Job Description

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JOB DESCRIPTION
SECTION I: BASIC INFORMATION ON THE POSITION
UJR name Head- Sales Strategy Designation / Role name Head- Sales Strategy
Function Sales & Marketing Sub Function Sales
Band 3A Manager/ Individual Contributor Manager
SBU Realty Location Thane
UJR Code
SECTION II: ORGANIZATIONAL RELATIONSHIPS
Direct Reporting Indirect (Dotted) Reporting
Next Level or Skip Level Supervisor / Manager CEO - Real Estate Business
Immediate Supervisor / Manager Chief Sales & Marketing Officer
Position Head - Sales Strategy
Number of positions reporting to the role 1
Position titles of reportees Lead - Sales Strategy - Band 3
SECTION III: PURPOSE OF THE ROLE
The Head of Sales Strategy will be responsible for formulating and executing comprehensive sales strategies to drive revenue growth, optimize sales processes, and enable the sales organization to exceed targets. The role involves deep market analysis, cross-functional collaboration, and innovation in channel and digital strategy to support company goals. The role requires to ensure sustained growth, efficiency, and a strong market presence.
SECTION IV: KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE
Developing Sales Strategies: Creating and implementing sales strategies that align with the company's goals and objectives. This includes identifying new markets and opportunities, analyzing market trends, identifying target customer segments, and devising plans to increase revenue.
Market Analysis: Continuously evaluating market trends and competitor activities to protect existing sales and identify future opportunities
Sales Administration: Overseeing sales administration activities, including order booking, sales revenue tracking, and ensuring adherence to budgeted timelines
Sales Process Optimization - Streamline the sales cycle, ensuring efficiency from lead generation to deal closure.
Market Penetration: Develop strategies to increase market share and expand the customer base. This may involve exploring new markets, launching new products, or enhancing existing offerings
Profitability Focus: Align sales strategies with the company's profitability goals, ensuring sustainable revenue growth
Design pricing, incentives, and channel strategies to optimize project profitability.
Analyze market trends, buyer preferences, and competitor offerings.
Data-Driven Decision Making - Analyze market trends, buyer preferences, and competitor activities to shape future strategies.
Conduct demand-supply analysis for different micro-markets.
Provide insights to product development and marketing teams based on consumer behavior and feedback.
Use data analytics to track funnel conversions, identify bottlenecks, and improve ROI.
Generate sales dashboards and reports for top management.
Develop and implement comprehensive sales strategies aligned with business objectives.
Conduct market mapping to identify target demographics, competitor positioning, and untapped opportunities.
Formulate pricing strategies for real estate projects, considering market trends, demand-supply dynamics, and competitor benchmarking.
Provide strategic inputs on product positioning and differentiation in the market.
Design and execute go-to-market strategies for new real estate project launches, including pricing models, sales roadmaps, and marketing coordination.
Develop sales strategies for projects in the sustenance phase, ensuring consistent revenue flow post-launch.
Work closely with the Marketing team to align sales campaigns with consumer preferences and market conditions.
Collaborate with the Business Development team to assess new project feasibility and pricing strategies.
Evaluate and optimize pre-launch, launch, and post-launch pricing models.
Ensure pricing aligns with market demand, financial goals, and long-term revenue objectives.
Support the structuring of channel partner incentives and direct sales strategies.
Continuously track market trends, consumer preferences, and regulatory changes affecting real estate sales.
Conduct competitor analysis to understand pricing, positioning, and promotional strategies.
Provide weekly and monthly industry insights to senior management for informed decision-making.
Conduct variance analysis between budgeted vs. actual sales and revenue collections.
Assess cost sheets and optimize sales and marketing budgets across all projects.
Provide strategic recommendations to enhance revenue generation and cost efficiency.
Oversee data-driven decision-making through Salesforce, advanced Excel, Power BI, and Tableau.
Ensure data accuracy, consistency, and transparency across reports and dashboards.
Analyze customer behavior patterns to refine sales strategies and improve conversion rates.
Work closely with Sales, CRM, Marketing, and Business Development teams to align sales strategies with business objectives.
Foster a culture of collaboration, data-driven decision-making, and innovation.
Provide mentorship and strategic guidance to the Sales Strategy Team.
