Lead - Sales & Marketing

About Business

JOB DESCRIPTION

Adani Group: Adani Group is a diversified organisation in India comprising 10 publicly traded companies. It has created a world-class logistics and utility infrastructure portfolio that has a pan-India presence. Adani Group is headquartered in Ahmedabad, in the state of Gujarat, India. Over the years, Adani Group has positioned itself to be the market leader in its logistics and energy businesses focusing on large-scale infrastructure development in India with O & M practices benchmarked to global standards. With four IG-rated businesses, it is the only Infrastructure Investment Grade issuer in India.

Adani Realty: Adani Realty is the real estate arm of one of India's leading infrastructure and development entities – Adani Group.With resolute commitment to Nation Building and Growth with Goodness,we are developing real estate projects in the most promising destinations,integrating design aesthetics with cutting-edge construction technology.

Job Purpose: The Executive - Closing is primarily focused on prospecting new accounts within assigned projects and geographical areas to meet revenue goals. This role involves identifying leads, seeking business opportunities, and developing strong client relationships to facilitate effective sales. The Closing Manager is responsible for ensuring a positive customer experience and driving revenue generation through consistent follow-ups and interactions.

Responsibilities

Executive - Closing

Prospecting And Lead Generation

Proactively identify and qualify leads in designated markets through high-volume B2B and B2C sales calls.

Aggressively seek new business opportunities and expand the client network to rapidly achieve revenue targets.

Continuously drive urgency for repurchase and referrals, ensuring a strong and fast-moving sales pipeline.

Client Engagement And Relationship Management

Swiftly attend to customers, negotiate effectively, and close deals within defined timelines to meet month-on-month revenue goals.

Ensure immediate follow-ups to maintain engagement and convert interest into sales without delay.

Proactively push for faster closures through regular meetings with channel partners, driving engagement and empanelment for increased business.

Sales Process And Support

Work with a sense of urgency alongside the Team Lead to convert proposals into confirmed sales through quick and effective site visits.

Minimize decision delays by actively addressing customer concerns and ensuring rapid communication of product knowledge.

Drive fast-tracked customer engagement, resolving queries immediately and ensuring smooth movement through the sales funnel.

Industry Awareness

Keep abreast of relevant competitor details, including price movements, construction activity, key trends, and market dynamics.

Network effectively with peer teams and industry contacts to stay updated on key developments and potential business opportunities.

Liaise with various departments to gain deeper product knowledge and insights.

Team Collaboration

Support peer teams in effective deal closure, ensuring all required documents (legal agreements, billing, credit, etc.) are in place and monitor collections for designated accounts.

Coordinate with departments (Customer Care, Sales & Marketing, Projects, etc.) to ensure exceptional customer service and experience.

Systems And Process Compliance

Maintain accurate records for designated accounts and share regular updates with the Team Lead and Area Sales Manager.

Ensure thorough adherence to SFDC and lead tracking mechanisms as required.

Comply with the highest standards of Sales Standard Operating Procedures (SOP), policies, and processes.

Financial Management

Maintain accurate records for designated accounts and provide regular updates to the Segment Head.

Monitor collections for designated accounts and ensure timely payments.

Strategic Sales Management

Drive the overall sales strategy for the region, ensuring alignment with organizational goals and AOP targets.

Analyze market trends to identify opportunities for growth and expansion.

Collaborate with project heads to set clear sales objectives and performance metrics to achieve the broader organizational objectives.

Operational Oversight

Ensure all project sites within the cluster are running smoothly and efficiently as per the plan.

Ensure regular visits are conducted to each site to assess performance and provide guidance, wherever necessary.

Implement standardized processes across sites to enhance operational efficiency.

Oversee the performance of Channel Partners (CP) within the cluster, ensuring that regular engagement and meetings are conducted to drive business results.

Monitor CP performance metrics and facilitate improvements as necessary.

New Business Development

Identify and pursue new business opportunities at each project site.

Leverage existing client relationships and market insights to generate leads.

Encourage project heads to actively participate in B2B and B2C sales initiatives.

Develop and implement go-to-market (GTM) strategies for new product launches, and work with the CRM team for creation of right pricing and offers.

Coordinate marketing discussions to determine the best channels for advertising.

Stakeholder Liaison

• Liaise with internal and Key Stakeholders - External:, including site engineers and CRM teams, to ensure seamless project execution and address any operational challenges.
• Establish effective communication channels to facilitate timely updates and feedback.
• Work collaboratively with various departments to optimize customer service and operational support.
  
  

Financial Performance Management

• Monitor topline performance across all projects within the cluster and provide regular updates to senior management.
• Analyze sales data to identify trends and undertake strategic decisions, to support the business.
• Adjust pricing strategies based on market conditions and competitive landscape.
  
  

Team Leadership and Development

• Lead, mentor, and support project heads and sales teams to achieve their targets.
• Foster a collaborative environment that encourages innovation and accountability
  
  

Compliance and Reporting

• Ensure adherence to organizational policies and sales SOPs across all projects.
• Maintain accurate records of sales activities and provide regular reports to management
• Provide ongoing guidance to the team to ensure they are well-equipped to meet business objectives.
• Ensure team engagement, motivation, and consistent drive towards achieving set targets.
  
  

Key Stakeholders - Internal

Marketing & Sales Teams

Site Team

CRM Team

Sourcing Sales Team

Key Stakeholders - External

Vendors

Customers

Qualifications

Educational Qualification:

Bachelor's and Master's degree in Business Administration, Marketing, or related field.

Work Experience (Range Of Years)

Work Experience(Range of years):

5-8 Years

Preferred Industry

experience in sales, business development, or account management, particularly in segments with large ticket sizes.

Proven track record of working in the designated region and understanding its market dynamics.

Strong understanding of sales processes and customer relationship management.