Job Description

GM - Direct Sales (International, Corporate, Loyalty etc) - Real Estate

Our Client is a Real Estate Unicorn and part of a big Industrial Group.

Position:- Lead - International Sales, Corporate, Loyalty & Referral

Location: Mumbai

Reports to: Chief Sales Officer

Target Cos for Candidates: Real Estate, Banking

Job Purpose: To develop key strategies for international sales, corporate sales, loyalty, and ACP verticals for the organization and create value propositions for the customers

Principal Accountabilities:

- Developing long-term and short-term strategies for expansion in the international market, increasing corporate reach out across India, and increasing Referral and Loyalty Sales contribution across the project portfolio.

- Understanding product portfolio across the markets and purchase behavior of customers to gain insights into the business.

- Defining product-specific target markets and preparing and executing the go-to-market strategy for the same.

- Creating value propositions for the NRI customers, corporates, loyalty & referral customers under the boundary conditions of pre-defined budgets.

- Creating NRI-specific, dedicated customer service SOP and ensuring strict adherence to the same by the central and regional teams.

- Creating a market-specific team and guiding them to formulate and drive the long-term vision of the vertical.

- Setting annual targets and developing efficient monitoring and tracking mechanism for the same.

- Listing major competitors present in international markets and tracking their performances on a regular basis.

- Understanding the best practices adopted by competitors and presenting the insights to senior management quarterly.

- Creating a team of dedicated Channel partners in all NRI markets, ensuring the best terms of engagement with them, and leveraging the Company's equity of trust, transparency, and integrity through them.

- Creating loyalty rewards and benefits programs and institutionalization of the same.

- Developing long-term relationships with existing NRI customers and ensuring repeat sales and referral sales through them.

- Creating customer loyalty and referral benefit schemes for NRI customers to ensure increased contribution from the overseas market.

- Developing HNI database and partnership with wealth groups and banks and devising value propositions for bulk bookings.

- Working closely with the Marketing team and sharing the nuances of the various international markets.

- Establishing a presence in the key international markets via various forms of mass media communication and direct reach-out programs.

- Planning and deciding key events to participate in order to help generate leads and establish the company brand as a significant real estate player.

- Profitability, ensuring proper communication through all mediums of reaching out.

- Develop value propositions for group companies and create synergies of group companies to help expand the business.

- Creating a list of corporates to be targeted and defining the plan of outreach and expansion.

- Managing a team of 3-4 team leaders.

- Identifying the training needs of his/her team and helping them develop their skill sets.

- Analysing and reviewing the performance of all the teams on a regular basis.

- Supporting the team leaders in achieving the targeted business.

- Handling customer grievances and escalation cases.

- Creating a supportive environment and network in order to facilitate change.

- Encouraging the team to consider risky propositions in order to make positive changes.

Functional Competencies:

- Product knowledge

- Sales process knowledge

- Industry knowledge (Competition analysis etc.)

- Understanding of laws & policies regarding NRIs

- Stakeholder management

- MBA in Sales & Marketing - 12-16 years of work experience