Market Head - Sales - Real Estate

A great opportunity to expand the width of the Sales function at India's foremost Real Estate organization.

- Candidates from top b-schools (IIMs, FMS, XLRI From 1997-2005 batch passout) currently working with top FMCG, consumer durables, automobiles or any other consumer facing businesses.

Role definition for Market Head Sales :

- To be the Think-Tank for the Sites team by constantly developing new initiatives that increase the efficiency and effectiveness of the specific sites

- Focus heavily Mumbai and the NRI's as the potent markets - Clear product definition for all 3 markets

- Create strong channel partnerships across geographies and focus heavily on loyalty as a source (leverage client base of Group at Mumbai

- To act as the critical link between various sourcing departments & closure managers, to develop sales vision and agenda for each effective sales period

- To evaluate and optimize the effectiveness of the site team by intelligent sales force allocation

- Provides timely feedback to senior management regarding performance - maintains accurate records for activities conducted and meetings done

- Conduct One-to-One feedback session with closing managers & sourcing managers for each walk-in at sites.

- Coordinate with marketing and sales strategy to conduct events at site for the target segment and policy evolution for smooth functioning of the sites achieving timely targets

- Attend meetings, events and conferences relevant to the target segment for networking

- Reporting to management on response of the clients, viz. concerns, feedback, positive sentiments etc.

- Adheres to all company policies, procedures and business ethics codes

Functional Mandate :

- To ensure Sales of allocated projects in the region and deliver targeted top line as per business plan by ensuring targeted sales volumes at approved price levels

- To lead and design the various activities for the site sales managers and ensure deliverables are completed as per given timelines

- Prepare action plans for the various teams for a weekly, monthly and quarterly basis in coordination with the Marketing team so that effective team execution and objective of walk-ins and closures for the site is achieved

- To manage various sourcing activities through various channels, viz. Channel Partners, Outreach activity, Corporate, Loyalty, Presales and ensure individual targets for each vertical are completed as per timelines

- To recommend & execute strategies to ensure uninterrupted walk-ins comprising of the right target group of customers for the specific project sites assigned, from various sources

- Responsible for identifying opportunities in designated market by means of targeting ultra HNIs, NRIs & corporate

- Coordinate very closely with other functions like marketing (giving inputs for communication with right target group) and customer care for smooth handover of the acquired clients

KRA / Success Measures :

- Sales Value (Rs. Cr) and Volume achievement (Units) as per target. (Sales = Net Order Book)

- Achieving Targeted Speed of Sales (Units Booked per month) from various sources, contribution Margin to the site targets and achievement of planned targets

- Maintain the desired profitability of the project and attempt to increase the same at all times through continued vigour in the sales numbers

- Increase in efficiency levels of the closing (revenue/manager) and sourcing sales team (quality/ profiled customers/manager)

- To design the sales curriculum for new entrants to ensure smooth transition to the team

- To create and develop various new channels for increasing width and depth of distribution pipelines

- To ensure constant tracking and response to competitor activity, specifically for the operating micro-market and provide timely feedback as per market dynamics

- Successfully liaison with various stakeholders and functions to improve site level activities and customer experience

- Development and implementation of site plans and initiate BTL activities as required