SECTION V: KEY RESULT AREAS
Key performance goals for the role: Critical outcomes of a job contributing to the organization's and role's success Weightage (should add up to100%)
Revenue Growth & Sales Performance
- Achieve and exceed sales targets.
- Optimize pricing strategies for maximum profitability. 30%
Market Expansion & Positioning
- Identify new market opportunities.
- Strengthen brand presence and competitive positioning.
30%
Sales Process Optimization
- Streamline the sales cycle for efficiency.
- Implement CRM tools for better lead management. 20%
Data-Driven Decision Making
- Analyze market trends and competitor activities.
- Provide insights for strategic planning.Forecasting, target allocation, project-level planning 20%
TOTAL 100%
SECTION VI: FINANCIAL ACCOUNTABILITY & GEOGRAPHICAL SCOPE (as applicable)
Financial Accountability (with exclusive authority)
Geographical Scope PAN India
SECTION VII: KNOWLEDGE, EXPERIENCE, SKILLS AND ABILITIES
Education Qualification MBA - Marketing / M.Com / MBA or equivalent preferred, especially with a focus on marketing, strategy, or real estate management.
Technical & Professional Knowledge required
(What someone NEEDS TO KNOW) Real Estate Domain Knowledge
RERA (Real Estate Regulatory Authority) - knowledge of compliance, documentation, and sales process impact.
Real Estate Sales Models - off-plan, ready-to-move-in, joint developments, township sales, etc.
Understanding of Product Types - residential, commercial, plotted, luxury, affordable, etc.
Experience required
(What someone NEEDS TO HAVE DONE) 15+ years of experience in real estate sales or strategy, preferably in leadership roles.
Strong analytical, strategic thinking, and leadership skills.
Knowledge of Indian real estate laws (like RERA), pricing models, and customer lifecycle.
Essential RLC for the role
(Essential Leadership Competencies that need to be demonstrated or how they NEED TO BEHAVE) Purpose led transformation
Innovate & Transform
Active Colloboration
Breakthrough Mindset
Drive Results
Personal Attributes required
(Personal qualities, motivations, and preferences likely to enhance performance in the role) Self Starter
Credible Assertive Evaluative Logical Consentious Insightful Decisive Influencing
Detail conscious
Domain/ Functional skills required Go-to-Market (GTM) Strategy Development
Sales Planning & Target Allocation
Revenue Forecasting & P&L Understanding
Channel Management - onboarding, incentivization, performance tracking.
Customer Segmentation & Positioning
Negotiation and Closure Strategy - especially in large-ticket or high-net-worth segments.
Market Research & Analytics
Real Estate Market Research Techniques
Competitor Benchmarking
Consumer Behavior Analysis - using surveys, buyer profiles, and historical data.
Data Interpretation & Insight Extraction
Pricing Analysis & Launch Strategy Modeling
Financial Acumen
Basic Real Estate Finance - IRR, ROI, cash flow analysis, inventory carrying cost.
Discounting Models & Promotion Impact
Sales-linked Revenue Recognition
Incentive Cost vs. Profitability Impact Modeling
Project life cycle understanding
SECTION VIII: KEY INTERACTIONS
Internal (Key interactions within the organization) Nature or purpose of interaction
CXO's (CEO, CSMO, CFO) Align sales strategy with overall business goals, discuss revenue targets, and provide market insights.
Collaborate on branding, lead generation, and promotional campaigns to enhance market visibility.
Ensure pricing strategies align with financial goals, manage budgets, and optimize revenue streams.
IT & Tech team Implement CRM tools, digital marketing strategies, and data analytics for better decision-making.
Human Resources (HR) Team Resource management and upskilling of Team
Sales Team Understand the bottlenecks, customer feedback, competition, product and work out strategies accordingly
External (Key Interactions outside the organization) Nature or purpose of interaction
Industry Associations & Networking Groups Stay informed about market trends, participate in industry events, and build strategic alliances.
Technology & Digital Marketing Partners Implement CRM tools, optimize digital campaigns, and leverage data analytics for better decision-making.
Real Estate Consultants and Market Analysts: To gain insights into market trends, pricing strategies, and customer sentiment.
To validate project feasibility and competitive positioning.
To enhance market intelligence for strategic decision-making.