Sales Manager, Bangalore

Job Description:

ROLE OVERVIEW:

The Sales Manager at Sangini Group will be responsible for leading and managing the overall sales function, including Direct Sales and Channel Sales teams, with a focus on achieving sales targets, improving conversions, and delivering a seamless home-buying experience for customers.

The role includes hiring, training, mentoring, and overseeing the performance of Assistant Sales Managers, Senior Sales Executives, Sales Executives, Channel Sales team members, and Trainees. The Sales Manager will also be responsible for developing and managing the Channel Partner network, driving sales through both direct and channel sources, supporting key negotiations and closures, and working closely with Marketing and other internal teams to improve overall sales performance.

The role will ensure effective use of CRM, adherence to defined SOPs and sales processes, and timely monitoring and reporting of sales performance.

KEY RESPONSIBILITIES:

1. SALES PLANNING & TARGET ACHIEVEMENT

• Prepare and execute monthly and quarterly sales plans.
• Set targets for the sales team and monitor achievement regularly.
• Drive site visits, negotiations, bookings, and revenue.
• Review the sales pipeline and take corrective actions wherever required.
• Support the team in important customer negotiations and closures.

2. SALES STRATEGY & EXECUTION

• Work closely with the Marketing team to strategize and execute sales campaigns, exhibitions, and events.
• Analyze the effectiveness of lead sources including digital, channel partners, referrals, and walk-ins.
• Set monthly and quarterly sales targets and drive achievement of bookings, sales value, and revenue through effective planning and team execution.
• Monitor the sales funnel, including leads, site visits, conversions, and bookings, and take corrective actions to improve overall sales performance.
• Review sales pipeline and expected closures to ensure visibility and achievement of business targets.
• Identify new sales opportunities and market segments to drive business growth.

3. SALES TEAM MANAGEMENT

• Manage, guide, and monitor the performance of the sales team.
• Allocate leads and responsibilities based on individual capability and workload.
• Conduct regular sales reviews and monitor follow-ups, site visits, and closures.
• Train and coach team members to improve productivity and conversion.
• Identify performance gaps and take necessary corrective actions.
• Participate in hiring and onboarding of sales team members as required.

4. CHANNEL SALES TEAM MANAGEMENT

• Manage the internal Channel Sales team reporting to the Sales Manager.
• Set targets for Channel Sales team members and review their performance.
• Guide the team in identifying, onboarding, and activating Channel Partners.
• Monitor leads, site visits, and bookings generated through each Channel Sales team member.
• Support the team in developing key Channel Partner relationships.
• Ensure proper coordination between the Direct Sales and Channel Sales teams.

5. CHANNEL PARTNER MANAGEMENT

• Develop and maintain strong relationships with Channel Partners and brokers.
• Increase the base of active and productive Channel Partners.
• Conduct regular meetings, project briefings, training programs, and engagement activities with Channel Partners.
• Ensure Channel Partners are updated on project inventory, pricing, offers, payment plans, and policies.
• Monitor Channel Partner-generated leads, site visits, and bookings.
• Identify inactive Channel Partners and work with the Channel Sales team to reactivate them.

6. LEAD & CONVERSION MANAGEMENT

• Monitor leads received from digital, Channel Partners, referrals, walk-ins, and other sources.
• Ensure timely allocation and follow-up of all leads.
• Track lead-to-site-visit and site-visit-to-booking conversion.
• Identify reasons for lead drop-offs and take corrective actions.
• Review source-wise lead quality and conversion performance.

7. CUSTOMER MANAGEMENT & CLOSURES

• Ensure customers receive a professional and smooth buying experience.
• Support the sales team in handling customer queries, negotiations, and closures.
• Handle important or escalated customer cases where required.
• Ensure pricing, offers, and payment plans are communicated correctly to customers.
• Ensure commitments made during the sales process are properly documented.

8. POST-SALES COORDINATION

• Ensure smooth handover of booked customers to the CRM/Customer Service team.
• Coordinate with internal teams for documentation, payments, and other post-booking requirements.
• Support resolution of customer issues wherever Sales involvement is required.
• Ensure commitments made at the time of booking are communicated to the relevant teams.

9. MARKET & COMPETITION ANALYSIS

• Conduct regular market and competitor surveys.
• Monitor competitor pricing, offers, payment plans, and project positioning.
• Collect market feedback from customers and Channel Partners.
• Provide inputs to management on pricing, offers, and sales strategy.
• Identify new sales opportunities and customer segments.

10. MARKETING COORDINATION

• Work closely with the Marketing team for lead-generation campaigns, events, and exhibitions.
• Provide regular feedback on lead quality and customer response.
• Support planning of Channel Partner meets and other sales promotion activities.
• Share market and customer insights with Marketing to improve campaign effectiveness.

11. CRM & SALES MIS

• Ensure timely and accurate updating of all leads and customer interactions in CRM.
• Monitor daily, weekly, and monthly sales performance.
• Track leads, site visits, conversions, bookings, and revenue.
• Prepare and present regular Sales MIS to management.
• Monitor lead ageing and pending follow-ups.
• Ensure CRM discipline across the Direct Sales and Channel Sales teams.

12. SOP & INTERNAL COORDINATION

• Ensure the sales team follows approved sales processes and SOPs.
• Ensure proper documentation for customer transactions.
• Coordinate effectively with Marketing, CRM, Finance, and other internal departments.
• Ensure discounts, offers, and other commercial commitments are given only as per approved policies.

13. PERFORMANCE REVIEW

• Conduct regular performance reviews with Direct Sales and Channel Sales team members.
• Monitor individual targets, activities, and conversions.
• Provide coaching and improvement plans for underperforming employees.
• Recognize and encourage high-performing team members.
• Maintain performance records for appraisal purposes.