GENERAL MANAGER/ HEAD – LUXURY (SENIOR DGM/ DGM) Opportunity- Super Luxury Residential Business- Prominent Real Estate Group

Today's search focus: GENERAL MANAGER/ HEAD – LUXURY (SENIOR DGM/ DGM)for one of India's top real estate developers with a strong presence in super luxury Residential, Commercial and Hospitality projects. Position based in a major metro city.

If interested, please inbox me at neha@redkite.co.in

Job Purpose: The DGM / Senior DGM will primarily be responsible for driving growth for the Luxury segment of the Group’s residential business. Reporting to the Head of Residential business, the individual shall lead efforts to develop and implement strategies than ensure effective product conceptualization, go to market strategy, launch & close of projects - As per business plan (Units sold & value) and effective client relationship management for all projects in the segment. The individual will also have P&L accountability for the segment and will ensure rigorous business planning, budgeting and reviews, collections against completed sales, management of expenses (marketing, sales and general administration expenses) and coordination of efforts with Finance, Projects and Services teams for project development, funding, handovers and maintenance of units for this segment.

Key Responsibilities:

·         Formulate and drive the sales & marketing strategy for existing and upcoming projects in the segment.

·         Build a cohesive plan based on the existing inventory and the launch plans scheduled for new projects in the segment. Develop the Annual Operating Plan (AOP) for the segment based on the overall business plan ensuring focus on specific goals for the segment and deploy the approved plan to teams below, enabling them to achieve the outcomes as defined.

·         Ensure development of detailed marketing plans and related budgets. Monitor marketing outputs and spends, and budget utilization / variance. Ensure measurement parameters are defined for all marketing initiatives and decisions are taken based on data / results.

·         Implement direct marketing strategies and maximize quality lead generation at the least cost per lead using industry benchmark as reference.

·         Liaise and engage the Digital Marketing Manager and the Channel Sales Manager to conduct activities that will maximize quality leads from those channels and align to overall AOP and business goals for the segment.

·         Enable critical sales closures. Guide team for negotiations, participate / approve final negotiations ensuring teams operate within the price bands approved for the different projects.

·         Manage the Sales and CRM teams to ensure that the qualified leads are quickly converted into sales, the amounts due are collected and the units are handed over as per agreed schedules. Ensure teams engage effectively with the Project team and units are received snag free during handover.

·         Establish the processes to ensure efficiency and consistency in operational processes. Define and ensure adherence to Department processes for salesforce update, roster, leave etc. as well as interfaces with other teams (Channel Partner/s, Digital Marketing & LMT, Marketing and CRM). Work closely with other internal teams to ensure a unified approach to sales and delivery.

·         Oversee engagement with relevant Loyalty customers and strive to maximize quality lead generation through them. Work closely with concerned lead to design and implement specific initiatives that enhance the leverage and impact of the Priority program.

·         Propose and provide inputs for new concepts and products for targeted customer groups that give the group a decisive competitive edge.

·         Ensure defined protocols for handing of over of unsold units to be maintained as well as instances where the units are being offered to the Asset Management Team on behalf of the owners.

·         Track and monitor key performance parameters to ensure business operations for the segment are on track with timely decision making and course correction as needed.

·         Manage key relations with alliance partners, investors and partners. Maintain the partnered approach in all dealings and collaborate on deals that ensure ‘win-win’ proposition.

·         Ensure business operations and communications for the segment are in compliance with RERA and relevant statutory requirements for any selling, transferring and transactions / dealings related to the property.

·         Track the market and industry for trends and competition ensuring differentiated positioning for the Group and its projects is secured and maintained at all times.

·         Establish a disciplined planning, budgeting & MIS process for the segment. Ensure regular projections Project-wise/ annual/quarterly/monthly and adherence to the same.

·         Ensure implementation of Group’s policies and processes as applicable for team and operations. Ensure that the latest technology is used and process and systems are in place to meet the regulatory statutory audit and compliances for RERA etc.

·         Promote open, constructive and collaborative relations within and across teams & group entities.

·         Create a cohesive team of competent personnel by hiring, training & retaining top talent. Identify and groom talent, providing coaching, mentoring and feedback.

·         On-board and manage team. Review performance individually and collectively and recommend training interventions as required for continual learning and growth.

Supervision:

·         Direct Reports	Marketing Lead and Senior Sales Managers/ AGM’s
·         Dotted line reporting	Marketing Lead – (For Luxury)
·         Indirect Reports	All Luxury Team Members

Key Interfaces

·         Internal / Group	Head Residential, Digital Marketing and LMT and Priority, Channel & Alliance Partners, Marketing, PR & Events, Finance, Projects, Legal, CRM & Post Sales
·         External	Marketing service providers, Projects Team, Channel Partners, Customers, Media agencies

Qualifications and Work Experience:

·         Graduate / MBA with 10+yrs residential / hotel sales experience with reputable developer / real estate company/ luxury hotel group.

·         Proven track record in managing all aspects of marketing and sales for high quality projects

·         Leadership and management experience to lead internal and external stakeholders

·         Established knowledge of development in local market and an established network with channel partners, wealth managers, agencies and customers (including high net worth individuals).

Knowledge, Skills and Competencies:

·         Business acumen

·         Strategic thinking

·         Leadership skills

·         New business development

·         Relationship building

·         Understanding and ability to engage with clients / high net worth individuals

·         Communications skills both written & verbal

·         Knowledge of different marketing channels

·         Understanding of basic finance and cash flow

·         Negotiation skills

·         Understanding of construction and architectural features of residential buildings

·         Knowledge of market, competition and legal aspects of property selling

·         Ability to lead large teams

·         Ability to energize, persuade or influence others

·         Building, shaping and communicating the organization’s values and culture

This is a confidential position, please do not leave comments on the posting. Photograph used is for illustration purpose only.