Smartworks - General Manager - Enterprise Sales

GM Enterprise Sales (8-12 yrs)

Location: Mumbai

Reporting to: Head - Enterprise Sales, India
Key Responsibilities:

1. Enterprise Sales Strategy & Business Development
- Target Acquisition: Identify and acquire new enterprise-level clients, large corporate houses, or Global Capability Centers (GCCs).
- Deal Structuring: Structure complex, high-value commercial leasing mandates, and manage multi-stakeholder negotiations (CXOs, procurement, legal).
- Growth Initiatives: Implement strategic sales plans to expand market share within a designated region.
2. Account Management & Relationship Leadership
- CXO-Level Relationships: Build and maintain long-term partnerships with senior decision-makers of large firms responsible for office space decision making.
- Consultative Selling: Influence workspace strategy and location decisions for clients early in their planning cycle.
- Retention: Ensure high satisfaction levels for existing large accounts to promote renewal and referrals.
3. Team Leadership & Operational Excellence
- Team Management: Hire, train, and mentor Enterprise Account Executives or Sales Managers to maximize performance and meet quotas.
- Performance Metrics: Set ambitious sales targets and track Key Performance Indicators (KPIs) to ensure regional growth.
- Forecasting: Maintain accurate sales pipeline data using CRM tools (e.g. Salesforce) and provide regular, high-level forecasts to executive leadership.
4. Market Intelligence & Collaboration
- Market Analysis: Keep updated on real estate market trends, competitive activity, and pricing strategies to advise clients on better decisions.
- Cross-functional Alignment: Partner with city sales teams to ensure deal feasibility and smooth onboarding for new clients.
Required Qualifications & Skills
- Experience: 5-10 years in enterprise commercial leasing, real estate advisory, or large-scale B2B solution sales.
- Education: MBA or postgraduate degree in sales/marketing preferred.
- Sales Skills: Strong negotiation, consultative selling, and complex deal-making experience.
- Leadership: Demonstrated success in leading high-performance regional teams.
- Technical Knowledge: Deep understanding of leasing economics and real estate market dynamics.