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Cluster Head

2 months ago

Mumbai, India JUSTO Realfintech Pvt. Ltd. Full time

Job Description – Cluster Head - Sales 


About Justo: 

Established in August 2019, JUSTO is a dynamic real estate solutions company driving innovation and growth. With a robust team of over 500 professionals, we empower developers to transform their vision into reality. Our tailored strategies maximize value for both developers and end-users. Our proven track record includes delivering over 9,000 units, generating sales exceeding Rs. 6,000 crores. Currently executing projects worth Rs. 3,500 crores, with a promising pipeline of Rs. 17,000 crores, we’re rapidly expanding our footprint across Mumbai, Navi Mumbai, Pune, Bhubaneswar, Kolhapur, Aurangabad, and Nashik. Our approach is rooted in three core principles: providing expert Advice, we help Create innovative products, and Nurture long-term partnerships. This, combined with our unique blend of technology and personalized service, positions JUSTO as a leading offline-to-online real estate platform. 


Job Location: Mumbai / Pune (all areas) 


Roles & Responsibilities: 

1. Sales Strategy and Planning: 

  • Develop and Implement Sales Strategies: Design and execute effective sales strategies that align with the company’s overall business goals and target market segments. 
  • Sales Forecasting: Provide accurate sales forecasts, setting monthly and quarterly sales targets for the team. 
  • Market Analysis: Conduct regular market research to understand trends, customer needs, and competitive landscape, adjusting sales strategies as needed. 


2. Team Leadership and Management: 

  • Team Development: Lead, mentor, and motivate a team of sales managers and executives to achieve high performance and meet sales targets. 
  • Performance Monitoring: Regularly review individual and team performance against KPIs, providing feedback and implementing improvement plans where necessary. 
  • Recruitment and Training: Oversee the recruitment of sales staff, ensuring the team has the skills and knowledge to succeed, and provide ongoing training and professional development. 


3. Client Relationship Management: 

  • Key Account Management: Build and maintain strong relationships with key developers and stakeholders, ensuring customer satisfaction and repeat business. 
  • Negotiation and Deal Closure: Lead negotiations on large or complex deals, ensuring favourable terms for the company and successfully closing sales. 
  • Customer Feedback: Collect and analyse customer feedback to improve services and address any concerns or issues promptly. 


4. Business Development: 

  • Identify New Opportunities: Explore and identify new business opportunities within the region, including potential partnerships, collaborations, and client acquisitions. 
  • Lead Generation: Develop and implement strategies for lead generation, including networking, partnerships, and marketing campaigns. 


5. Financial Management: 

  • Sales Budget Management: Prepare, manage, and optimize the sales budget, ensuring that resources are allocated effectively to meet sales objectives. 
  • Profitability Analysis: Regularly review sales profitability, Collection, Billing, Profit before tax ensuring that sales activities are contributing positively to the company’s bottom line. 
  • Cost Control: Monitor and control sales-related expenses, Manpower cost, maintaining cost efficiency while achieving sales goals. 


6. Reporting and Analytics: 

  • Sales Reporting: Prepare regular sales reports, providing detailed analysis of sales performance, market conditions, and future forecasts. 
  • Data-Driven Decision Making: Utilize sales data and analytics to inform strategy, identify trends, and make data-driven decisions to improve sales effectiveness. 


7. Cross-Functional Collaboration: 

  • Work with Marketing: Collaborate with the marketing team to align sales and marketing strategies, ensuring cohesive brand messaging and optimized lead generation. 
  • Collaborate with Finance: Partner with the finance department to ensure alignment on pricing, revenue recognition, and financial targets. 


8. Compliance and Risk Management: 

  • Adherence to Legal and Regulatory Standards: Ensure that all sales activities comply with relevant laws, regulations, and company policies. 
  • Risk Management: Identify and mitigate risks associated with sales transactions and client engagements. 


9. Innovation and Continuous Improvement: 

  • Process Optimization: Continuously assess and improve sales processes to enhance efficiency, reduce cycle times, and increase conversion rates. 
  • Innovation: Stay abreast of industry developments, incorporating innovative sales techniques and technologies to stay competitive in the market. 

 

Performance Metrics: 

  1. Sales Target Achievement: Achieving or exceeding GMV targets, indicating strong sales performance and market penetration. 
  2. Revenue Growth: Qtr. to Qtr., Year-over-year revenue growth within the cluster. 
  3. Cost Management (salaries, marketing, and operational costs): Maintaining or reducing the cost-to-revenue ratio while achieving sales and revenue goals, indicating efficient cost management. 
  4. Revenue: Year-over-year or quarter-over-quarter revenue growth. Consistent growth in revenue, hitting or exceeding revenue targets. 
  5. PBT (Profit Before Tax): Positive and growing PBT, demonstrating profitability and effective cost control. 
  6. Billing: Timely and accurate billing, minimizing discrepancies and ensuring prompt payment cycles 
  7. Collection: High collection rate with a low DSO, indicating effective credit control and cash flow management. Collection rate vs. outstanding receivables 
  8. Employee Productivity: Revenue per Employee: Total revenue generated divided by the number of employees. Sales per Employee: Total sales (GMV) generated per employee 

 

Job Specification: 

  1. Age: Below 40 years 
  2. Educational Qualifications: Preferred: MBA or other relevant advanced degrees. 
  3. Experience: 

Minimum Experience: 10+ years of experience in sales, with at least 5 years in a leadership role Real Estate, FMCG, BFSI etc.


Proven Track Record: Demonstrated success in achieving sales targets and managing large sales teams. 

  1. Skills and Competencies: Leadership Skills, Strategic Thinking, Analytical Skills, Relationship Management, Negotiation Skills, Financial Acumen 
  2. Technical Proficiency: 

CRM Systems: Proficiency in CRM software and other sales management tools. 

Microsoft Office Suite: Strong skills in Microsoft Excel, PowerPoint, and other relevant software for reporting and presentations. 

Digital Tools: Familiarity with digital marketing tools and platforms that support sales efforts. 

 

Compensation: Competitive Salary + Performance-Based Incentives + Benefits and Perks