DGM - Deputy Sales Head

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 the region.

Role Specifications :

1. Budgeting / regional AOP

Provides inputs for AOP by providing inputs on sales performance, manpower requirements, market competition and oversees marketing budget, brokers 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

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

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 discussions

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

6. 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

7. 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

8. Customer Relationship Management

Addresses escalated customer related issues complains, queries

Forwards customer complaints to relevant functions and follow up for resolution

9. 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

10. Process Improvement & Adherence

1. Identifies processes / procedures in own work area that need improvement

2. Recommends process improvement ideas to streamline efficiency / costs / productivity

3. Undertakes process improvement activities in own work area

4. Complies with company defined guidelines and processes

5. Adheres to project timelines

Position Specifications (Know-How, Skills and Knowledge for this position) :

1. Current Education Qualification & Experience - 12+ years of experience in sales in real estate industry and should have generated sales BV of more than 1000Cr in single FY

2. Minimum Education Qualification & Experience - MBA Marketing & Sales from Premiere B school, 12-15 years relevant experience in marketing in residential segment in real estate

3. Functional / Technical competencies

Handling Scale

Market Knowledge

Product understanding,

Customer understanding

Business acumen

Sales Promotions

Channel partner management

Market research tools

4. 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