SECTION I: BASIC INFORMATION ON THE ROLE

Function / Department - Sales and Marketing

Organizational Relationships

SECTION II: PURPOSE OF THE ROLE

The purpose of this role is to ensure transparent and smooth execution of the sales of projects by ensuring customer responsiveness and adherence to company policies and procedures

SECTION III: KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE

Accountabilities attached to the role:

- Ensure that the customers are aware of all company policies regarding sales

- Communicate the company policies to the clients and ensure adherence

- Ensure that the executives communicate consistently with the customers

- Ensure that customer queries are responded to satisfactorily

- Ensure escalation of the queries to self or superiors based on requirement e.g, irate customers, customers requiring further clarifications etc

- Liaise with various departments to ensure that queries are clarified to satisfaction

- Assist the customers with visits to the sample flats

- Finalize the sales of a flat

- Ensure that the final orders on sales of flats are taken and completion of formalities for the same

- Ensure timely receipts and scrutiny of the documents required for booking, allotment / supplementary allotments and agreement creation from the customers before sending the same to the head office

- Ensure receipt of payments in a timely fashion from the customers in adherence with the department guidelines

- Ensure that the reports on outstanding are checked and action items are clarified

- Prioritize the follow up for outstandings

- Take appropriate actions in case of default or discrepancies

- Obtain bank approvals for the project to facilitate loan raising by the customers

- Prepare relevant documents for the approval

- Clarify all doubts that the bank officials might have and provide clarifications

- Keep track of plan amendments and communicate the same to the bank

- Communicate approval number to customer availing of the loans

- Ensure effective handling of irate customers - To ensure that the issues which cannot be handled by the Executive & A.M is effectively escalated and managed

- Ensure effective rostering of staff at the sales office - Make sure that the sales staff and also the front desk executives are rostered in a proper manner.

- Ensure Effective transition of Sales - Facilitating in successful handing over of flats to respective owners

- Ensure effective follow up on payment and review of policies & systems on a continuous basis

- Ensure upkeep of documentations pertaining to the role

- Ensuring discipline & Upkeep at the Sales Office - Ensuring the staff arrives on the time specified and ensuring discipline at the sales office - Ensuring the Sales office is always presenatable

- People Management

- Monitor day to day performance of the employees

- Ensure the Onboarding, Training and development of the sales executives

- Maintain relationships with the bankers and brokers on an ongoing basis to provide and receive market information

- Assist the management in creating pricing and sales strategies for the projects

- Liaise with brokers and realtors for information

- Provide market intelligence to the top management for specific locations based on information gathered

- Facilitate project financial tracking

- Ensure that the weekly MIS reports are created on time and are distributed

- Verify the information in the reports and ensure accurate information is reported

- Ensure that the action items highlighted in internal audits specific to a site are adhered to and acted upon

- Ensure differentiated customer experience for various customer segments

- Ensure that critical customers are handled with care and supervisors are involved on a case to case

- Ensure the final possession of the flat to the buyers

- Ensure that all payments and interests due are cleared and all documents are cleared

- Ensure satisfaction of the customer with the hand over of the property

SECTION IV: KEY OUTPUTS/ RESULTS FROM THE ROLE

Deliverables from the role: Mention the measurable outputs from the role

E.g. Timely Approvals - % of working designs that are approved by the contractor for execution on time

E.g. Contract Renewal - % of contracts with contractors that are renewed not re

KEY RESULT AREAS

- Sales Targets

- Reporting

- Collections of dues

- Adherence to procedures

- Customer Feedback

- Employee Satisfaction

- Ensure bank approvals for the projects

KEY PERFORMANCE INDICATORS

- % achievement of targets as per plan

- Timely and accurate MIS reporting

- Timely collection of dues from custoers

- % Deviations from SOPs as per audit findings

- Feedback from prospects and customers on the sales process and interaction with the sales team

- Engagement levels in the sales function, Regrettable attrition

- Timely approvals with the targeted banks

SECTION V: KNOWLEDGE AND SKILLS

- In this section, please mention the minimum qualification, technical skills and capabilities which are essential to execute the role. It may not be a reflection of your own qualification and skills. Illustrative examples are provided in both the sections.

- Qualification and technical skills required to execute the role. Please mention any functional knowledge E.g. B.A. in xyz

- E.g. Knowledge of sales function

Qualifications and Technical Skills

- Post Graduate

- Knowledge of MS office, Some exposure to ERP

- Experience which is required to execute this role

- E.g. 2-4 years of experience as a salesman in abc market

Overall and Specific experience

- 5 years+

- 2+ years in a front end sales function

- Behavioral competencies required to execute the role.

- E.g. Attention to detail, Team work, Negotiation Skills

Competency:

- Accountability and ownership