Head - Site Sales (Thane)

Purpose : Drive and lead sales operations strategically and oversee the ultra-luxury sales vertical in Worli by ensuring a seamless sales experience to achieve the required Top line by collaborating with key stakeholders.

Key Result Areas

Market Research and Product Development

• Conduct site visits, obtain details of land, and prepare a market research (done by BD team) report to identify new opportunities.
• Provide insights to the BD team in terms of product and pricing strategies.
• Conduct market studies as per timelines and prepare market study reports to inform decision-making, including competitor analysis in the relevant market, provided to the BD team.
• Discuss market study reports with the National Sales Head and Marketing Team to align on strategies.
• Participate in joint reviews of the product mix with the National Sales Head, Marketing Head, and Regional Head to ensure consistency.
• Share the product brief with the design team once the land is acquired.

Sales Setup and Planning / MIS

• Prepare a proposed price matrix, schemes, and marketing plan in consultation with the National Sales Head, Marketing Head, and Regional Head to ensure competitive pricing.
• Receive EOIs from customers and record details to track interest.
• Prepare proposed project inventory in consultation with the Regional Design Team.
• Ensure the approved project inventory is sent to the SAP team for uploading to ensure accurate records.
• Review the launch playbook and present to National Sales head for feedback.
• Present the project sales kit to the National Sales Head for review and approval to ensure completeness.
• Collate project rate card, payment schedule, floor plan, and list of amenities for the legal team to ensure compliance.
• Prepare sales plan in consultation with the Regional Head/ National Sales Head to ensure readiness of Launch.
• Conduct product training along with Design & Product team.
• Oversee effective inventory management by ensuring a comprehensive system for online tracking of inventory demand and supply.
• Facilitate efficient unit allocation and release based on demand dynamics and sales velocity. Ensure the same is linked with price escalations ensuring strategic management of inventory levels to optimize sales outcomes at all times.

Channel Partner Management

• Oversee channel partner activities and provide necessary guidance to the Channel Sales Head to ensure all efforts are in alignment
• Periodically audit the channel partner onboarding and registration of channel partners to ensure adherence to the defined process.
• Propose channel partner reward programs to attract good partners and gain their loyalty
• Coordinate with the Closing & Sourcing Head to ensure sales activities align with channel partner efforts to optimize performance.
• Ensure the company SOPs and compliances are followed by the distribution network/channel partners.
• Resolve any high-level escalations or conflicts that arise with the channel partners on a timely basis.
• Propose and send the brokerage ladder for a particular quarter/year to the management and get it approved.

Referral Management –

• Supervise referral management processes executed by the Closing Head to maximize customer referrals.
• Review and approve significant referral payments and ensure proper documentation to maintain records.

Call Centre Management –

• Oversee call center operations within the region through the Corporate Sales Head to ensure effectiveness.
• Oversee induction and training of new call centre executives to ensure competency.
• Evaluate and approve call center scripts and performance evaluation guidelines to maintain quality.
• Lead the call center training and management and lead servicing for pre-sales lead management and closure.

Lead Generation and Enquiry Management –

• Oversee enquiry management processes executed by to ensure effectiveness.
• Conduct periodic reviews with sales teams to ensure effective enquiry handling to maximize conversions.
• Coordinate with marketing team for quality lead generation and feedback for leads generated.

Customer visits / Follow up –

• Supervise customer visit procedures within the region to ensure consistency.
• Closely review the customer visit register to ensure proper documentation and follow-up of customer visits to maintain records.
• Review action plans based on customer visit feedback to drive improvements.

Customer Onboarding / CRM –

• Oversee the customer onboarding process within the region to ensure a smooth transition from Sales to CRM.
• Ensure all required documents are collected and verified to maintain compliance.
• Monitor the approval process and ensure timely customer onboarding to enhance satisfaction.

People Management –

• Build a strong team to achieve business objectives
• Provide functional expertise and mentoring to the team
• Set performance expectations, review team performance and provide constructive feedback
• Identify training needs for team members and ensure the execution of the required training programs in a timely manner
• Differentiate performance and reward high performers, thereby building high performance work culture