Business Head - Alternate Distribution & Sales - Real Estate/Financial Services - IIM/ISB/MDI/FMS (12-17 yrs)

Purpose:

The Business Head - Alternate Distribution and Sales is a strategic leadership position aimed at driving growth through innovative sales channels, partnerships, and market penetration. This role is central to leveraging alternative distribution mechanisms to create value, capture new customer segments, and expand market share.

Key Responsibilities:

Strategic Leadership in Alternate Distribution:

Channel Development: Build and scale alternate distribution channels such as:

- Institutional tie-ups (e.g., corporates, investment platforms).

- Digital-first ecosystems (e.g., online marketplaces, fintech partnerships).

- Broker and channel partner networks.

- Strategic alliances for co-branded offerings.

Sales Leadership and Revenue Growth:

- Target Achievement: Own and achieve ambitious sales targets across alternate distribution channels.

- Revenue Diversification: Develop innovative models to diversify revenue streams, such as subscription-based sales or investment bundles.

- Pipeline Management: Ensure consistent lead generation, nurturing, and conversion through alternate channels.

Partner and Ecosystem Management:

- Broker Network Expansion: Establish and nurture relationships with brokers and real estate consultants who align with brand ethos.

- Institutional Engagement: Develop partnerships with corporates, investment firms, and wealth managers to drive bulk and high-value sales.

- Partner Incentives: Design and implement competitive incentive programs for channel partners to maximize engagement and loyalty.

Digital and Technology-Driven Sales:

- Tech-Enabled Solutions: Use the proprietary digital platforms to enhance the customer experience, from virtual tours to seamless transactions.

- CRM Integration: Leverage advanced CRM systems to track channel performance, manage leads, and analyze customer behavior.

- Analytics-Driven Strategy: Use data insights to refine alternate distribution strategies and improve ROI on marketing and sales efforts.

Customer Acquisition and Engagement:

- Target Segments: Focus on acquiring high-net-worth individuals (HNIs), NRIs, and millennials who view land as a lifestyle investment.

- Personalized Offerings: Collaborate with product teams to create tailored land investment options for niche customer segments.

- Customer Experience: Ensure exceptional service delivery and post-sale engagement to foster repeat business and advocacy.

Cross-Functional Collaboration:

- Marketing Integration: Partner with marketing teams to create campaigns and content tailored for alternate distribution channels.

- Product Development: Work closely with product teams to align offerings with insights gathered from alternate channels.

- Finance and Compliance: Ensure all transactions through alternate channels adhere to financial and regulatory requirements.

Financial and Operational Efficiency:

- P&L Ownership: Manage the profitability of alternate sales channels, ensuring sustainable growth and cost efficiency.

- Budget Management: Optimize budgets for alternate distribution activities to deliver maximum ROI.

- Collections and Payments: Oversee payment collections to maintain healthy cash flow and minimize delays.

Team Leadership and Development:

- Team Building: Recruit, train, and lead a high-performing team dedicated to alternate distribution.

- Performance Management: Set clear KPIs for the team and monitor their progress, implementing corrective actions as needed.

- Continuous Learning: Foster a culture of innovation and adaptability to keep pace with market trends and customer expectations.

Key Deliverables

- Achievement of sales and revenue targets from alternate distribution channels.

- Creation and scaling of a robust broker and partner ecosystem.

- Increased customer acquisition from niche segments such as NRIs and HNIs.

- Enhanced brand visibility and market share in targeted regions.

- Data-driven decision-making and improved operational efficiency in alternate sales.

Skills and Competencies:

- Strategic Thinking: Ability to conceptualize and implement innovative sales and distribution strategies.

- Leadership: Proven track record of leading diverse teams and managing multiple stakeholders.

- Analytical Expertise: Strong ability to interpret data, track performance, and make informed decisions.

- Relationship Management: Excellent interpersonal and negotiation skills to manage partnerships and customer relationships.

- Customer-Centric Approach: Deep understanding of premium customer segments and their expectations.

- Digital Savvy: Proficiency with CRM tools, analytics platforms, and digital marketing.

Experience and Qualifications:

Experience:

- 12+ years of experience in sales leadership, with exposure to alternate channels and strategic partnerships.

- Experience in real estate, financial services, luxury goods, or digital-first companies preferred.

Education: MBA or equivalent degree in sales, marketing, or business management