Regional Sales Head - Real Estate

Job Description:

Key Purpose of the Job (Position Summary)

The role is responsible for achieving the targets for order booking, sales revenue, unit sales and implementing the sales strategy for Real estate projects in the region through leading a sales and sales support team.

Key Accountabilities

- Order booking in the region

- Achievement of Sales revenue and unit sales targets

- Adherence to budgeted time for selling

- Sales receivables collections

- Manage key HNI, Institutional clients in the region

- Responsiveness to customer queries and issues

- Sales staff productivity

- Regional sales expenses budget .

Key Functions & Responsibilities

Strategic

- To develop the regional strategy for sales and sales plan in line with the guidelines

- To provide market intelligence and trends in the market to enable shaping future strategy.

- To conceptualize & launch sales initiatives to maximize order booking in the region

- To consistently evaluate market trends and competitor moves to protect existing sales and maximize future sales opportunities

- To provide inputs to Business Development for land acquisition deals in the region

Operational

Sales Planning

- To participate in the preparation of detailed sales plans for the region and individual projects with the Sales Head - To set targets for the sales force project wise.

- To participate in the development of incentive plans for the sales team

Sales management

- To review Sales team performance on a daily basis to ensure generation of leads through calls, references and various marketing & promotional measures and To ensure prompt responsiveness on sales enquires so as to maximize sales conversions

- To ensure productivity of the Sales team and provide necessary support in terms of training etc to enhance productivity

- To coordinate with other functions viz. Sales Admin, Engineering, Legal on critical customer queries

- To identify and develop relations with existing & new key customers (E.g. Corporates, HNI Clients)

- To oversee after sales support to the customers

- To identify and develop relationships with Partners (brokers/ property consultants) to ensure market penetration in the region

- To ensure accurate and timely maintenance of data related to the project sales and existing/potential customers and ensure timely and accurate submission of MIS

- To manage the sales budget in the region to get maximum value

Marketing Activities

- To ensure visibility for Real Estate housing in the region by actively participating in local forums on real estate, participating in meets, etc

- To ensure effective implementation of Marketing strategies and initiatives to drive sales within the region

- To identify local media for marketing communication and provide inputs to the centralized Marketing team

- To coordinate and support PR activities in the region under the guidance of the Central PR team

- To continuously track changing trends and tastes of the consumer and conveying the same to the Sales Head

- To track competitor movements in the region and strategies for their properties so as to get a strategic advantage and first mover advantage

Developmental

- Keep abreast of developments in the area

- Participate in recruitment of appropriate talent in line with approvals for work area

- Manage the team effectively by coaching, mentoring, provide periodic feedback and exposure to enhance learning.

- To share best practices within the region and with other regions

Internal & External Interactions

Internal: Head Marketing & Sales, Head Sales, Other Function Heads - Business Development, Regional Engineering, Project head, Marketing, Legal

External: Corporates, HNI Clients, Brokers, Property Consultants, Customers, local media

Preferred Profile

- MBA Marketing/Sales - About 15 yrs. of experience in sales. 5 years experience in sales of real estate at leadership level preferred.