Head of Sales & Business Development - MIXTA Africa at ARM Hold Co.

Job Description

• Set overall strategy for sales and marketing of individual projects (which channels to use, lead management, etc) with senior management
• Define the target customers’ segmentation
• Incorporate market and competitor knowledge into sales strategies including pricing structure and product positioning through internal and external sources
• Represent the company at various networking and/or business meetings to promote company projects
• Define themes of overall capability building programs for external brokers and internal sales staff
• Carry out target setting and achievement process for sales staff biannually
• Design and implement marketing campaigns for individual project in partnership with Marketing department.
• Recruit and manage external sales agents
• Evaluate market research, monitor competitor products, sales and marketing activities, and adjusts marketing strategy to meet changing market and competitive conditions
• Report activities of sales, business development and operations to management
• Develop and nurture business relationships that will increase Mixta's profile and market reach
• Ensure recruitment, training and retention of a well-trained and motivated sales force

Key Deliverables

• Sales and Marketing Plan: Defined customer segments, value proposition for each segment, sales channels, pricing, promotion and sales targets
• Monthly Sales and marketing report: Articulate actual vs sales targets as well as ongoing challenges and corrective actions that need to be taken

Key Decision Rights:

• Sales channels
• Sales target
• Target customers
• Pricing and product positioning

Time Allocation:

• Sales: 85%
• Administrative / Management:15%

KPIs:

• Total annual sales – Indicator is the overall sales of properties. This will be scored by calculating the percentage difference as compared to the targets for the progress of sales as set by leadership beforehand. The larger the negative difference between the target and the actual result, the lower the score. (40%)
• % late collections – Indicator will ensure that the sales staff will not only focus on seeking customers to purchase units, but also to ensure that the customers will follow-up with payment. This will be scored by the total number of late collections (e.g., delayed payments, etc.) from committed sales. The higher the number of late collections, the lower the score.(20%)
• Quality of collaboration with External Sales Agents: Assessing level of quality in recruitment, communication and coordination of external sales agents (20%)
• Competitive share - measures the amount of sales that Mixta gets compared to its competitors This is measured by the total annual property sales contract value compared to the top three developers in country. The larger the negative difference against the set target, the lower the score. (5%)
• # of sales force attending capability-building program – Indicator allows leadership to focus on encouraging and implementing capability programs to its sales staff. This will be scored by a higher score for more of the internal sales staff attending the trainings (5%)
• Direct report feedback-The annual average rating from 180-degree surveys launched to direct reports (10%)

Skills:

• Excellent understanding of real estate market and customer needs
• Good knowledge of local real estate market and consumer segments
• Knowledge of project finance
• Strong grasp of the country’s market
• Experience developing sales and marketing strategies
• Nice to have: Experience in real estate marketing

Requirements

• University degree (or equivalent), preferably in Marketing or Business Administration with marketing/sales focus
• Significant experience (including >7 years in a managerial position) in real estate sales, ideally in local market