Lead - Site Sales ( Pune East)

Purpose : Drive direct and broker-led sales through the sales team and drive behaviors & actions to generate a superior customer experience at the site.

Principal Accountabilities

Market Research and Product Development

Analyse competitor strategies and market conditions to provide actionable insights and recommendations. Collaborate with the Regional Sales Head to refine product offerings and positioning, ensuring alignment with market demands and competitive landscape. Analyse sales & marketing data to find potential opportunities & sources for real estate sales & create alternate sources of leads for the project.

Sales setup and planning / MIS

Propose project sales plans and strategies to achieve regional targets. Work with the marketing, design & operations team to create the right customer experience at the site. Regularly inspect the model apartment & site office for regular housekeeping & upkeep. Plan for adequate availability of skilled Manpower at site as per the need. Conduct trainings to ensure best quality customer handling at site and high walk-ins to booking ratio. Prepare a calendar of events for the site sales team to generate leads. Plan & set-up engagement & activities to generate leads from the identified alternate sources. Prepare the proposal for running offers along with the related impact on sales. Work closely with project sales executives to implement the sales strategies on the ground. Monitor the execution of project sales plans and provide support to overcome challenges. Ensure that project sales activities are aligned with the overall business objectives and timelines. Maintain updated records of sales forecasts, targets, and performance metrics.

Referral management

Identify units booked via referral customers and track referral eligibility to ensure compliance with company policies. Verify all conditions for referral payments and ensure approvals are obtained as per DOA to maintain accuracy. Update the Loyalty Program Tracker with referral payment details and issue Referral Acknowledgement Letters to keep records. Develop and implement innovative tactics to increase customer referrals and enhance the referral program's effectiveness.

Lead Generation / Enquiry management

Define parameters for categorizing and prioritizing enquiries to ensure effective handling and timely follow-up. Conduct periodic reviews to ensure the enquiry database is accurate and up-to-date, maintaining detailed records. Ensure leads are correctly mapped to the source to track lead generation effectiveness. Track TAT and check for completeness of the documentation for customers. Ensure customer is mapped to the right source to avoid any disputes on account of associated pay-outs. Manage follow-ups with leads, ensuring proper documentation and tracking progress to optimize conversion rates. Monitor timely login of bookings in system. Examine booking MIS on regular basis and ensure completion of KYC's & proper application. Oversee follow-up with the customer for collection of 10% booking amount. Analyze enquiry data to identify trends and provide insights for improving sales strategies.

Customer visits

Seek clarification from concerned personnel and develop action plans to address customer issues promptly. Identify if any other project is suitable based on customer requirements and communicate accordingly to provide alternatives. Extract weekly enquiry details and analyze overall sales performance to track progress and inform strategy adjustments. Prepare and send monthly sales activity reports to the National Sales Head to inform decision-making and strategy refinement.

Customer Onboarding / CRM

Oversee the customer onboarding process. Coordinate with the CRM team to ensure a seamless transition from sales to customer management. Monitor the onboarding process and address any issues promptly to enhance customer satisfaction.

People Management

Assist, guide and monitor team members in their day-to-day affairs. Ensure that team is well equipped with the required knowledge and skills to perform their job. Motivate team members for better performance. Address team's issues or grievances.