Job Description

:JOB DESCRIPTIONSECTION I: BASIC INFORMATION ON THE POSITION
UJR Name Lead Sales Designation / Role name Lead Channel Sales
Function Sales & Marketing Sub Function Sales
Band 3 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 Chief Sales & Marketing Officer
Immediate Supervisor / Manager Head - SalesPosition Lead - Channel Sales NA
Number of positions reporting to the role 6
Position titles of reportees
TM Sourcing - 03 ( Band 4 & 5 )
TM Closing - 03 ( Band 4 & 5 )
Total - 06
SECTION III: PURPOSE OF THE ROLE
The role incumbent will be responsible for achieving revenue growth and sales targets by successfully managing the Alternate Channel Sales team. The position will be responsible for maximizing the Alternate Channel Sales team potential, creating and maintaining healthy customer database through Alternate Channel partners. The role holder will also facilitate all required registrations and coordination with the Alternate Channel partners (Which Includes Loyalty and Referral, Corporates, PSU and Societies, NRI and Outstation Markets)
SECTION IV: KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE
Define and drive the Alternate Channel Sales strategy of the Company and achieve the budgeted revenue targets from the market
Closely monitor the overall revenue contribution from Alternate Channel Sales (actual v/s planned) and make appropriate required changes
Responsible for setting and achieving sales goals and targets on a weekly, monthly and yearly basis through Alternate Channel partners
Preside all the required coordination with the Alternate Channel partners & ensure their sales strategies align with the companys sales strategies
Develop a mechanism to evaluate & categorize the Alternate Channel partners of the Company and regularly monitor their performance
Prepare and present Alternate Channel partners sales, revenue and expense reports to Head Sales & Marketing
Provide timely training and undertake capability building and retention initiatives to ensure development of Alternate Channel sales team
Alternate Channel Sales Management
Establish the Alternate Channel Sales objectives by forecasting and developing annual sales targets, projecting expected sales volume and profit
Develop and implement sales action plans to ensure achievement of Alternate Channel Sales targets
Guide and Ensure the team cracks MNCs, large conglomerates, corporates, Societies and PSU's for Loyalty and Referral Business in domestic, outstation and NRI Markets
Ensure Alternate Channel sales SOPs, collaterals, brochures, operating procedures are aligned with company sale policies and strategies
Ensure the Alternate Channel Sales team is fully resourced and well directed, with clear guidelines to their job, responsibilities and are provided with full support in achieving their targets, in terms of communication, training and development xc2xb7 Plan the annual sales promotional events calendar with the Alternate Channel sales partners in advance & ensure effective implementation with the team
Ensure adequate systems and processes are used to accurately capture Alternate Channel Sales performance, customer leads, manage customer databases, etc.
Monitor and analyze the sales performance reports of the Alternate Channel Sales team and take corrective appropriate actions
Continually inspect the Alternate Channel sales process, understand process bottlenecks and facilitate continuous process improvements
Liaise with the Finance department to manage the Alternate Channel Sales collections
Alternate Channel Partners Management
Responsible for adding targeted number of Alternate Channel sales partners to the existing database monthly / quarterly to push sales / revenue of the Company
Facilitate registrations, certifications, training and brokerage disbursal for all Alternate Channel partners of the company
Develop and implement a mechanism to evaluate & categorize the Alternate Channel partners based on their performance to focus & retain the key contributors
Liaison and work closely with the project site heads for various promotional offers for Alternate Channel partners
Ensure regular and accurate product, price and promotional activities updates reach out to Alternate Channel sales partners
MIS & Reporting
Preside over periodic progress review meetings of the Alternate Channel sales team and timely share sales performance reports with Head Sales & Marketing
Others
Design and implement automated business systems used for forecasting, accounting, strategic planning, and realty consultation
Attend trade shows and industry events to stay apprised on recent information
Stay abreast about latest real estate industry developments, housing regulations and legislations, competitive sales strategies and customer changing requirements
Developmental
Evaluate key resource requirements for the team and ensure preparation & adherence to Manpower Requirement planning
Build and develop a high skill team to provide adequate business results to the Company
Ensure career mapping of the team and suitable succession planning initiatives
Develop & coach team members, allocate responsibilities, monitor performance, identify & facilitate training needs
Carry out performance appraisal; provide feedback and initiate developmental actions
SECTION V: KEY RESULT AREAS
Key performance goals for the role: Critical outcomes of a job contributing to the organization's and roles success Weightage (should add up to100%)
Number of Bookings 40%
Conversion ratio - Walk ins to Booking 30%
Activation of 1) New ACP 2) Referral & loyalty Program 3) Corp, PSU and Society Sales 4) Domestic, Outstation & international Markets 30%
TOTAL 100%
SECTION VI: FINANCIAL ACCOUNTABILITY & GEOGRAPHICAL SCOPE (as applicable)
Financial Accountability (with exclusive authority)
Geographical Scope Thane, MMR region
SECTION VII: KNOWLEDGE, EXPERIENCE, SKILLS AND ABILITIES
Education Qualification Any graduate / MBA preferred, not mandate
Technical & Professional Knowledge required(What someone NEEDS TO KNOW) Real estate industry knowledge
Channel partner working knowledge
Networks of Channel partner geography wise
SFDC
MS OfficeExperience required(What someone NEEDS TO HAVE DONE) 15 - 18 years of progressive experience in the sales of Real estate industry with atleast 10-12 yrs of recent expeirence handling channel partners, sourcing new channel partners, Loyalty and Corporate Sales in NRI and Outstation Markets
Team handling experience
Experince of handling Channel partners
Creating partner plan
Proper onboarding of Alternate channel partner process.
Exposure of using channel partner management tool
Stake holder managementEssential RLC for the role(Essential Leadership Competencies that need to be demonstrated or how they NEED TO BEHAVE) Purpose led transformation
Active colloboration
Customer Empathy
Inclusive leadership
Breakthrough mindset
Drive results
Personal Attributes required(Personal qualities, motivations, and preferences likely to enhance performance in the role) Self Starter
Result oriented
Leader
Adaptable
Credible
Inspiring
Collaborative
Integrity
Interpersonal skills
Discipline
Ability to work under pressure
Domain/ Functional skills required
SECTION VIII: KEY INTERACTIONS
Internal (Key interactions within the organization) Nature or purpose of interaction
Finance & Accounts Budgeting, Billing, Channel Sales Collections
External (Key Interactions outside the organization) Nature or purpose of interaction
Channel Sales Partners Coordination for Channel sales, training, revenue generation, promotional events etc

Raymond