Business Head - Residential Sales

Applications are invited to work with one of the leading real estate developer in Mumbai.

The Role :

Position : Business Head - Residential Sales

Based at : Corporate office, Mumbai

Direct reports : Team of between 10-15 associates

Role :

- To continue its rapid growth, the group is seeking to identify a seasoned business leader to lead and innovate in the residential real estate sales segment. The right candidate will have a proven track record leading a cutting edge sales team, determining and executing the sales strategy, building channel partner relationships, delivering profit margins by ensuring pricing delivery, understanding consumer behavior and influencing customer experience, and obsessing over prospect customers.

- The fast paced environment is underlined by the exponential sales growth, propelled by an incredible sales machine which has enabled the sales turnover to grow. With a residential sales turnover of INR 7,800 crores for FY 14-15, The Sales Business head would be responsible for a multitude of brands/ sales verticals, with lifecycle values of between Rs. 300 crores to 18,000 crores.

Responsibilities :

- Sales delivery: Drive and deliver toplines/revenues for the sales segment reporting into them to achieve targeted sales numbers as per annual sales plan at approved price levels.

- P&L responsibility: Drive segment bottom lines by owning or influencing all key sales inputs to the P/L including sales volume, sales velocity, sales promotion expenses, and distribution expenditures. Manage price ladders, strategic pricing to maximize revenues and control supply/pricing.

- Build a distinctive selling organization capable of extending distribution reach and providing superior execution of customer / consumer marketing programs. The objective would be to establish a high growth market for the portfolio in a highly fragmented market with multiple unorganized players.

- Build strategic partnerships with all key channels and channel partners, educating current and potential channels on all opportunities to build brand awareness and sell product inventory. Create and develop alternate channels for increasing width and depth of distribution pipelines.

- Continually innovate around product and brand presentation, constantly raising the bar on our customer experience. Deliver higher levels of business by tapping into customer references.

- Make data driven decisions, to further hone and crystallize instinct-driven and experiential business decisions. Keep abreast of relevant competition and their activities including price movements, construction activity and other sensitive information and present the same periodically

Business Support & Leadership :

- He / she should possess leadership and organizational skills that will enable him / her to effectively oversee and grow a team of top-performing sales resources. Demonstrate strong leadership and critical thinking. Create a strong and motivated Sales

- Leaders within the team for harnessing sales opportunities in allocated streams. Provide leadership / guidance, training inputs to the team leaders for achievement of sales targets. Ability to grasp the nuances of evolving businesses will be preferred.

- She / He should have the ability to work closely with the stakeholder and the senior management to provide strategic inputs as well as performance MIS.

The Person :

- He/ she would ideally be a MBA from a reputed business school with 16+ years of exemplary sales track record in high growth environments.

- The right candidate will be flexible, action & results oriented self-starter. He / she must be able to balance sales aggression with excellent people management and leadership skills.

- An independent thinker with the conviction and entrepreneurial spirit to manage the function and business in a hands-on manner and the ability to work in a fluid and rapidly changing environment would be an asset.

- Must have adequate knowledge of context to put in place best practices and raise the bar in thinking / understanding of issues and ways to address them most efficiently from a non operating basis with ability to provide vision & guidance and oversee the fund and the portfolio companies

- Candidates must demonstrate the ability to succeed at: managing and driving a full P&L, team-building and management and planning and forecasting and driving the business

- Should have a strategic approach with the ability to see the - big picture- and interpret environmental and organizational changes and their impact on the organization.

- Good communicator and relationship management skills.