists potential channel partner according to company criteria
• Communicates company terms and conditions
• Monitors channel partners for lead generation and conversion
• Supports Channel Partners for post sales customer service

Lead Generation

• Plans with team members to generate and manage leads
• Monitors lead assignment, categorization and lead management as per guidelines
• Ensures updating of leads database on Google docs

Customer Relationship Management

• Addresses escalated customer related issues – complains, queries
• Forwards customer complaints to relevant functions and follow up for resolution
• Establishes relationship with JV partner post Development Agreement Stage
• Communicates sales and marketing strategies/ unit price/ pricing model etc

Process Improvement & Adherence:

• Identifies processes/procedures in own work area that need improvement
• Recommends process improvement ideas to streamline efficiency/costs/productivity
• Undertakes process improvement activities in own work area
• Complies with company defined guidelines and processes
• Adheres to project timelines

Functional/ Technical competencies:

• Market Knowledge – Product understanding,
• Customer understanding – Business acumen
• Sales Promotions
• Channel partner management
• Market research tools

Behavioural competencies:

Leading Self:

• Initiative: Drive Ownership, tenacity
• Hunger to Learn & Improve: Humility, Growth Mind-set, Committed to Change
• Emotional & Social Awareness: Maturity, Self-Awareness, Influence

Leading Others:

• Leading Team: Creating high performance team, Adaptive, Motivator
• Developing Others: Nurtures Talent, feedback, mentoring
• Fostering Collaboration: collaborates, Builds Bridges

Leading Business

• Customer Centricity: Insightful, Innovates, Delights
• Acting strategically: Envision, frames Issues, Action Orientation
• Delivering Results: Commercial Acumen, Execution Excellence, Agility
• Institution Building: Role Model, Knowledge Sharing, Shape Culture

Desired Candidate Profile

• Experience in planning and implementing sales strategies.
• Experience in customer relationship management.
• Experience managing and directing a sales team.
• Excellent written and verbal communication skills
• Dedication to providing great customer service
• Ability to lead a sales team.