Luxury Sales Manager

Purpose : Execute the sales strategies for Ultra luxury and UNWI segment by engaging directly with the customers, managing leads and collaborating with brokers thereby ensuring exceptional customer experience, enhancing project positioning and achieving desired sales targets for the segment

Key Result Areas Sales Strategy Implementation and Analysis -

• Analyse market trends and competition to develop effective sales strategies tailored to the ultra-luxury segment.
• Monitor and update transaction data within the micro-market to inform decision-making and strategy development.
• Prepare weekly / monthly MIS and submit as per schedule to Head Direct Sales.
• Gather & collate product, amenity and brand insights from customers & channel partners and share with all concerned stakeholders.
• Prepare review presentation & data for the periodic reviews and act on and track action on the feedback received.
• Provide customer insights that can help in better project positioning, amenities & configurations for future.

Pre-Sales Activities -

• Manage leads generated from market sources or portals, maintaining detailed records of client communications and interactions.
• Prioritize leads requiring immediate action, ensuring timely follow-up or delegation to colleagues for further engagement.
• Design initiatives in consultation with the Direct Sales head to increase direct walk-ins, reducing brokerage costs for the company.
• Conduct weekly peer meetings to review client data, address challenges, and strategize further actions.

Sales Execution (closing) -

• Review customer profiles, company backgrounds, and their roles within their organizations using platforms like LinkedIn and Google to understand their motivations and buying preferences.
• Collaborate with the sourcing manager on customer visits to the site, gathering input from brokers and closely affiliated channel partners for valuable insights.
• Tailor product pitches according to customer requirements, delivering detailed model presentations focusing on views, layout, and adhering to set timelines.
• Drive direct walk-ins by providing insights on the project and attracting potential customers to visit the site.
• Implement and execute closing strategies in collaboration with brokers, sourcing managers, and department heads, customizing approaches for each customer.
• Conduct micro-market analyses, stay updated on competition, and evaluate parameters like density, location, and buyer demographics for project discussions.
• Utilize lead management software (C4C) to document client interactions and updates.
• Address customer FAQs, collate inquiries, and communicate with the design team to provide comprehensive responses.
• Maintain ongoing communication with customers to nurture relationships and generate referrals, conducting outbound meetings to provide project insights and arrange site visits for larger flat purchases.

Channel Partner Management

• Collaborate with sourcing managers to plan and execute activities aimed at generating leads and increasing product awareness.
• Provide training and support to new channel partners or brokers, facilitating their understanding of the project and sales process.

Referral Management

• Generate referrals by keeping in touch with customers
• Track and verify referral details.
• Ensure accurate documentation and processing of referral payments.
• Communicate with customers regarding referral invoices and payment status.

Call Centre Management

• Collate and update enquiries from various sources to maintain accurate records.
• Verify enquiry sources and update lead databases accordingly to ensure accuracy.
• Conduct follow-ups with leads and update the enquiry database with details to track progress.
• Get on a meeting with the call centre team for the Niara project once a week with the head of the call centre, train the team, address their queries and ensure on-site training at call centres.

Lead Generation/Enquiry management

• Collate and update enquiries from various sources.
• Verify enquiry sources and update lead databases accordingly.
• Conduct follow-ups with leads and update the enquiry database with details.
• Adhere to the calendar of events and activations.
• Execute the planned engagement with alternate sales channels to generate leads.
• Execute the planned engagement with end customers to generate leads.

Customer visits / Follow up

• Visit the premium customers and pitch the projects before they visit the site.
• Handle walk-in customers and pitch the project.
• Ensure quality of sales by checking the genuineness of customers.
• Ensure customer details are collected within the agreed TAT.
• Check the site visit form for completeness and understand customer requirements to provide tailored solutions.
• Provide brochures and explain the project during site visits to inform customers.
• Resolve customer queries and assist with EOI form filling or booking to facilitate the sales process.
• Send thank-you emails/SMS to customers and seek feedback to enhance customer experience.

Customer Onboarding / CRM

• Fill in the booking/application form with customer details to initiate the process.
• Collect KYC documents and the token amount for booking to complete the requirements.
• Create customer master and opportunity in C4C and seek approval to proceed.
• Handover documents to the CRM team as per the checklist to ensure a smooth transition.