Abhinandan Ventures - Assistant General Manager - Sales Strategist - IIM/ISB/XLRI

THE HOUSE OF ABHINANDAN LODHA

Role: Manager Market & Sales Strategy (MSS)

Role Summary:

Own the integrated marketing and sales intelligence agenda for HoABL's branded land business. Sit between data, sales execution, and strategic thinking - bringing predictability, process, and acceleration to the revenue engine.

Reports To: CEO, with close working relationship with top management and board.

Location: Mumbai (HQ), with high field exposure.

Key Responsibility Areas:

A. Commercial & Growth Strategy:

• Own multi-year sales growth strategy across geographies, categories, and channels.
• Lead annual AOP planning for revenue, margin, and market share.
• Steer new market entry and category expansion with clear business cases.
• Own the sales plan end-to-end: targets, the launch calendar, and any changes to targets or calendar as the business moves.
• Track projects in and out of the active portfolio - new project onboarding as well as project exits/closures.

B. GTM & Channel Architecture:

• Architect GTM models: segmentation, targeting, and key account strategy.
• Manage the channel portfolio - direct, digital, CP/partner, and inside sales.
• Govern new project launches: sales playbooks, campaign readiness, and post-launch review.
• Own end-to-end GTM launch planning for new projects.
• Plan and govern the opening of new phases within existing, live projects.

C. Pricing & Revenue Management:

• Own active pricing and revenue management as a continuous discipline.
• Track competitor pricing, company cost structures, and category-level movement.
• Monitor brand reach and the company's price/product indexing versus the market.
• Recommend pricing and structuring interventions as market conditions shift.

D. Marketing-Sales Alignment:

• Convert marketing inputs into coordinated sales actions.
• Align demand-generation priorities with shared pipeline and revenue goals.
• Maintain a tight feedback loop between field insights and marketing strategy.

E. Intelligence, Analytics & Governance:

• Sponsor the market intelligence engine covering demand, funnel, and market mapping.
• Own the business rhythm: a defined cadence of reviews where issues are surfaced, and failures and successes are root-caused with data.
• Own MIS and review cadence/governance.
• Run QBRs, pipeline reviews, and portfolio councils.
• Ensure every post-mortem translates into organizational learning and gets codified into the playbook.

F. Sales Operations & Performance:

• Design incentive structures, including the balance between sourcing and closing schemes.
• Own commercial performance: pipeline health, win rates, and forecast accuracy.
• Own the head of the funnel - demand sourcing, lead quality, and early-stage conversion.
• Own the tail of the funnel - closures, collections, and clean handover to post-sales.
• Intervene on underperforming segments through targeted programs and coaching.

Candidate Profile:

Experience:

• 3-5 years in sales strategy, commercial excellence, or P&L leadership.
• Proven in high-growth or complex multi-channel environments.
• Strong track record in GTM execution and senior stakeholder management.
• Preferred: consumer / real estate / D2C / tech-enabled businesses.
• Exposure to multi-geography sales operations at scale.

Education:

• Full-time MBA / PGDM from a Tier 1 institute (IIM, ISB, XLRI, or global equivalent).
• Strong academic foundation in business, strategy, or analytics.

Skills & Competencies:

• Strategic acumen with a P&L mindset and comfort with growth-profitability trade-offs.
• Deep fluency in funnel analytics, sales processes, and CRM/MarTech tooling.
• High analytical orientation; translates data into crisp, CXO-ready narratives.
• Influences across matrixed organizations without hierarchical authority.
• Builder mindset - creates systems, playbooks, and governance structures.