Oberoi Realty - Deputy General Manager - Sales Team Lead

Function / Department :Sales
Organizational Relationships
Immediate supervisor / manager - Head - Sales
Positions reporting to the same supervisor/ Peers

- Manager Customer Support,

- Sr. Manager - Customer Service

- Mgr - Marketing , Mgr Finance, Project, Design

Position titles of direct reportees

- Asst. Manager - Sales

- Sr. Executive- Sales

- Exec. Front office
SECTION II: PURPOSE OF THE ROLE:

The purpose of this role is to ensure transparent and smooth execution of sales of inventory in a project by ensuring customer responsiveness and adherence to company policies and procedures

SECTION III: KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE:

Accountability:

Primary:

- Manage the sales walk through with uniform & warm sales experience

- Ensure Sales team members provide all details of the project, share & highlight the USP, follow the guidelines and scripts

- Ensure all executives communicate consistently and clearly with the customers

- Ensure customer queries are responded to satisfactorily at EEC

- Escalation of queries to self or superiors based on requirement e.g, irate customers, customers requiring further clarifications, payment flexibility etc

- Liaise with various internal department to ensure that queries are clarified & resolved

- Assist customers to arrive at a final decision to buy in our Project by providing all relevant details along with a complete walkthrough and show flat visit

- Finalize and execute sale of all flats as per set budgets

- Analyse sales funnel and work towards achieveing sales numbers as per targets set

- Ensure that the final booking is undertaken on the basis of the current rate along with relavant & approved IOMs.

- Document verification for generating a sales order / booking in SAP

- Verification of documents related to booking before creation of a Sales order in SAP

- Ensure effective handling of irate customers

- Handling issues that cannot be handled by the executives and seeking assistance from HOD as and when required

- Ensure effective rostering of staff & discipline & upkeep at the Sales Office / EEC

- Make sure that the sales staff and also the front desk executives are rostered in a proper to effectively manage walkin customers

- Ensuring the staff arrives on the time specified and ensuring discipline at the sales office

- Ensuring the Sales office is always presenatable, well attired in Uniforms and as per standard dress code

- Manage a seamless transition of a customer from sales to CRM

- Facilitating in successful handing over of customer from booking stage to the Relationship Manager

- Maintain relationships with the bankers and brokers ( Channel Partners)

- People Management

- Monitor day to day performance of the employees

- Ensure Onboarding, Training and development of the sales executives

Secondary:

- Assist the management in creating pricing and sales strategies for the projects

- Liaise with brokers and realtors for information

- Provide market intelligence to the top management for specific locations based on information gathered

- Ensure that the action items highlighted in internal audits specific to a site are adhered to and acted upon

- Gather Market Intelligence through market survey and channel partner meets
SECTION IV: KEY OUTPUTS/ RESULTS FROM THE ROLE:

KEY RESULT AREAS:

KEY PERFORMANCE INDICATORS:

Sales Targets:

- % achievement of targets as per plan

- Reporting - Timely and accurate MIS reporting

- Collections of dues - Timely collection of dues from custoers

- Adherence to procedures - % Deviations from SOPs as per audit findings

- Customer Feedback - Feedback from prospects and customers on the sales process and interaction with the sales team

- Employee Satisfaction - Engagement levels in the sales function, attrition

- Ensure bank approvals for the projects

- Timely approvals with the targeted banks
SECTION V: KNOWLEDGE AND SKILLS:

Qualifications and Technical Skills:

- Post Graduate

- Knowledge of MS office, Some exposure to ERP

SECTION VI: KEY INTERACTIONS:

Key interaction - Internal:

Nature or purpose of interaction:

Finance: - Payments and Receipts

Engineering - Seek information on slab completion dates

Architecture - Get the final approved plan/ any amendments Liaison

- Get information on the expected time of approvals
Key interaction - External

Nature or purpose of interaction:

Customers - Interact for sales

Brokers:

- Get market information

- Identify customers and provide publicity for the project

Bankers - Liaise for bank approvals