Sujatha

Residential Sales Customer Relationship Management SUJATHA POTHUMSETTY Sanjaynagar, Bangalore Email:-Hand phone: - ENGLISH HINDI KANNADA TELUGU TAMIL Fluent Fluent Fluent Native Fluent Computer Skills─────── MS OFFICE CRM Interest──────────── • • • • Travelling Reading Music Cynophilist Qualifications──────── Teamwork Experience Sales Management Enthusiasm Flexibility/ Adaptability Problem Solving Interpersonal Skills • PGDBA in Business administration with 24 years of experience in sales and sales management: 17 years managing a team and 7 years of front line sales and customer service. • Versatile, result oriented with extensive experience in residential real estate • Demonstrated customer service excellence, business acumen and strategic planning ability. • Collaborative approach in leadership with an aptitude to foster team oriented environment, imparting knowledge on how to improve productivity. • Utilise diverse sales tactics, including qualification, persuasion, strategy, proposal and closing. • Armed with solid communication and interpersonal skills to establish and maintain rapport with clients and staff. • Strong work ethics and track record of success with a history of developing long lasting relationships based on foundation of trust, integrity and outstanding performance. • Core competencies: Residential Sale Strong Channel Partner Management Client Analysis & Prospecting Operational Management Strategic Planning Product Development New Product Launch Market research Negotiation Customer Service Languages ────────── • • • • • Profile ` • Recruited, Interviewed hired and trained sales personnel. • Developed an elite, goal-centred, cooperative sales force. • Strategic activities planned and implemented prior to the launch of Project. • Implemented and monitored productivity of Customer Referral Programme, Employee Referral Programme, Dynamic Payment Planning Schemes, Robust financial solutions like NPV Calculation, Sub-Vention Schemes. Sales Organisational Skills Education─────────── B. Sc. PGDBA References ────────── Reference upon request • Contributed to the sale of over 1million sq. ft. of Residential property. • Generating higher levels of Revenue throughout assigned territory. • Project study and marketability of new projects prior launch, specialist in soft launch strategy • Decide pricing, schemes, initiate tie-up with financial institution during launch with management. • Strong Channel Partner Management. • Deliberated and traded speculative property transaction. • Sales forecasting and Budgeting – Annually, quarterly, monthly. Administration • • • • • • • Developed profitable and tailored loan packages that promoted quick and successful deal closing. Ensure compliance of the team as per company SOP Planning, assigning and directing work. Co-ordination with the Legal/Architecture/CRM/Finance/Technical Performance appraisal of the team. A fast decision maker Dynamic in Business Analysis and new business development PROFESSIONAL EXPERIENCE FREELANCE CONSULTANT, BANGALORE September 2015 Onwards • • • • Ambika Developers: Layout Project in Devanahalli Sujay Legends: Layout Project in Devanahalli Spoorthi layout: Layout near Magadi Road – Resale Asset Management : NRI Customers PENNINSULA LAND LIMITED, BANGALORE Sales Head : March 2012-September 2015 Strategic Activities: • • • • • • Strong networking with Channel Partner Strategy to focus on Viral Marketing Conceptualise, Positioned and identified USP of the Project. Potential Customer Retention for more than 2.5years prior soft launch Competitive pricing inputs for soft launch of the project Directed the soft launch of PLL’s Maiden Venture in South India which produced the fastest sale figures and highest revenue within the company. Key Responsibility: • • • • • • Successfully launch a major brand in new growing market Sell 1lakh sq. ft. during financial year- Competitor analysis, identify, assess evaluate success factors. In depth market research Sales forecasting and Budgeting – Annually, quarterly, monthly. MIS and reporting generation and analysis Other Initiatives: • • Closely worked with Research Consultant team from IBM on Customer Segmentation, Customer Need Analysis and Competition Analysis Contributed to the new CRM Module implementation, Channel Partner Policy and Channel Partner Launch Programme and Sales Cadence Process. Key Contributions: • • • • • • • • 1lakh Square footage of area sold within 3 days of soft launch of Ultra Luxurious Project. Sales Strategy- Viral Marketing Achieved 125% of the Annual Target with 3 day of Soft Launch 100 Crores revenue generated within 3 days of soft launch Average Selling Price realized was 20% higher than the Proposed Selling Price. Expected-ASP Rs.8000/ sq. ft. and Achieved-ASP