Head Site Sales

Job Purpose:- The Sales Head is responsible for leading and managing the sales team across all sites, driving business growth, and ensuring customer satisfaction. This leadership role requires strategic planning, market analysis, and team management skills to achieve sales targets and expand the company's market presence.

Roles and ResponsibilitiesKey Responsibilities

Strategic Planning and Execution

• Conduct market research to identify opportunities and challenges
• Analyse sales performance and adjust strategies accordingly
• Develop and implement strategic sales plans to achieve business objectives
• Monitor and report on sales performance

Strategies optimization of the entire sales lifecycle, including pre-sales, sales, sustenance, and after-sales activities to drive business growth and customer experience.

Sales Team Management

• Lead and manage sales teams across all sites
• Set sales targets and monitor performance
• Analyse capabilities and suggest providing training, and development opportunities to sales team members
• Foster a positive and productive team culture

Evaluate and improve sales team performance

CRM (Customer Relationship Management and Collection)

• Oversee collection efforts and develop strategies to boost collection
• Work closely with the finance team to ensure effective collection processes
• Analyse collection data to identify areas for improvement
• Develop and implement strategies to reduce outstanding payments and improve cash flow
• Collaborate with the sales team to ensure that customer relationships are maintained while collection efforts are pursued.

Possession Management

• Develop and implement effective possession strategies for both bulk and individual possessions
• Coordinate with internal teams, including sales, operations, and customer service, to ensure seamless possession experiences
• Manage customer expectations and communication during possession, ensuring transparency and timely updates
• Monitor and report on possession progress and outcomes, identifying areas for improvement
• Develop strategies to enhance customer experience during possession, including personalized communication and issue resolution.

Sales Strategy Development with Marketing Team

• Collaborate with the marketing team to develop sales strategies that align with marketing initiatives
• Provide input on marketing campaigns to ensure they are aligned with sales objectives
• Work with the marketing team to identify new business opportunities and develop strategies to pursue them
• Analyse sales data and market trends to inform sales strategy development
• Ensure that sales strategies are aligned with business objectives and are effective in driving sales growth.

Market Analysis and Competitive Intelligence

• Conduct market research to stay informed about market trends and competitor activity
• Analyse competitor strengths, weaknesses, and market strategies
• Identify opportunities and challenges in the market
• Develop and implement strategies to stay ahead of the competition
• Monitor and report on market trends and competitor activity.

Budgeting and Cost Control

• Manage sales budgets and control costs
• Optimize resource allocation to achieve sales targets
• Monitor and report on sales performance and budget variance
• Identify areas for cost savings and implement cost-control measures
• Review and adjust budget plans as needed.

Channel Partner and Broker Management

• Build and maintain strong relationships with channel partners and brokers
• Develop and implement partner programs and strategies
• Provide training and support to partners and brokers
• Monitor and report on partner performance
• Evaluate and improve partner relationships.

Sales Performance Monitoring and Improvement

• Monitor and report on sales performance
• Analyse sales data to identify areas for improvement
• Develop and implement strategies to improve sales performance
• Provide feedback and coaching to sales team members
• Evaluate and improve sales processes
• Evaluate performance of the team right from pre-sales, sales, sustenance, and after-sales activities to drive business growth and customer experience.

Pre-launch, Lauch & Sustenance Management

• Pre-Launch:

• Develop strategic sales plans to drive success during project launches

• Coordinate with internal teams, including marketing and sales, to ensure alignment and optimal outcomes

• Launch:

• Execute launch strategies with the sales team to maximize revenue opportunities

• Ensure smooth execution and follow-up with customers and prospects

• Sustenance:

• Evaluate and improve the launch experience for customers to drive long-term satisfaction and loyalty

• Analyse launch results and implement changes to optimize future launch performance and sales outcomes.

Inventory Control and Management

• Oversee and report on inventory levels
• Develop and implement strategies to optimize inventory levels
• Coordinate with internal teams, including sales and operations
• Ensure efficient inventory management
• Evaluate and improve inventory control processes.

Stakeholder Management

• Build and maintain strong relationships with internal and external stakeholders
• Communicate effectively with stakeholders
• Identify and pursue opportunities to build partnerships and collaborations
• Ensure stakeholder satisfaction and retention
• Evaluate and improve stakeholder relationships

After-Sales Service and Support

• Develop and implement effective after-sales strategies to enhance customer satisfaction and loyalty
• Ensure seamless execution of after-sales support processes by the sales team
• Monitor and analyse customer feedback to identify areas for improvement
• Collaborate with CRM team to resolve issues and improve customer experience
• Track and measure key performance indicators (KPIs) related to after-sales support
• Identify opportunities to upsell or cross-sell inventory.
• Provide coaching and training to the sales team on effective after-sales support.

Key Performance Indicator

1. Sales revenue growth
2. Market share expansion
3. Customer satisfaction ratings
4. Sales team performance and productivity
5. Lead generation and conversion rates
6. Broker and partner relationships
7. Corporate client acquisition and retention
8. Inventory control and management
9. Launch success and customer acquisition
10. Team development and retention

Government Agencies

Qualification

• Bachelors degree in business, Marketing, or a related field.
• MBA or equivalent degree preferred.

Knowledge

• Real estate market trends and dynamics.
• Sales and marketing strategies.
• Customer relationship management.
• Market analysis and competitive intelligence.
• Budgeting and cost control.

Skills

• Leadership and team management.
• Strategic planning and execution.
• Communication and negotiation.
• Market analysis and problem-solving.
• Customer relationship building and management.

Experience

• Minimum 15 years of experience in real estate sales and marketing.
• Proven track record of success in driving business growth and team leadership.
• Experience in managing large-scale sales teams and projects.

Key Behavioural Competencies

• Strategic Thinking: Ability to develop and implement strategic sales plans.
• Leadership: Ability to lead and motivate sales teams.
• Communication: Effective communication and negotiation skills.
• Customer Focus: Strong customer-centric approach.
• Adaptability: Ability to adapt to changing market conditions and customer needs.
• Results-Oriented: Focus on achieving sales targets and business objectives.
• Collaboration: Ability to work with internal and external stakeholders.
• Innovative: Ability to think creatively and develop innovative sales strategies.