General Manager - Leasing

Job Description

1. Role Identifier

Job title: General Manager - Leasing

Work Location: Bengaluru

Division / Department: Leasing Team

Reports to: National Head - Leasing Operations
Full-time

Head Office Based

2. Role Description:

- Development and execution of business development strategies focused on both direct interactions with end-clients and indirect sales channels (via IPCs and brokers) in the focused region, aimed at establishing strong and long-lasting relationships with clients and channel partners.

3. Essential Accountabilities:

Key responsibilities:

Description: Business Development Strategy

- Formulate business development plan annually (with semi-annual targets) in close collaboration with Chief Customer Officer (CCO)

- Collaborate with leasing support and investment teams to identify potential sectors and micro markets, product development (Mix-Use, In-City, etc), competitor client lease expirations, and new land purchase developments to develop a targeted BD strategy

Client identification and lead generation:

- Identify potential customers and regularly maintain target tracker

- Attend industry events, conferences, and trade shows to network and promote the company's services

- Present, promote and effectively communicate company's offerings and value proposition to prospective clients to ensure deal conversion for under construction assets by establishing a healthy active pipeline (account hunting)

- Monitor lease expiration date of existing clients & discuss renewal options

- Periodically review client accounts to identify areas of growth (tenant improvement/expansions) and implement strategies to maximize revenue (account farming)

- Establish and manage relationships with region focused IPCs and local brokers to capture key accounts and develop cohesive understanding of market trends

Lead Management

- Periodic review of lead tracker to continually track open leads and ensure adherence towards defined follow-up cadence

- Maintain lead tracker on CRM platform (Zoho) for real time view of leads

Deal Qualification:

- Discussion of broad leasing terms (e.g., specifications, layout, etc.) with prospective clients to obtain alignment

- Responsible for techno-commercial discussions/ negotiations (rental rates, costing, technical requirements, etc.) to ensure deal closure at/ above IRR targets

- Co-ordination with prospective clients and internal teams for site visits

- Prepare client proposals with adherence to org. policies and standards

- Coordinate and obtain sign-off from all internal stakeholders (projects, finance, CCO, etc.) prior to proposal submission

Transaction:

- Ensure all leasing documentation is accurate, complete, and compliant with company policies and legal requirements.

- Manage the lease renewal process, including negotiating terms with existing tenants and preparing renewal agreements.

Key account management:

- Act as the Key Account Manager across project lifecycle

- Responsible for query resolution and providing appropriate solutions to ensure customer delight (till LOI stage)

- Oversee delivery of customer satisfaction by leasing operations team from LOI to tenancy stage and facility management teams during tenancy stage; responsibility to step-in during client escalations

MIS and reporting:

- Ensure effective trail management of target client list, deal movement, active pipeline records, etc. on CRM platform (Zoho)

- Provision of regular reports and updates on sales activities, client interactions, market trends, competition mapping & their recent deal closure to senior management

Categories Key KPIs Client Identification and lead generation:

- Total area leased out annually (incl. lease finalization of defined area for under construction assets)

- Total number of deals sourced and in-pipeline

- Active leads: Active leads sourced per quarter Lead Management

- TAT from client identification to RFQ stage Deal qualification

- TAT from RFQ to tenancy stage

- Conversion ratio: deals closed to deals sourced

- Aggregate rental yields (INR per sq. feet per month) Transaction

- TAT from Deal Closure to LOI

- TAT from LOI to Lease Agreement Key Account Management

- Number of client & channel partner escalations to CCO

- Customer & Channel Partner NPS score

- Area leased out via renewals and/or expansion deals MIS and reporting

- Feedback rating (1-5 scale) given by CCO on MIS preparation

4. Educational Requirement and Work Experience:

- Education Requirements: Master's in business administration (MBA) with sales specialization

- Years of experience: 12-15 years

- Work Experience Requirements: Proven experience in business development, client management, and sales via IPCs and local brokers within the real estate sector or related industries. Good to have knowledge of the warehouse real estate sector, including market dynamics, key players, and investment trends. Experience in establishing and maintaining a network of IPCs and local brokers

- Target Companies: Real estate team of e-commerce/3PL players, International Property consultants (IPC), industrial or warehousing real estate developer

5. Key Behavioral Capabilities:

- Possess strategic thinking capability - develops leasing strategies, gathering, and synthesizing project information, market intelligence and aligning to company's strengths and weaknesses

- Proactively seeks to broaden the network of relationships with existing and potential customers through formal and informal means

- Focuses on building, owning up and managing customer relationships and key accounts

- Have a commercial mindset to combine commercial instinct with analytical rigor to appraise and decide on future courses of action

- Have good inter-department coordination skills, and strong structuring, analytical problem-solving and decision-making skills

- Have strong verbal and written communication and presentation skills

- Active listening and persuasive negotiation skills to drive successful sales pitches