Zonal Sales Head - West East Zone, Godrej Properties Ltd.

Job Location : Pune

Role Summary:

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.

Role Specifications:

1. Budgeting / regional AOP

- Provides inputs for AOP by providing inputs on sales performance, manpower requirements, market competition and oversees marketing budget, brokers commission, sales projection etc.

- Monitors marketing budget to ensure activities are within budget

- Provides BD team with inputs on product pricing and marketing budget for new deals

2. Sales Planning and Strategy

- Creates and recommends a sales strategy for achievement of assigned sales targets e.g launch plan for new project

- Assigns sales targets to team

- Tracks the Sales Inventory (through Sales Force, SAP )

- Interacts with customers for sales closure and final negotiations

- Establishes relationship and tie ups with banks for loan disbursement , interest rates and leads

3. Marketing Promotions Planning

- Evaluates and recommends marketing plan for local marketing campaigns e.g print ad/ outdoor displays/ participation in property exhibitions, road shows / online marketing etc

- Drives approval of marketing plans with HO Marketing

- Gives inputs on marketing campaign / MR activity needs (apart from the pre-approved plan) to HO

- Reviews project related content for creatives and drive approval with HO ,

- Ensures availability of creatives on time from HO marketing team

- Monitors the effectiveness of the marketing campaigns

4. Market Research

- Identifies external agencies to conduct market research for a prospective deal, assess market potential

- Reviews survey methodology

- Coordinates with external MR agency to conduct :

- macro level market research, SWOT analysis, prevailing prices, competition projects

- micro level research covering consumer study, consumer profiling , focus group discussions

- Validates research reports given by BD and provides regional inputs

5. Product Development - Recommends product design and product mix (number of bedrooms, balcony, facilities requirements etc.) at design stage

6. Channel Partner Network / corporate sales set up and management

- Defines process and guidelines for creation and management of channel partner / corporate sales

- Shortlists potential channel partner according to company criteria

- Communicates company terms and conditions

- Monitors channel partners for lead generation and conversion

- Supports Channel Partners for post sales customer service

7. Lead Generation

- Plans with team members to generate and manage leads

- Monitors lead assignment, categorization and lead management as per guidelines

- Ensures updation of leads database on Google docs

8. Customer Relationship Management

- Addresses escalated customer related issues - complains, queries

- Forwards customer complaints to relevant functions and follow up for resolution

9. Coordination with JV Partner

- Establishes relationship with JV partner post Development Agreement Stage

- Communicates sales and marketing strategies/ unit price/ pricing model etc.to JV partner

10. Process Improvement & Adherence

1. Identifies processes/procedures in own work area that need improvement

2. Recommends process improvement ideas to streamline efficiency/costs/productivity

3. Undertakes process improvement activities in own work area

4. Complies with company defined guidelines and processes

5. Adheres to project timelines

Position Specifications (Know-How, Skills and Knowledge for this position):

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

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

3. Functional/ Technical competencies -

- Handling Scale

- Market Knowledge

- Product understanding,

- Customer understanding

- Business acumen

- Sales Promotions

- Channel partner management

- Market research tools

4. Behavioural competencies -

Leading Self

- Initiative: Drive Ownership, tenacity

- Hunger to Learn & Improve: Humility, Growth Mind-set, Committed to Change

- Emotional & Social Awareness: Maturity, Self-Awareness, Influence

Leading Others

- Leading Team: Creating high performance team, Adaptive, Motivator

- Developing Others: Nurtures Talent, feedback, Mentoring

- Fostering Collaboration: Godrej First, collaborates, Builds Bridges

Leading Business

- Customer Centricity: Insightful, Innovates, Delights

- Acting strategically: Envision, frames Issues, Action Orientation

- Delivering Results: Commercial Acumen, Execution Excellence, Agility

- Institution Building: Role Model, Knowledge Sharing, Shape Culture

About Us

Godrej Properties is among the fastest growing real estate companies in India, having grown by a CAGR of 20% by booking value in the last 5 years and earned the distinction of being the largest listed real estate developer in India for last two financial years (FY2018 and FY2019). We aim to accelerate this momentum further over next few years and are looking for motivated individuals to be a part of our growth story.

Godrej Properties has a unique Joint Venture based development model which helps us to keep an asset light balance sheet, thereby mitigating financial risks associated with a debt heavy structure, supports independent scale-up of local operations across various geographies and create a strong business development pipeline.

GPL has been consistently ranked amongst the top 2 places to work in the Real Estate segment in the "Great Places to Work" survey. We take much pride in fostering an inspiring workplace, with an agile and high performance culture. We are also deeply committed to recognising and valuing diversity across our teams. GPL brings the Godrej Group philosophy of innovation, sustainability and excellence to the real estate industry. Each development combines a 122-year legacy of excellence and trust with a commitment to cutting-edge design and technology. GPL has received 8 awards in Q1 FY19. Godrej Properties is currently developing residential, commercial and township projects spread across the country in 12 cities.