Project Sales Manager

ABOUT BERKELEY CAPITAL

Berkeley Homes Capital is the largest division in Berkeley Group, a FTSE 100 homebuilder. We focus on large-scale brownfield regeneration projects in London, stitching these vast and isolated spaces back into the local fabric, bringing them to life with the right mix of homes, amenities, natural landscapes and open spaces.

Our award-winning developments include some of the country’s best-known long-term regeneration projects, such as Woodberry Down, Kidbrooke Village and Royal Arsenal Riverside. Our sustainable, mixed-use neighbourhoods are designed in partnership with local communities, delivering the amenities and opportunities they value most, and ensuring they benefit first from regeneration.

As a business we are committed to fostering a positive working environment, where our people feel valued, empowered and able to grow. At Berkeley Homes Capital, our core values define who we are and guide everything we do:

• Have Integrity: We always do the right thing, even when no one is watching.
• Respect People: We believe in fostering a supportive and inclusive environment where every individual is valued and feels empowered.
• Think Creatively: We encourage innovation and challenge the status quo to drive improvement and find better solutions.
• Excellence Through Detail: Precision and attention to detail are at the heart of everything we build and deliver.
• Be Passionate: We take pride in our work and are deeply committed to the success of our projects and teams.

ABOUT THE ROLE

To lead the sales team and manage the sales activity across the development, devising and implementing a sales strategy in order to achieve profitable sales, through a competent sales team and supporting agents and provide reports and presentations to the senior management team as and when required. The Development Sales Manager will also need to be innovative and forward plan in order to maintain high sales rates.

MAIN RESPONSIBILITIES OF THE ROLE

• Appraising, training, motivating, empowering and personal development of the development sales team to achieve the sales rates.
• Identifying training requirements and organising extra training for the team.
• Working with Marketing Manager to drive all sales strategies and complete, devising innovative ideas whilst supporting data behind ideas.
• To chair sales and marketing weekly meetings to generate and promote new ideas and incentives.
• Update board reports monthly including the detailed sales sheets.
• Update MPR documents monthly and present when required.
• Create and present a monthly S&M presentation.
• Create and present a quarterly pricing strategy and follow up with ideas.
• When required attend a project sales meeting to represent sales and marketing.
• When required conduct viewings, virtual viewings and agent viewings.
• Facilitate Overseas office & China Team viewings where applicable.
• To generate potential sales leads in addition to those created by marketing activity.
• To ensure the team progresses new reservations to exchange – obtaining Anti Money Laundering documents and constantly liaising with solicitors.
• To manage the threat of sales cancellations and minimise the cancellation rates as much as possible.
• To ensure the senior sales consultant is effectively managing the developments C360 to optimise sales opportunities.
• To make sure the sales teams are picking up new enquiries and sending relevant and detailed information, if required the development sales manager should also pick up new enquiries.
• Create a productive harmonious sales environment and develop team members with a planful approach and effective delegation.
• Nurturing or implementing new ideas and working practices within a team and aligning team members to business goals, translating into operational objectives.
• Regularly speak with agents to discuss and seek new ideas on how the development can be promoted.
• To create Sales and Marketing tools i.e. plot of the week, factsheets, FAQ video, Investor videos.
• To drive new ideas for sales videos to promote & pitch their development for use on the all-digital marketing platforms with the assistance of the marketing team and review prior to sign off.
• Regular soft promotion of development on LinkedIn and other social media platforms (where applicable).

Customer Journey

• To open show apartments and check they are presenting well.
• To facilitate all directors’ tours and ensure actions are followed up in a timely manner.
• To ensure the marketing suite is presenting well, and replenish collateral.
• To ensure that the sales office meets all health and safety requirements.
• To manage the presentation of the sales areas to the highest standard.
• To coordinate cleaning, window cleaning, floral displays, and instruct works for snagging the marketing suite.

Comply with Departmental processes, procedures and reporting

• To effectively manage all sales administration in order to ensure correct reporting is provided.
• To ensure the content within the board reports, MPR documents, S&M presentation and pricing strategy is presented correctly, containing relevant information.
• To make sure the senior sales consultant is managing the below correctly.

