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Partner - Residential Project Marketing & Sales

Date: 20-Sep-2022

Location: Riyadh, SA, 22222

Company: Knight Frank

Reference No 26275 
Job Title Partner - Residential Project Marketing & Sales 
Type Permanent 
Salary Competitve
Division Residential 
Sub Division Gulf Arab States 
Department Asia Pacific, Middle East & Europe - (UNITED ARAB EMIRATES) 
Location Saudi Arabia 

 

 

Job Summary

We are looking for an entrepreneurial, self-starter to provide strategic guidance to residential developers on the positioning of their schemes, effective marketing solutions and sales strategies and monthly/quarterly sales and income targets

 

Responsibilities

To act as the main point of contact for all residential real estate development enquiries related to the Kingdom of Saudi Arabia. To build a market leading team to advise, pitch and win exclusive or joint-exclusive residential real estate project mandates within the Kingdom.

 

Residential Consulting

 

  • To Prepare and deliver compelling and articulated development advisory and sales strategies for off-plan and ready developments
  • Must have experience in advising developers on:
    • Site location
    • Unit mix
    • Unit typology recommendation, based on gap analysis, buyer preference etc
    • Unit Pricing
    • Benchmarking
    • Product specification
    • Buyer profiling
    • Sales and marketing strategy
    • Stakeholder management
    • Ideally familiarity with branded residential and the framework of this sector.
    • Preparing sales and marketing budgets
    • Working with third party marketing and PR agencies for the tender, selection and on-going management for the project
    • Advise and recommendation on sales and marketing gallery set-up and operation (on-site / off-site)
    • Staffing the sales gallery and handling all operations
    • Managing a sales team/s across concurrently running projects
    • Responsible for generating and meeting, if not exceeding, sales KPI set by KF or the developer
    • To support other KF KSA departments in a holistic and effective manner to ensure cross-collaboration in the pursuit of securing fees and retaining business in-house for KF
    • Oversee all functions and drive through carefully constructed sales plans for each project and execute sales plan from pre-launch to launch and through to sell out

      Team

 

  • Recruitment of consulting resources and sales consultants suitable to the project(s) and target audience, whilst providing on-going training to ensure KF best practice standards and sales targets are consistently met
  • To ensure that sales negotiators actively call applicants for a minimum of two hours per day and keep timely applicant management to KF standards maintaining records.
  • Manage the team to ensure sales progression is carried out daily. Liaising with buyers and solicitors to ensure timely signatures of SPA’s, maintenance of Sales Trackers and regular reporting of the same to stakeholders.
  • To conduct regular KPI reviews and annual appraisals with junior members of the sales team as required.
  • Ensure that regular strategic meetings are completed with the team
  • Devise, implement and execute an effective process for reporting, covering all operational aspects of the team.
  • Set monthly and quarterly sales targets, both individually and for the sales team, to ensure there is both focus and delivery of fees, in line with yearly budgets.
  • Regular reviews on service line KPI’s and business plan with the team and executing action plans for any opportunities or underperforming areas.

 

Operations

 

  • Deal with enquiries and conclude sales.
  • Production of departmental budgets and forecasts.
  • Production of project cash flows, market comparable and rental yield flows.
  • To manage and where necessary address elements of the on-going sales of each account, through assessment of collated sales figures.
  • Ensure that each applicant visit to the marketing suite(s)/listing is conducted in an efficient and professional manner and adhering to protocol outlined by both the client and KF.
  • Collation of weekly and monthly project specific applicants’ reports.
  • Collation of weekly Residential report for internal reporting purposes
  • Develop a comprehensive marketing plan for each exclusive listing and implement accordingly
  • Plan and implement project promotion strategy, where appropriate working with the International Project Marketing (IPM) teams to utilise the wider
  • PM network. Adhering to general Project Marketing protocol to execute the responsibilities of the instructed office.
  • Selection of appropriate sales events and exhibitions.
  • Actively seek new instructions, including detailed analysis on each opportunity and highlighting the business case and benefits to the growth of KF project marketing. review the saleability, quality and appropriateness of each exclusive instruction, prior to appointment.
  • In conjunction with the support team, assist where required in the planning of project campaigns and initiatives to include booking venues, liaising with media planning and creative agencies, logistics, budget control and reconciliation. Post event analysis.
  • Monitor competitor marketing initiatives and subsequent effectiveness, including websites/portals, advertising, social media and other marketing channels.
  • Liaise with the KF finance dept. following execution of SPA’s and provide the appropriate paperwork, to ensure fees are collected accordingly.
  • Promotion of the project(s)/listings through private meetings, public events and forums.

 

Account Management & CRM (Internal & External)

 

  • Managing existing customer/client relationships effectively to retain clients and develop new relationships to generate business
  • Best-in-class client care and business development activities through effective relationship management.
  • Regular client contact across existing accounts by attending of scheduled client meetings and regular update calls.
  • Delegate client relationships to the team as appropriate. Ensure CRM reporting is both regular and consistent, reporting upwards to line manager appropriately.
  • Encourage the team towards and personally cross sell clients by referring additional KF service lines including residential, commercial, valuation and advisory across the Global network.
  • Identify and proactively arrange meetings with agents, channel partners and key personnel throughout the region to promote the Residential service line, specific projects and ultimately generate leads and sales. Take ownership of CRM for channel partners in line with business needs.
  • To maintain through regular site visits/inspections an up-to-date knowledge of existing and new business.
  • Become a KFME champion; both externally and within the global KF network

 

Business Development

 

  • To compile relevant research reports on target developer clients, target markets and competitor agents/developments.
  • Use the above to actively source new business opportunities, highlighting upcoming schemes which align with the KF ethos and international brand profile.
  • Prepare pitches for new instructions as required by the department head.
  • To introduce and collaborate with other KF departments (Research, Consultancy & Valuations), at early consultancy stages, where appropriate.

 

      General

 

  • To supervise the efficient administration of all procedures in sales tracking, maintaining records of all transactions in accordance with local regulations and managing department accounts.
  • At all times to ensure that standardised KF documentation is employed and in a timely manner when reporting to clients, and where required to personally provide written reports, ensuring that these and any provided by department members meet the required professional standard.
  • To align the department with existing KF MENA teams to enable growth of other key income areas: Strategic Consultancy, Valuations etc.
  • To build and maintain goodwill, confidentiality, and trust with prospective and existing clients at all times to foster the professional image of the Partnership.
  • To observe the regulations and guidelines laid down by local regulators and KF, always adhering to the firm’s internal procedures.

 

Professional Experience and Personal Skills Profile

 

Qualification & Education Required

 

  • Ideally be Degree educated

 

Knowledge & Experience Required

 

  • At least 10+ years’ experience in senior position with leading real estate consultancy or brokerage, ideally within the Kingdom or significant experience of the real estate market in the Kingdom
  • International new homes experience preferable.
  • Strong sales and negotiation skills
  • Excellent communication skills
  • Great presentation skills
  • Team player
  • Professional
  • Clear speaking voice
  • Literate and numerate
  • Co-operative and helpful attitude
  • Highly motivated

 

Technical Skills Required

 

  • Strong IT skills essential
  • Web/email literate
  • Word/Excel/PowerPoint skills

 

 

 

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