THE HOUSE OF ABHINANDAN LODHA

Role: Manager Market & Sales Strategy (MSS)

Role Summary:

Own the integrated marketing and sales intelligence agenda for HoABL's branded land business. Sit between data, sales execution, and strategic thinking - bringing predictability, process, and acceleration to the revenue engine.

Reports To: CEO, with close working relationship with top management and board.

Location: Mumbai (HQ), with high field exposure.

Key Responsibility Areas:

A. Commercial & Growth Strategy:

- Own multi-year sales growth strategy across geographies, categories, and channels.

- Lead annual AOP planning for revenue, margin, and market share.

- Steer new market entry and category expansion with clear business cases.

- Own the sales plan end-to-end: targets, the launch calendar, and any changes to targets or calendar as the business moves.

- Track projects in and out of the active portfolio - new project onboarding as well as project exits/closures.

B. GTM & Channel Architecture:

- Architect GTM models: segmentation, targeting, and key account strategy.

- Manage the channel portfolio - direct, digital, CP/partner, and inside sales.

- Govern new project launches: sales playbooks, campaign readiness, and post-launch review.

- Own end-to-end GTM launch planning for new projects.

- Plan and govern the opening of new phases within existing, live projects.

C. Pricing & Revenue Management:

- Own active pricing and revenue management as a continuous discipline.

- Track competitor pricing, company cost structures, and category-level movement.

- Monitor brand reach and the company's price/product indexing versus the market.

- Recommend pricing and structuring interventions as market conditions shift.

D. Marketing-Sales Alignment:

- Convert marketing inputs into coordinated sales actions.

- Align demand-generation priorities with shared pipeline and revenue goals.

- Maintain a tight feedback loop between field insights and marketing strategy.

E. Intelligence, Analytics & Governance:

- Sponsor the market intelligence engine covering demand, funnel, and market mapping.

- Own the business rhythm: a defined cadence of reviews where issues are surfaced, and failures and successes are root-caused with data.

- Own MIS and review cadence/governance.

- Run QBRs, pipeline reviews, and portfolio councils.

- Ensure every post-mortem translates into organizational learning and gets codified into the playbook.

F. Sales Operations & Performance:

- Design incentive structures, including the balance between sourcing and closing schemes.

- Own commercial performance: pipeline health, win rates, and forecast accuracy.

- Own the head of the funnel - demand sourcing, lead quality, and early-stage conversion.

- Own the tail of the funnel - closures, collections, and clean handover to post-sales.

- Intervene on underperforming segments through targeted programs and coaching.

Candidate Profile:

Experience:

- 3-5 years in sales strategy, commercial excellence, or P&L leadership.

- Proven in high-growth or complex multi-channel environments.

- Strong track record in GTM execution and senior stakeholder management.

- Preferred: consumer / real estate / D2C / tech-enabled businesses.

- Exposure to multi-geography sales operations at scale.

Education:

- Full-time MBA / PGDM from a Tier 1 institute (IIM, ISB, XLRI, or global equivalent).

- Strong academic foundation in business, strategy, or analytics.

Skills & Competencies:

- Strategic acumen with a P&L mindset and comfort with growth-profitability trade-offs.

- Deep fluency in funnel analytics, sales processes, and CRM/MarTech tooling.

- High analytical orientation; translates data into crisp, CXO-ready narratives.

- Influences across matrixed organizations without hierarchical authority.

- Builder mindset - creates systems, playbooks, and governance structures.