Lead Sales

JOB DESCRIPTION SECTION I BASIC INFORMATION ON THE POSITION UJR Name Lead Sales Designation Role name Lead Channel Sales Function Sales Marketing Sub Function Sales Band 3 Manager Individual Contributor Manager SBU Realty Location Thane UJR Code SECTION II ORGANIZATIONAL RELATIONSHIPS Direct Reporting Indirect Dotted Reporting Next Level or Skip Level Supervisor Manager Chief Sales Marketing Officer Immediate Supervisor Manager Head - Sales Position Lead - Channel Sales NA Number of positions reporting to the role 6 Position titles of reportees TM Sourcing - 03 Band 4 5 TM Closing - 03 Band 4 5 Total - 06 SECTION III PURPOSE OF THE ROLE The role incumbent will be responsible for achieving revenue growth and sales targets by successfully managing the Alternate Channel Sales team The position will be responsible for maximizing the Alternate Channel Sales team potential creating and maintaining healthy customer database through Alternate Channel partners The role holder will also facilitate all required registrations and coordination with the Alternate Channel partners Which Includes Loyalty and Referral Corporates PSU and Societies NRI and Outstation Markets SECTION IV KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE Define and drive the Alternate Channel Sales strategy of the Company and achieve the budgeted revenue targets from the market Closely monitor the overall revenue contribution from Alternate Channel Sales actual v s planned and make appropriate required changes Responsible for setting and achieving sales goals and targets on a weekly monthly and yearly basis through Alternate Channel partners Preside all the required coordination with the Alternate Channel partners ensure their sales strategies align with the company s sales strategies Develop a mechanism to evaluate categorize the Alternate Channel partners of the Company and regularly monitor their performance Prepare and present Alternate Channel partners sales revenue and expense reports to Head - Sales Marketing Provide timely training and undertake capability building and retention initiatives to ensure development of Alternate Channel sales team Alternate Channel Sales Management Establish the Alternate Channel Sales objectives by forecasting and developing annual sales targets projecting expected sales volume and profit Develop and implement sales action plans to ensure achievement of Alternate Channel Sales targets Guide and Ensure the team cracks MNCs large conglomerates corporates Societies and PSU s for Loyalty and Referral Business in domestic outstation and NRI Markets Ensure Alternate Channel sales SOPs collaterals brochures operating procedures are aligned with company sale policies and strategies Ensure the Alternate Channel Sales team is fully resourced and well directed with clear guidelines to their job responsibilities and are provided with full support in achieving their targets in terms of communication training and development Plan the annual sales promotional events calendar with the Alternate Channel sales partners in advance ensure effective implementation with the team Ensure adequate systems and processes are used to accurately capture Alternate Channel Sales performance customer leads manage customer databases etc Monitor and analyze the sales performance reports of the Alternate Channel Sales team and take corrective appropriate actions Continually inspect the Alternate Channel sales process understand process bottlenecks and facilitate continuous process improvements Liaise with the Finance department to manage the Alternate Channel Sales collections Alternate Channel Partners Management Responsible for adding targeted number of Alternate Channel sales partners to the existing database monthly quarterly to push sales revenue of the Company Facilitate registrations certifications training and brokerage disbursal for all Alternate Channel partners of the company Develop and implement a mechanism to evaluate categorize the Alternate Channel partners based on their performance to focus retain the key contributors Liaison and work closely with the project site heads for various promotional offers for Alternate Channel partners Ensure regular and accurate product price and promotional activities updates reach out to Alternate Channel sales partners MIS Reporting Preside over periodic progress review meetings of the Alternate Channel sales team and timely share sales performance reports with Head - Sales Marketing Others Design and implement automated business systems used for forecasting accounting strategic planning and realty consultation Attend trade shows and industry events to stay apprised on recent information Stay abreast about latest real estate industry developments housing regulations and legislations competitive sales strategies and customer changing requirements Developmental Evaluate key resource requirements for the team and ensure preparation adherence to Manpower Requirement planning Build and develop a high skill team to provide adequate business results to the Company Ensure career mapping of the team and suitable succession planning initiatives Develop coach team members allocate responsibilities monitor performance identify facilitate training needs Carry out performance appraisal provide feedback and initiate developmental actions SECTION V KEY RESULT AREAS Key performance goals for the role Critical outcomes of a job contributing to the organization s and role s success Weightage should add up to100 Number of Bookings 40 Conversion ratio - Walk ins to Booking 30 Activation of 1 New ACP 2 Referral loyalty Program 3 Corp PSU and Society Sales 4 Domestic Outstation international Markets 30 TOTAL 100 SECTION VI FINANCIAL ACCOUNTABILITY GEOGRAPHICAL SCOPE as applicable Financial Accountability with exclusive authority Geographical Scope Thane MMR region SECTION VII KNOWLEDGE EXPERIENCE SKILLS AND ABILITIES Education Qualification Any graduate MBA preferred not mandate Technical Professional Knowledge required What someone NEEDS TO KNOW Real estate industry knowledge Channel partner working knowledge Networks of Channel partner geography wise SFDC MS Office Experience required What someone NEEDS TO HAVE DONE 15 - 18 years of progressive experience in the sales of Real estate industry with atleast 10-12 yrs of recent expeirence handling channel partners sourcing new channel partners Loyalty and Corporate Sales in NRI and Outstation Markets Team handling experience Experince of handling Channel partners Creating partner plan Proper onboarding of Alternate channel partner process Exposure of using channel partner management tool Stake holder management Essential RLC for the role Essential Leadership Competencies that need to be demonstrated or how they NEED TO BEHAVE Purpose led transformation Active colloboration Customer Empathy Inclusive leadership Breakthrough mindset Drive results Personal Attributes required Personal qualities motivations and preferences likely to enhance performance in the role Self Starter Result oriented Leader Adaptable Credible Inspiring Collaborative Integrity Interpersonal skills Discipline Ability to work under pressure Domain Functional skills required SECTION VIII KEY INTERACTIONS Internal Key interactions within the organization Nature or purpose of interaction Finance Accounts Budgeting Billing Channel Sales Collections External Key Interactions outside the organization Nature or purpose of interaction Channel Sales Partners Coordination for Channel sales training revenue generation promotional events etc