M / SM - Direct Sales - SZ1

Your Roles & Responsibilities

The incumbent will be responsible for achievement of sales closure targets for Properties premium residential portfolio in Bangalore through sales planning, promotion strategy, overseeing sales administration and contributing to direct sales booking value.

Role Specifications

Key responsibilities

A. Direct sales & sales closures

Achieve sales booking value as per defined AOP for Bangalore portfolio. Key responsibility is leading a team to achieve sales closures for allocated residential projects

Co-ordinate with marketing team to share lead funnel targets, monitor and track lead funnel metrics across all marketing campaigns, share relevant collateral requirements and track delivery

Strategize and execute plans for different direct sourcing channels presales (contact center), loyalty & referral sales, corporate sales, NRI sales, etc. Innovate and execute on alternate direct sales channels to maximise percentage of direct sales and optimize cost of sales

Effective co-ordination with HO and cross-functional stakeholders on support for different sales verticals

Lead sales administration and ensure customer journey cadence at the customer experience centres. Training and monitoring sales admin and support staff

Effective data management, analysis and ensuring all system compliances are met for sales function

Share timely consumer insights with marketing, product and other relevant stakeholders basis sales interactions

Build a culture of customer centricity among the team responsiveness to customer queries even post sales, timely conflict resolution, effective collaboration with CC teams to ensure customer delight

B. Sales strategy

Sales Planning : Creates and recommends a sales strategy for achievement of assigned sales targets e.g launch plan for new project

Lead inventory categorization and product related inputs to design team basis saleability

Lead recommendation for pricing strategy basis product design, inventory classification and market related benchmarks

Analyse and recommend relevant sales value propositions for new launches and sustenance sales activations basis sales targets

Owning preparation and update of all sales related documentation customer FAQs, application forms, product specifications, etc. Lead cross-functional co-ordination with design, operations, customer centricity, legal, etc. to gather required sign-offs on all customer documentation

C. People leadership

Building sales capability of the team members, owning learning and development agenda for team, set medium term career road-map individually

Work non-politically and balance work allocation within the team

Share ongoing constructive feedback on performance and behavioural aspects

Carrying out team building & engagement activities

Key Performance Indicators for the role :

Sales closure booking value achievement vs AOP

Percentage of direct sales achieved

Lead funnel conversion ratio metrics

People KPI : 360 surveys, % of team members advancing to next roles, Retention %

Key skills and attributes for success

Consultative selling skills solution-based approach to resolve customer need

Problem-solver with a penchant for data and insights

Empathy and active listening skills demonstrated with both customers and colleagues

Strong bias for action

Strong inter-personal skillsets and ability to resolve conflicts in challenging business scenarios

Ability to influence senior stakeholders through persuasive logic and reasoning

Passionate about residential real estate

Position Requirements

Qualification & Experience :

MBA in Marketing & Sales (from Tier 1 B-school preferred)

6-10 years of relevant experience in direct sales / sales closures in Bangalore residential real estate

Minimum 2 years of experience in leading a team.