Sales Manager

Manbhum Construction Company; Hyderabad; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Manbhum Construction Company is seeking a Sales Manager to educate customers about home buying, present project plans, and guide a team of site executives. You will study project details, explain pricing and banking options, and ensure timely follow-up with clients after site visits.

The role requires leadership to drive conversions, collaboration with Marketing for lead generation, and ongoing training of sales staff to achieve targets.

Qualifications

• Proven ability to educate customers about home buying and project features.
• Ability to present complex product designs in a compelling way.
• Strong leadership to guide site executives and sales staff.
• Analytical skill to study market data and inventory dynamics.

Responsibilities

• Present project plans so customers can visualize the entire development.
• Explain design philosophy and product features using collaterals.
• Explain pricing, payment schedules and banking options to customers.
• Provide timely post-visit information to aid home-buying decisions.
• Train and mentor site executives for improved conversion and service quality.
• Coordinate with marketing for efficacious walk-ins and lead generation.

Skills

Autocad

Customer engagement

Sales leadership

Market analysis

Job description

ROLE DESCRIPTION

Location: Site

Designation : Sales Manager

Reporting to : Head Sales

Purpose of the role

1. Educating the customer about the various aspects to consider while purchasing a new home, explaining the product features and design philosophy of the Manbhum Projects, and helping him/her identify the most appropriate unit by understanding his/her requirement.
2. Studying the project in depth and create a comparison analysis to show the value of the product
3. Understanding customer demographic & Psychographic profiles and provide feedback to Marketing team for better targeting.
4. Lead and educate the team of site executives on above three points

Key Responsibilities

Role towards Customers:

1. Giving a presentation of our Project in a way the customer is able to visualize the entire project properly.
2. Showing and explaining the design philosophy and product features with the help of the Mock-up Flat or other collaterals.
3. Explaining in detail the Specifications.
4. Explaining pricing, payment schedule and banking option to the customer as per his requirement.
5. Providing detailed and timely information to customers post their site visits to enable them in their home-buying decision making.
6. Explain the rules and regulations of the community and Manbhum at the time of purchase by the customer

Maintaining long term relationship with customers to generate referrals

Targets :

1. Understanding business requirements, market dynamics and available inventory to proposesalestargets for respective projects and sales executives
2. Support marketing team in formulating strategy for required site walk-ins for the above targets
3. Study site visits to bookings conversion data and guide team on improving conversion ratio.

Role towards management

1. Sharing inputs which will help (a) target customers better (b) improve conversion ratio of site visits (c) Pricing the product to maximize profitability while maintaining healthy sales velocity.
2. Preparingtimely and accurate reports on various data points for daily, weekly, monthly basis to help in timely and better decision making.
3. Keeping track of sales velocity and inventory availability to help decision on timely launch of new phases.
4. Keeping track of upcoming & new market opportunities to help management in taking appropriate land purchase decisions.

Role towards Marketing team :

1. Periodic survey of other projects in the vicinity. Market survey on parameters including unit plan, amenities, specs, pricing, sales velocity, inventory type and availability, CP slabs, etc.
2. Provide feedback to marketing team on customer profile, content on our digital platforms like google ads, FB & Instagram posts, landing pages, Chatbot, Hoarding locationsetc based on what will matter most to customers.
3. Ensure propertraining to presales team and do periodic review and give feedback.
4. Keeping track of market trends and give feedback to management on new areas for land purchase.

Plan checking and New Launch activities

1. Checking of plans and blue prints before sanctioning for accuracy and saleability
2. Providing inputs on new project unit and floor plans
3. Visiting Location and doing competitor analysis.
4. Preparing of Sales flow for new launch after understanding of project.
5. Preparing costing for new launches after receiving sales area from Head office.
6. Updating Channel Partners regarding new launch and creating market awareness about our product.

Role Towards Site Executive:

1. Training of new sales staff.
2. Weekly training of site sales executive for Closing deals, Negotiation Techniques, Grooming.
3. Training regarding various bank finance Scheme, funding options and offers.
4. Building team work understanding their concerns and resolving them.
5. Sharing market knowledge with the executive for proper understating of Competitors
6. Keeping track on daily follow-up of executives.
7. Maintaining discipline and smooth work flow, coordination at site.
8. Taking weekly and monthly meetings.

Role towards channel partner:

1. Building relations with Channel partners to generated leads.
2. Training the C.P. team to understand our product
3. Tracking CP performance
4. Motivating CPs to increase site visits.
5. Updating Channel partner to new offers and schemes.
6. Giving presentation to CP at the offices.

Role towards Customer Relation Management :

1. Line up agreements for all the new customers and to ensure agreement process smoothness.
2. Working as a mediator and a support between CRM and Client.
3. Solving customers queries regarding agreement process to help CRM team
4. Reporting CRM team with construction work status report for sending demands.

Banking:

1. Dealing with bankers for new financial schemes and offers to promote sales
2. Get project APF for new projects.
3. Coordinating with bank surveyors for work status and their disbursements.
4. Making team members understand and train them on funding options
5. Help team members to close deals with providing solutions where there are down payment issues.

Role towards Engineering site team:

1. Co-coordinating with site engineering team regarding possession.
2. Checking of flats with quality team before delivery to customer.
3. Keeping track of ongoing construction activities related to sales and customer concerns.

Key Deliverables / Performance Measures

1. Ratio of bookings to new site visits attended
2. Number of bookings vs Target
3. Customer satisfaction index during the handover process
4. Number of referrals received from customers
5. Price appreciation achieved keeping target sales velocity
6. Quality of feedback/insights to marketing, design & management team
7. Timely and accurate data entry and reports generation
8. Number of sales executives trained who show desired knowledge, skills and competencies of sales manager

Key Challenges

Ideal Candidate For The Role

Knowledge

1. Design details & product USPs
2. Banking processes related to home loans
3. Basic agreement related legal processes
4. Quality checks to be done at the time of possession
5. In-depth Study of nearby projects
6. Basics of digital marketing
7. List of active CPs in areas of interest
8. Autocad

Skill

1. Ability to understand customer requirement
2. Ability to help customer visualize project
3. Ability to build rapport with customers, CPs
4. Ability to analyze competitor data and convert into insights useful for customers, marketing
5. Ability to use design & product knowledge to help resolve customer concerns
6. Identifying star performers and grooming to become future leaders
7. Analyze market data to identify opportunities