Job Description

REQUIREMENTS:

• Bachelor's degree in Business Administration (or similar)
• 10+ years sales experience in real estate in Cape Town
• 5+ years people management experience and proven track record
• Proven track record of success as a Sales Manager in the Cape Town and Atlantic Seaboard real estate market, demonstrating a deep understanding of the local market dynamics and buyer profiles eg. Investor buyers, owner/occupier, fist time buyers
• CRM knowledge and experience
• Based in Cape Town (this is an office based role)

JOB DESCRIPTION:Sales Strategy and Planning:

• Develop comprehensive sales strategies and plans specifically designed for the Cape Town and Atlantic Seaboard real estate markets, taking into account local market dynamics, customer preferences, and regulatory requirements
• Conduct thorough market research and analysis specific to Cape Town and the Atlantic Seaboard, including factors such as property demand, pricing trends, buyer demographics, and lifestyle preferences in these areas
• Utilize insights from the local market to determine pricing strategies, product positioning, and competitive advantages that resonate with buyers in Cape Town and the Atlantic Seaboard
• Collaborate closely with marketing and leadership to adapt sales and marketing efforts to the local market, utilizing channels that effectively reach and engage with the target audience in these areas in order to generate high quality leads at appropriate volumes in order to create solid opportunities to move stock in both future and current developments
• Represent Sales within the Leadership Team

Sales Team Management:

• Lead a skilled and knowledgeable sales team that understands the unique characteristics and nuances of the Cape Town and Atlantic Seaboard real estate markets
• Define clear performance metrics and sales targets for individual team members, considering specific geographic territories within Cape Town and the Atlantic Seaboard

• Provide ongoing coaching, feedback, and training to enhance the team's sales skills, product knowledge, and understanding of the local market conditions
• Foster an extreme ownership and collaborative team culture that encourages sharing of local market insights and best practices among the sales team members, but primarily owns and drives competitor and market analysis reporting on a quarterly basis in order to inform product development and marketing efforts
• Proactive and ongoing performance management

Customer Relationship Management:

• Cultivate and maintain strong relationships with key clients (network), real estate brokers when relevant, investors, and other stakeholders within the market
• Develop a deep understanding of the unique preferences and requirements of buyers in these areas, including lifestyle preferences, property features, and amenities that are highly sought after and differentiated in both the existing market as well as developer landscapes
• Accountable to manage and drive conclusive outcomes in development handovers

• Conveyancing
• Legal matters pertaining to status on all units sold
• Product handovers at development conclusion
• Customization
• Be the Customer Service team at project handover and drive and manage all matters pertaining to a successful customer experience while balancing all financial matters pertaining to successful handovers

• Occupational interest
• Customization acceptance
• Snagging

Sales Operations:

• Oversee the end-to-end sales process, ensuring seamless coordination with the local market dynamics, regulations, and compliance standards specific to Cape Town and the Atlantic Seaboard
• Collaborate closely with the project management team to align sales activities with project timelines, availability, pricing, and legal requirements relevant to property and development status
• Monitor and analyse sales data and metrics within Cape Town and the Atlantic Seaboard, identifying areas for improvement, optimizing processes, and maximizing conversion rates in line with the unique characteristics of these markets as they shift and change based on demand requirements and competitor stock
• Stay updated on local real estate laws, regulations, and compliance requirements specific to Cape Town and the Atlantic Seaboard, ensuring full compliance throughout the sales process

Performance Analysis and Reporting:

• Continuously analyse sales performance, local market trends, and competitive activities in Cape Town and the Atlantic Seaboard to identify opportunities and risks
• Prepare detailed weekly and monthly sales reports, performance dashboards, and presentations for leadership, highlighting key insights, achievements, and challenges specific to the current and future sales landscape
• Weekly revenue forecasting and risk management by analysing lead indicators and driving proactive GAP management for the purposes of changing negative forecasts into positive results
• Present sales strategies, forecasts, and action plans to senior management, providing recommendations for strategic adjustments that reflect the unique dynamics of the Cape Town and Atlantic Seaboard real estate markets
• Ensure all reporting is accurate and reliable by ensuring precise and consistent capturing of all property, deal and customer data in systems by all Sales Consultants, 100% of the time
• Continuously optimize system reporting and dashboarding

Tower Group