macdonald and company
macdonald and company

Head of Sales

  1. Permanent
  2. Singapore
Up to £180000.00 per annum

The Head of Sales is tasked to control and monitor the commercial performance of our business units and pioneer commercial sales initiatives which will drive the profitability of our business.

The role and responibilites

* Work with General Managers to oversee all commercial real estate negotiations on behalf of the business, including new leases, renewals and expansions

* Provide detailed annual projections and budgets for all centres and cities to ensure optimal performance and accurate planning of resources

* Demonstrate leadership in driving regional BD and Sales initiatives, with the ability to leverage market knowledge and networks in major APAC office leasing markets

* Work Jointly with General Managers to monitor and enhance performance of sales teams

* Coach sales staff in sales skills to enhance performance

* Work with General Managers and Sales teams to plan and execute sales

* Work jointly with the Business Units' Managers to develop and implement commercial strategies to optimize revenue

* Takes full responsibility for the operation, utilisation and optimisation of Sales databases

* Takes full responsibility for the effective operation, utilisation and optimisation of the Business' CRM systems (e.g. Salesforce)

* Works with General Managers to drive profitability of all centers

* Keeps abreast of market opportunities for growth through expansion, acquisition, partnerships in all cities the business operates as well as those identified as target cities

* To work with Marketing team to ensure all ongoing centre promotional campaigns are optimised, where quality of leads and feedback from sales process is provided to enhance marketing ROI and effectiveness. JD - Arcc Spaces (2017) Revised on 1 September 2017

* To develop and capitalize on networks, business development and referral opportunities from Commercial Real estate agents in all cities the business is active

* To work with General Managers to coordinate monthly and quarterly Market Reports

* Review, develop and ensure compliance of commercial standards, protocols and schemes

* Review, develop and enhance all internal staff commission schemes to ensure best value for the business in motivating sales teams and individuals for best results

* Review, develop and enhance all external agent commission schemes

* Work with marketing team to define product offering for new centres, identifying USP's and defining a compelling VP and accurate pricing strategy to inform the design brief and ensure spaces are designed to specifications to ensure optimal performance

* Ensure optimal monetization of new centers with regards to product sales plans including detailed strategies with appropriate phasing, pricing and incentive schemes to drive occupancy and revenue targets

* To compile business-related revenue/commercial statistics and interpret them i.e. trends, operational defects, sales gaps, communication gaps etc

* To be responsible for sales operation audit

* To track the ROI on business promotions, packages and campaigns

* To monitor customer information as well as maintaining competitive information to help direct the Sales team towards opportunities.

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