Residential and Commercial Sales Manager
To manage and execute the JHC sales plan, achieve targeted occupancy levels, develop rent setting and adjustments and build the JHC market profile
Sales Planning
• To develop the sales approach (residential and commercial) by undertaking research and drafting the approach, identifying priorities and defining business focus annually • To develop the sales operational plan by aligning with the agreed approach, developing the plan with key indicators, drafting the plan and submitting for approval annually Vacancy Management • To manage and report on sales performance by tracking sales performance against targets, identifying progress and areas of concern, identifying and implementing improvement measures, drafting reports and submitting monthly and as required • To achieve targeted occupancy levels by monitoring and analysing vacancy levels through vacancy reports, set monthly targets, identifying key risks, setting and tracking performance against sales targets, identifying and implementing innovative methods to achieve sales, reviewing and setting rental levels and monitoring impact on revenue targets monthly and as required.
Rent Setting and Adjustment
• To develop rent setting by conducting internal and external research, advise the relevant stakeholders of the finding, prepare proposal for review by Exco and adjust current rentals in line with area rentals. • To communicate rental adjustments by liaising and sending out the changes to the relevant stakeholders, ensure that the changes are implemented as required.
Residential Sales Vacancy Management
• To manage occupancy levels by setting revenue targets per building and for the overall portfolio, managing implementation of sales methods to achieve occupancy levels, tracking and addressing areas of high vacancy and managing the implementation of corrective action monthly and as required • To manage vacancy levels by monitoring the implementation of sales strategy, influence marketing and promotion activities, activations and vacancy drives, tracking and analysing the impact and lead generation and developing and managing implementation of corrective action to address vacancy levels as required • To achieve targeted rental income by monitoring occupancy levels, developing strategies to increase occupancy, partnering with the business in implementing strategies to increase occupancy, tracking and analysing impact and implementing corrective action monthly and as required
To support tenant retention by developing and analysing customer segments, providing input into strategies for tenant retention based on segment specific requirements, communicating retention strategies, building customer relationships, tracking and analysing impact and implementing corrective action as required • To manage conversion rates by tracking leads response, monitoring sales conversions, validating conversion quality, identifying areas for improvement and implementing corrective action monthly and as required.
Commercial Sales Vacancy Management
• To secure commercial tenants to marketing commercial spaces, negotiating leases, securing tenants and facilitating tenant installation monthly. • To manage commercial leases by tracking lease validity, engaging with existing tenants, negotiating lease extensions, managing tenant exits, securing new tenants and facilitating lease conclusion monthly and as required • To manage tenant relationships by engaging with tenants, addressing their queries, providing input and support monthly • Sourcing potential SPs for outdoor media advertising (e.g. billboards and building wall) by advertising or sourcing SPs, liaise with compliance to ensure compliance, send letter of consent to SP for counsel approval, permission to advertise.
Financial Management
• To develop operational budgets by identifying costs and revenues based on strategic plans and programme requirements and drafting budgets in line with the financial parameters annually • To manage budgets by reviewing expenditure and revenue progress against targets, identify anomalies and implement corrective action monthly Reporting • To report on sales by monitoring performance, receiving, analysing and interpreting information and drafting reports with recommendations monthly and as required • To draft adhoc reports by gathering information, analysing and interpreting information and drafting reports as required • To identify and recommend changes on unlettable units by reviewing the residential units and commercial spaces, understanding the improvements required and providing input to business on corrective actions monthly
Staff Management
• To recruit staff by developing job specifications, shortlisting and interviewing candidates and appointing staff as required • To induct staff by developing and implementing staff induction programmes, agreeing probation contracts and monitoring performance and addressing non-performance during probation as required • To manage staff performance by setting performance expectations, building relationship with staff, providing feedback on performance and managing non-performance monthly and as required Key • To develop staff by identifying skills development opportunities, enabling learning and monitoring development of competencies monthly and as required • To manage implementation of HR policies and procedures by addressing areas of non-compliance and implementing corrective action as required
Qualifications and Experience
• NQF 7 qualification in sales or similar is required
• 8 – 10 years’ experience in sales is required
• 5 years in a sales management position is required. Evidence of sales performance is required
• Experience in residential property industry is preferred