Godrej Properties - Cluster Sales Head

About Us :

Godrej Properties is among the fastest growing real estate companies in India, having grown by a CAGR of

20% by booking value in the last 5 years and earned the distinction of being the largest listed real estate developer in India in FY2018 and FY2019 along with being the largest real estate developer in India by Sales in listed and unlisted space in FY2021. We aim to accelerate this momentum further over next few years and are looking for motivated individuals to be a part of our growth story.

Godrej Properties has a unique Mix of Outright and Joint Venture based development model which helps us to keep an asset light balance sheet, thereby mitigating financial risks associated with a debt heavy structure, supports independent scale-up of local operations across various geographies and create a strong business development pipeline.

GPL has been consistently ranked amongst the top 2 places to work in the Real Estate segment in the "Great Places to Work" survey. We take much pride in fostering an inspiring workplace, with an agile and high performance culture. We are also deeply committed to recognizing and valuing diversity across our teams. GPL brings the Godrej Group philosophy of innovation, sustainability and excellence to the real estate industry. Each development combines a Mix of Outright and Joint Venture legacy of excellence and trust with a commitment to cutting-edge design and technology. Godrej Properties is currently developing residential, commercial and township projects in 12 cities

Why join us?

We promise Godrejites a culture of tough love; take serious bets on them and differentiate basis performance. We also understand that our team members play multi-faceted roles and so, we strongly encourage them to explore their whole selves. We truly believe that while our amazing past distinguishes us, we are only as good as what we do next. We are looking for aspirational professionals who are motivated by innovation, creative thinking and collaboration. You will join a team of some of the best and brightest who are working together to build a company and a brand that is making a difference

Role Summary:

The incumbent will responsible for Heading Sales for a Cluster of residential projects in Bangalore and drive revenue upwards of 800 Cr annually. This cluster is part of GPL-South Zone portfolio which has grown 7X from 200 Cr in FY 2017 to 1367 Cr in FY 2021 at a CAGR of more than 60%

The incumbent will be leading a team of 15+ and will be responsible for driving revenue growth Y-o-Y and achievement of sales targets for the assigned cluster through sales planning, lead generation, channel partner management, promotion planning and customer negotiations. The incumbent will also be responsible for ensuring implementation of marketing campaigns for generating leads for projects in the cluster

Role Specifications:

1. Budgeting / regional AOP - Provides inputs for AOP on sales performance, manpower requirements, market competition and oversees marketing budget, Channel partner commission, sales projection etc. Monitors marketing budget to ensure activities are within budget and ensures Cost of Sales are within Company guidelines. Provides BD team with inputs on product pricing, sales velocity projection, competition benchmarking and GTM plan for new land acquisition

2. 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 and ensures delivery of these targets 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

3. Marketing Promotions Planning - Evaluates and recommends marketing plan for local marketing campaigns e.g print ad/ outdoor displays/ participation in property exhibitions, road shows / online marketing etc. Drives approval of marketing plans with HO Marketing. Gives inputs on marketing campaign / MR activity needs (apart from the pre-approved plan) to HO. Reviews project related content for creatives and drive approval with HO. Ensures availability of creatives on time from HO marketing team. Monitors the effectiveness of the marketing campaigns

4. 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 discussion. Validates research reports given by BD and provides regional inputs

5. Product Development - Recommends product design and product mix (number of bedrooms, balcony, facilities requirements etc.) at design stage. 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

6. Lead Generation - Plans with team members to generate and manage leads. Monitors lead assignment, categorization and lead management as per guidelines. Ensures updation of leads database on Google docs

7. Customer Relationship Management - Addresses escalated customer related issues - complains, queries. Forwards customer complaints to relevant functions and follow up for resolution. Coordination with JV Partner. Establishes relationship with JV partner post. Development Agreement Stage Communicates sales and marketing strategies/ unit price/ pricing model etc.to JV partner

8. 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

Working Relationships (Internal and External)

Reporting Structure:

Sales & Marketing Head - South Zone

Skills Required:

Critical Skills:

- Team Management

- Interpersonal and Influencing Skills

- Market and Competition Knowledge

- Product understanding,

- Customer understanding

- Business acumen

- Sales Promotions

- Channel partner management and Distribution expansion

- Market research tool

Qualification & Experience:

Qualification: Tier 1 MBA with 10+ years of relevant experience in Sales or Business Development roles and experience in handling mid to large size team and senior stakeholders across functions

Job Location: Bangalore