1. Daily report / Weekly Report.
2. Details of Reservation paperwork.
3. C360
4. SharePoint Tracker.
5. Reservation deposit spreadsheet.
6. Price release requests.
7. PEPI

• To make sure the sales teams are researching the marketplace and use the data to familiarise with unique selling points in order to sell above the competition.
• To make sure the below are correct prior to a new launch:

1. Brochure / Factsheet.
2. Contracts.
3. Conveyance plans.
4. MHP
5. Reservation forms.
6. Pricelist

• Liaising with the Commercial, Technical and Build Teams to ensure effective flow of information and new phase/launch set up.
• To correctly delegate responsibilities when updating the comprehensive sales report and market research document quarterly. The development sales manager should also review and sign off prior to distribution.
• To generate and send offers when required.
• To add sales incentive and purchaser extras to the PEPI system.
• To generate and send offers to management.
• Update all sales collateral and related documents such as price lists, web plot release and auditing the website, and updating interactive systems.
• To take reservation fee’s and issue reservation paperwork when required.
• To ensure the sales team are sending reservation letters and My Home Plus activation links when required.
• To ensure the sales teams are signing clients up to My Homes Plus to ensure the sign-up rate is 100% when required.
• Process offers on C360 when required.
• Update Sales forecast tracker weekly when required.
• Send Sunday snap shot to director weekly when required

Other adhoc presentations/reports such as:

1. Layout meetings.
2. Lessons learnt presentations.
3. General presentations on marketing collateral + adhoc research / meeting preparation

Personal Development

• To agree within the first 6 months is a personal development plan, setting out SMART objectives and goals.
• 1-2-1 with manager to be carried out weekly.

CANDIDATE REQUIREMENTS

Required Qualifications and Experience:

Experience

• 5+ years’ experience in a customer facing sales role, property background required.
• Managerial experience required, managing people and developments.
• Experience of similar residential schemes is preferred.
• IT literate with using Microsoft office, Outlook, Excel.
• Comfortable with conducting and creating overseas updates and briefings.

Core Competencies

• DEVELOPING PEOPLE- Demonstrates a genuine interest in coaching and developing others in order to improve performance and promoting further training for the team as required.
• INVOLVING PEOPLE- Encourages the contribution of others and takes their views into account.
• MANAGING RELATIONSHIPS- Builds and maintains good relationships with customers and colleagues by adopting the most appropriate approach to deal with people and situations.
• INFLUENCING OTHERS – Influences others using rational arguments. Identifies basis for compromise and reaches agreement.
• COMMUNICATION – Conveys accurate information effectively using the most appropriate methods to reflect the needs of the audience and ensure mutual understanding.
• TEAM RESULTS – Sets clear and challenging objectives, inspiring and encouraging high performance in teams and individuals. Reviews progress achieved, publicly and privately recognising achievement.
• SELF CONTROL- Performs effectively by keeping emotions under control, particularly in stressful and difficult situations.
• PERSONAL ORGANIZATION – Efficient in one’s use of time and works in a well-structured way.
• DETERMINATION- Demonstrates repeated effort over a period of time, overcoming obstacles in order to achieve a goal.
• ADAPTABILITY- Responds positively to changing business circumstances and readily adapts behaviour to maintain effective performance.
• STRATEGIC APPROACH- Understands the long-term direction of Vision 2030 and can relate this to one’s own business area.
• STRATEGIC APPROACH- Understands the long-term direction of Vision 2030 and can relate this to one’s own business area.

Divisional & Department Objectives

• Ensure the sales team and themselves gain mystery shop scores above the Group standards of 85% and continue the promotion of standards.
• Deliver world class customer service measured through the Net Promoter Score (NPS) of 70+, with a target to strive for of 80+.
• To maintain sales targets on the project in accordance with the business forecast and budget.
• Delivering high quality results with strong attention to detail.
• Managing a demanding workload and showing resilience.
• Putting Customers at the heart of our decisions.
• Adopting new working practices or ideas.
• To ensure compliance with Sales Department processes, procedures and reporting.
• Adhere to Group Health and Safety standards.
• Act in accordance with company Culture and Values of ‘Our Vision’ commitment to be a World Class Business generating long-term value by creating successful, sustainable places where people aspire to live.

To view the JD and more information, please click here –>001 Project Sales Manager