Head Sales Strategy

JOB DESCRIPTION SECTION I BASIC INFORMATION ON THE POSITION UJR name Head- Sales Strategy Designation Role name Head- Sales Strategy Function Sales Marketing Sub Function Sales Band 3A 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 CEO - Real Estate Business Immediate Supervisor Manager Chief Sales Marketing Officer Position Head - Sales Strategy Number of positions reporting to the role 1 Position titles of reportees Lead - Sales Strategy - Band 3 SECTION III PURPOSE OF THE ROLE The Head of Sales Strategy will be responsible for formulating and executing comprehensive sales strategies to drive revenue growth optimize sales processes and enable the sales organization to exceed targets The role involves deep market analysis cross-functional collaboration and innovation in channel and digital strategy to support company goals The role requires to ensure sustained growth efficiency and a strong market presence SECTION IV KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE Developing Sales Strategies Creating and implementing sales strategies that align with the company s goals and objectives This includes identifying new markets and opportunities analyzing market trends identifying target customer segments and devising plans to increase revenue Market Analysis Continuously evaluating market trends and competitor activities to protect existing sales and identify future opportunities Sales Administration Overseeing sales administration activities including order booking sales revenue tracking and ensuring adherence to budgeted timelines Sales Process Optimization - Streamline the sales cycle ensuring efficiency from lead generation to deal closure Market Penetration Develop strategies to increase market share and expand the customer base This may involve exploring new markets launching new products or enhancing existing offerings Profitability Focus Align sales strategies with the company s profitability goals ensuring sustainable revenue growth Design pricing incentives and channel strategies to optimize project profitability Analyze market trends buyer preferences and competitor offerings Data-Driven Decision Making - Analyze market trends buyer preferences and competitor activities to shape future strategies Conduct demand-supply analysis for different micro-markets Provide insights to product development and marketing teams based on consumer behavior and feedback Use data analytics to track funnel conversions identify bottlenecks and improve ROI Generate sales dashboards and reports for top management Develop and implement comprehensive sales strategies aligned with business objectives Conduct market mapping to identify target demographics competitor positioning and untapped opportunities Formulate pricing strategies for real estate projects considering market trends demand-supply dynamics and competitor benchmarking Provide strategic inputs on product positioning and differentiation in the market Design and execute go-to-market strategies for new real estate project launches including pricing models sales roadmaps and marketing coordination Develop sales strategies for projects in the sustenance phase ensuring consistent revenue flow post-launch Work closely with the Marketing team to align sales campaigns with consumer preferences and market conditions Collaborate with the Business Development team to assess new project feasibility and pricing strategies Evaluate and optimize pre-launch launch and post-launch pricing models Ensure pricing aligns with market demand financial goals and long-term revenue objectives Support the structuring of channel partner incentives and direct sales strategies Continuously track market trends consumer preferences and regulatory changes affecting real estate sales Conduct competitor analysis to understand pricing positioning and promotional strategies Provide weekly and monthly industry insights to senior management for informed decision-making Conduct variance analysis between budgeted vs actual sales and revenue collections Assess cost sheets and optimize sales and marketing budgets across all projects Provide strategic recommendations to enhance revenue generation and cost efficiency Oversee data-driven decision-making through Salesforce advanced Excel Power BI and Tableau Ensure data accuracy consistency and transparency across reports and dashboards Analyze customer behavior patterns to refine sales strategies and improve conversion rates Work closely with Sales CRM Marketing and Business Development teams to align sales strategies with business objectives Foster a culture of collaboration data-driven decision-making and innovation Provide mentorship and strategic guidance to the Sales Strategy Team 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 Revenue Growth Sales Performance - Achieve and exceed sales targets - Optimize pricing strategies for maximum profitability 30 Market Expansion Positioning - Identify new market opportunities - Strengthen brand presence and competitive positioning 30 Sales Process Optimization - Streamline the sales cycle for efficiency - Implement CRM tools for better lead management 20 Data-Driven Decision Making - Analyze market trends and competitor activities - Provide insights for strategic planning Forecasting target allocation project-level planning 20 TOTAL 100 SECTION VI FINANCIAL ACCOUNTABILITY GEOGRAPHICAL SCOPE as applicable Financial Accountability with exclusive authority Geographical Scope PAN India SECTION VII KNOWLEDGE EXPERIENCE SKILLS AND ABILITIES Education Qualification MBA - Marketing M Com MBA or equivalent preferred especially with a focus on marketing strategy or real estate management Technical Professional Knowledge required What someone NEEDS TO KNOW Real Estate Domain Knowledge RERA Real Estate Regulatory Authority - knowledge of compliance documentation and sales process impact Real Estate Sales Models - off-plan ready-to-move-in joint developments township sales etc Understanding of Product Types - residential commercial plotted luxury affordable etc Experience required What someone NEEDS TO HAVE DONE 15 years of experience in real estate sales or strategy preferably in leadership roles Strong analytical strategic thinking and leadership skills Knowledge of Indian real estate laws like RERA pricing models and customer lifecycle Essential RLC for the role Essential Leadership Competencies that need to be demonstrated or how they NEED TO BEHAVE Purpose led transformation Innovate Transform Active Colloboration Breakthrough Mindset Drive Results Personal Attributes required Personal qualities motivations and preferences likely to enhance performance in the role Self Starter Credible Assertive Evaluative Logical Consentious Insightful Decisive Influencing Detail conscious Domain Functional skills required Go-to-Market GTM Strategy Development Sales Planning Target Allocation Revenue Forecasting P L Understanding Channel Management - onboarding incentivization performance tracking Customer Segmentation Positioning Negotiation and Closure Strategy - especially in large-ticket or high-net-worth segments Market Research Analytics Real Estate Market Research Techniques Competitor Benchmarking Consumer Behavior Analysis - using surveys buyer profiles and historical data Data Interpretation Insight Extraction Pricing Analysis Launch Strategy Modeling Financial Acumen Basic Real Estate Finance - IRR ROI cash flow analysis inventory carrying cost Discounting Models Promotion Impact Sales-linked Revenue Recognition Incentive Cost vs Profitability Impact Modeling Project life cycle understanding SECTION VIII KEY INTERACTIONS Internal Key interactions within the organization Nature or purpose of interaction CXO s CEO CSMO CFO Align sales strategy with overall business goals discuss revenue targets and provide market insights Collaborate on branding lead generation and promotional campaigns to enhance market visibility Ensure pricing strategies align with financial goals manage budgets and optimize revenue streams IT Tech team Implement CRM tools digital marketing strategies and data analytics for better decision-making Human Resources HR Team Resource management and upskilling of Team Sales Team Understand the bottlenecks customer feedback competition product and work out strategies accordingly External Key Interactions outside the organization Nature or purpose of interaction Industry Associations Networking Groups Stay informed about market trends participate in industry events and build strategic alliances Technology Digital Marketing Partners Implement CRM tools optimize digital campaigns and leverage data analytics for better decision-making Real Estate Consultants and Market Analysts To gain insights into market trends pricing strategies and customer sentiment To validate project feasibility and competitive positioning To enhance market intelligence for strategic decision-making