DGM/Senior DGM - Luxury Sales

Job Purpose:

The DGM / Sr. DGM will primarily be responsible for driving growth for the Luxury / Premium segment of EDL’s residential business. Reporting to the AVP – Residential Sales, the individual shall lead efforts to develop and implement strategies than ensure effective product conceptualization, go to market strategy, launch & close of projects - As per business plan (Units sold & value) and effective client relationship management for all projects in the segment. The individual will also have P&L accountability for the segment and will ensure rigorous business planning, budgeting and reviews, collections against completed sales, management of expenses (marketing, sales and general administration expenses) and coordination of efforts with Finance, Projects and Services teams for project development, funding, handovers and maintenance of units for this segment.

Key Responsibilities:

• Formulate and drive the sales & marketing strategy for existing and upcoming projects in the segment.
• Build a cohesive plan based on the existing inventory and the launch plans scheduled for new projects in the segment.
• Enable critical sales closures. Guide team for negotiations, participate / approve final negotiations ensuring teams operate within the price bands approved for the different projects.
• Manage the Sales teams to ensure that the qualified leads are quickly converted into sales, the agreement amount due are collected and the sales are moved into agreement stage at the earliest, to ensure that sales log in the right quarter with assurance of achieving Quarterly and yearly targets.
• Establish the processes to ensure efficiency and consistency in operational processes. Define and ensure adherence to Department processes for salesforce update, roster, leave etc. as well as interfaces with other teams (Channel Partner, Digital Marketing & LMT, Marketing and CRM). Work closely with other internal teams to ensure a unified approach to sales and delivery.
• Oversee engagement with relevant Loyalty customers and strive to maximize quality lead generation through them. Work closely with concerned lead to design and implement specific initiatives that enhance the leverage and impact of the Priority program.
• Propose and provide inputs for new concepts and products for targeted customer groups that give Embassy a decisive competitive edge.
• Ensure tracking of market competition and sharing the market information and datapoints to enable informed decisions by department on various aspects.
• Track and monitor key performance parameters to ensure business operations for the segment are on track with timely decision making and course correction as needed.
• Manage key relations with alliance partners, investors and partners. Maintain the partnered approach in all dealings and collaborate on deals that ensure ‘win-win’ proposition.
• Ensure business operations and communications for the segment are in compliance with RERA and relevant statutory requirements for any selling, transferring and transactions / dealings related to the property.
• Track the market and industry for trends and competition ensuring differentiated positioning for Embassy Group and its projects is secured and maintained at all times.
• Establish a disciplined planning, budgeting & MIS process for the segment. Ensure regular projections Project-wise/ annual/quarterly/monthly and adherence to the same.
• Ensure implementation of Group’s policies and processes as applicable for team and operations. Ensure that the latest technology is used and process and systems are in place to meet the regulatory statutory audit and compliances for RERA etc.
• Promote open, constructive and collaborative relations within and across teams & group entities.
• Create a cohesive team of competent personnel by hiring, training & retaining top talent. Identify and groom talent, providing coaching, mentoring and feedback.
• On-board and manage team. Review performance individually and collectively and recommend training interventions as required for continual learning and growth.

Qualifications and Work Experience:

• . Graduate / MBA with 14-15yrs residential sales experience, 8-9 years of experience with reputable developer / real estate company.
• Proven track record in understanding marketing and managing all aspects of sales for high quality projects
• Leadership and management experience to lead internal and external stakeholders
• Established knowledge of sales and development in local market and an established network with channel partners, wealth managers, agencies and customers (including high net worth individuals).

Knowledge, Skills and Competencies:

• Business acumen
• Strategic thinking
• Leadership skills
• New business development
• Relationship building
• Understanding and ability to engage with clients / high net worth individuals
• Communications skills both written & verbal
• Knowledge of different marketing channels
• Understanding of basic finance and cashflow
• Negotiation skills
• Understanding of construction and architectural features of residential buildings
• Knowledge of market, competition and legal aspects of property selling
• Ability to lead large teams
• Ability to energize, persuade or influence others

Building, shaping and communicating the organization’s values and culture