Smartworks - General Manager - Enterprise Sales

GM Enterprise Sales (8-12 yrs)

Location: Mumbai

Reporting to: Head - Enterprise Sales, India

Key Responsibilities:

1. Enterprise Sales Strategy & Business Development

- Target Acquisition: Identify and acquire new enterprise-level clients, large corporate houses, or Global Capability Centers (GCCs).

- Deal Structuring: Structure complex, high-value commercial leasing mandates, and manage multi-stakeholder negotiations (CXOs, procurement, legal).

- Growth Initiatives: Implement strategic sales plans to expand market share within a designated region.

2. Account Management & Relationship Leadership

- CXO-Level Relationships: Build and maintain long-term partnerships with senior decision-makers of large firms responsible for office space decision making.

- Consultative Selling: Influence workspace strategy and location decisions for clients early in their planning cycle.

- Retention: Ensure high satisfaction levels for existing large accounts to promote renewal and referrals.

3. Team Leadership & Operational Excellence

- Team Management: Hire, train, and mentor Enterprise Account Executives or Sales Managers to maximize performance and meet quotas.

- Performance Metrics: Set ambitious sales targets and track Key Performance Indicators (KPIs) to ensure regional growth.

- Forecasting: Maintain accurate sales pipeline data using CRM tools (e.g. Salesforce) and provide regular, high-level forecasts to executive leadership.

4. Market Intelligence & Collaboration

- Market Analysis: Keep updated on real estate market trends, competitive activity, and pricing strategies to advise clients on better decisions.

- Cross-functional Alignment: Partner with city sales teams to ensure deal feasibility and smooth onboarding for new clients.

Required Qualifications & Skills

- Experience: 5-10 years in enterprise commercial leasing, real estate advisory, or large-scale B2B solution sales.

- Education: MBA or postgraduate degree in sales/marketing preferred.

- Sales Skills: Strong negotiation, consultative selling, and complex deal-making experience.

- Leadership: Demonstrated success in leading high-performance regional teams.

- Technical Knowledge: Deep understanding of leasing economics and real estate market dynamics.