DGM - Deputy Sales Head

The incumbent is responsible for achievement of sales targets for the assigned region through sales planning, lead generation, channel partner management, promotion planning and customer negotiations. The position is for ensuring implementation of region s marketing campaigns for generating leads for projects in the region.

\n Role Specifications:
\n 1. Budgeting / regional AOP
\n Provides inputs for AOP by providing inputs on sales performance, manpower requirements, market competition and oversees marketing budget, brokers commission, sales projection etc.
\n Monitors marketing budget to ensure activities are within budget
\n Provides BD team with inputs on product pricing and marketing budget for new deals
\n 2. Sales Planning and Strategy
\n Creates and recommends a sales strategy for achievement of assigned sales targets e.g launch plan for new project
\n Assigns sales targets to team
\n Tracks the Sales Inventory (through Sales Force, SAP )
\n Interacts with customers for sales closure and final negotiations
\n Establishes relationship and tie ups with banks for loan disbursement , interest rates and leads
\n 3. Marketing Promotions Planning
\n Evaluates and recommends marketing plan for local marketing campaigns e.g print ad/ outdoor displays/ participation in property exhibitions, road shows / online marketing etc
\n Drives approval of marketing plans with HO Marketing
\n Gives inputs on marketing campaign / MR activity needs (apart from the pre-approved plan) to HO
\n Reviews project related content for creatives and drive approval with HO ,
\n Ensures availability of creatives on time from HO marketing team
\n Monitors the effectiveness of the marketing campaigns
\n 4. Market Research
\n Identifies external agencies to conduct market research for a prospective deal, assess market potential
\n Reviews survey methodology
\n Coordinates with external MR agency to conduct :
\n - macro level market research, SWOT analysis, prevailing prices, competition projects
\n - micro level research covering consumer study, consumer profiling , focus group discussions
\n Validates research reports given by BD and provides regional inputs
\n 5. Product Development Recommends product design and product mix (number of bedrooms, balcony, facilities requirements etc ) at design stage
\n 6. Channel Partner Network / corporate sales set up and management
\n Defines process and guidelines for creation and management of channel partner / corporate sales
\n Shortlists potential channel partner according to company criteria
\n Communicates company terms and conditions
\n Monitors channel partners for lead generation and conversion
\n Supports Channel Partners for post sales customer service
\n 7. Lead Generation
\n Plans with team members to generate and manage leads
\n Monitors lead assignment, categorization and lead management as per guidelines
\n Ensures updation of leads database on Google docs
\n 8. Customer Relationship Management
\n Addresses escalated customer related issues complains, queries
\n Forwards customer complaints to relevant functions and follow up for resolution
\n 9. Coordination with JV Partner
\n Establishes relationship with JV partner post Development Agreement Stage
\n Communicates sales and marketing strategies/ unit price/ pricing model etc.to JV partner
\n 10. Process Improvement & Adherence
\n 1. Identifies processes/procedures in own work area that need improvement
\n 2. Recommends process improvement ideas to streamline efficiency/costs/productivity
\n 3. Undertakes process improvement activities in own work area
\n 4. Complies with company defined guidelines and processes
\n 5. Adheres to project timelines
\n Position Specifications (Know-How, Skills and Knowledge for this position):
\n 1. Current Education Qualification & Experience - 12+ years of experience in sales in real estate industry and should have generated sales BV of more than 1000Cr in single FY
\n 2. Minimum Education Qualification & Experience - MBA Marketing & Sales from Premiere B school, 12-15 years relevant experience in marketing in residential segment in real estate
\n 3. Functional/ Technical competencies
\n Handling Scale
\n Market Knowledge
\n Product understanding,
\n Customer understanding
\n Business acumen
\n Sales Promotions
\n Channel partner management
\n Market research tools
\n 4. Behavioural competencies
\n Leading Self
\n Initiative: Drive Ownership, tenacity
\n Hunger to Learn & Improve: Humility, Growth Mind-set, Committed to Change
\n Emotional & Social Awareness: Maturity, Self-Awareness, Influence
\n Leading Others
\n Leading Team: Creating high performance team, Adaptive, Motivator
\n Developing Others: Nurtures Talent, feedback, Mentoring
\n Fostering Collaboration: collaborates, Builds Bridges
\n Leading Business
\n Customer Centricity: Insightful, Innovates, Delights
\n Acting strategically: Envision, frames Issues, Action Orientation
\n Delivering Results: Commercial Acumen, Execution Excellence, Agility
\n Institution Building: Role Model, Knowledge Sharing, Shape Culture