Lead Sales

SECTION I: BASIC INFORMATION ON THE POSITION

UJR Name Lead Sourcing Designation / Role name Lead Sourcing

Function Sales Marketing Sub Function Sales

Band 3 Manager/ Individual Contributor Manager

SBU Realty Location Thane, MMR, Mumbai

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 - Sales

Position
Lead - Sourcing Sales
NA

Number of positions reporting to the role
6

Position titles of reportees

TM Sourcing - 03 ( Band 4 5 )
Total - 06

SECTION III: PURPOSE OF THE ROLE

The Lead Channel Sales Manager will be responsible for developing and executing a strategic channel sales plan to achieve revenue growth and market expansion. This role requires strong leadership skills, an in-depth understanding of the real estate industry, and the ability to build and maintain relationships with key channel partners.

SECTION IV: KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE

Channel Strategy Development:

Develop and implement a comprehensive channel sales strategy aligned with company goals.
Identify and target potential channel partners, including brokers, agents, and real estate firms.
Partner Management:

Build, nurture, and manage relationships with existing and potential channel partners.
Conduct regular meetings and reviews with partners to ensure alignment and drive performance.
Sales Performance:

Set sales targets for channel partners and work with them to achieve these targets.
Monitor and analyze sales performance metrics and adjust strategies as needed.
Training and Support:

Provide training and support to channel partners on company products, services, and sales processes.
Create and distribute marketing materials and sales tools to assist partners in their sales efforts.
Market Analysis:

Conduct market research to identify trends, opportunities, and competitive landscape.
Use insights to refine channel strategy and drive growth.
Reporting and Documentation:

Prepare and present regular reports on channel sales performance and partner activities.
Maintain accurate records of partner interactions, sales activities, and market intelligence.

SECTION V: KEY RESULT AREAS

Key performance goals for the role: Critical outcomes of a job contributing to the organizations and role s success Weightage (should add up to100%)

Number of Bookings 40%

Conversion ratio - Walk ins to Booking 30%

Activation of 1) New CP 2) Referral loyalty Program 30%

TOTAL 100%

SECTION VI: FINANCIAL ACCOUNTABILITY GEOGRAPHICAL SCOPE (as applicable)

Financial Accountability (with exclusive authority) 300 Crs

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 Office

Experience 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
Team handling experience
Experince of handling Channel partner
Creating partner plan
Proper onboarding of channel partner process.
Exposure of using channel partner management tool
Stake holder management

Essential 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, Marketing

External (Key Interactions outside the organization) Nature or purpose of interaction

Channel Sales Partners Coordination for Channel sales, training, revenue generation, promotional events etc

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