Rs.9500/sq. ft. Training on Managerial Skills Contributed to Value Engineering of the Project Nominated for the Best Employee of the year. Qualified Assessment Centre Test to be a part of Talent Pool of Ashok Piramal Group. PURAVANKAR PROJECTS LIMITED DGM Sales (Dec 2009– Feb 2012) Strategic Activities: • • • • • • Project study and marketability - for new projects prior to launch Contribute to the Product development based on the customer need. Manage personnel– Identify and groom new/existing talent for effective selling Achieve the set target by choosing the right target market and effective usage of available resources Ensures compliance of the team towards company standards and policies Monitoring process and analysing deviation periodically Key Responsibility: • • • • • • • • • • • • Responsible for the management of sales for the assigned geographic area Collaborates with VP/CEO/Directors in establishing sales targets. Responsible to formulate and Implement Sales Strategy Hold regular meetings with the team to monitor progress and resolve issues. Handle negotiations, if any, prior to final negotiation with CEO/Directors Responsible for Sales forecasting and budgeting - Monthly and Quarterly Handle all bank related matters with regard to customer home loans Periodic Competition Evaluation and Analysis Planning, assigning and directing work. Co-ordination with the Legal/Architecture/ CRM/ Finance/ Technical Performance appraisal of team under To maintain an average Selling Price and above and maximize profits Key Contributions: • • • Pre-launch 100 units in 2 days with a price escalation of Rs.25/ Sq. ft. every 25 units. To maintain an average Selling Price and above and maximize profits Contributed to achieving monthly target of the team and company JAIN HEIGHTS, BANGALORE GM- Sales and Marketing (2006 – November 2009) Strategic Activities: • • • • • • • • • • • • • • • Project study and marketability - for new projects prior to launch Contribute to the Product development based on the customer need. Closely worked with architect on the design aspect of new project Setting up Marketing and Sales department, a team of 10 people reporting directly. Formulate strategy to position, brand, promote the project to the concerned market segment by analysing the catchment area Decide pricing, discounts, schemes during launch with the management Deliberate and implemented CRM software Incorporated Learning and Feedback to promote continuous long term improvement Implemented and monitored productivity of Customer Referral Programme, Employee Referral Programme, Dynamic Payment Planning Schemes, Robust financial solutions like NPV Calculation, Sub-Vention Schemes. Deliberated and traded speculative property transaction. Appointing IPC and Local associates Co-ordinate with the advertising agencies for print media, electronic media, OOH, web Set targets and plan to achieve the desired company goal. Ensures compliance of the team towards company standards and policies Monitoring process and analysing deviation periodically Key Responsibility: • • • • • • Pre-sales and post-sales activities. Execution of various lead generation activities. Customer relationship management. Payment collection and Handing over process. To handhold the customer through the pre-sales – post sales process till possession. MIS report generation and analysis. Key Contribution: • • • • Achieved 85% of the sales in Altura at Sarjapur Road in record time Introduced ADF funding, sub-vention schemes, parallel funding etc., Mobilised 45% of monies upfront via ADF Worked closely with Thomas Associates’ team in the designing of East Parade. Conceptualised and organised- Bangalore Dasara Festival - First of its kind in Real-estate Industry, accountable for the recognition of Jain Heights- Branding. HM CONSTRUCTION, BANGALORE Marketing Executive to Manager Sale and Marketing -) Key Responsibility: Reporting to MD • • • • • • Sales team of 5 executives were reporting on daily basis Data Bank Management Sales negotiation and closure Customization and customer service. Organizing corporate project presentations Project promotion with the bank and organise mailer campaign. Key Contribution: • • • Consistently exceeded the goals set by the company Strong Channel partner networking Collections were done within 10 days of intimation to customers RECOGNITION, TRAINING AND CERTIFICATION • • • • • • • Professional Selling Skills: Attended a comprehensive training program on Professional Selling skills and sales Process by Sales lab, Sales research and consulting organisation, Bangalore. Program on Effective leadership: Exploring Methodology of leadership to be an effective leader and lead the team by Quantum Leap. Attended one day seminar on Speed by Brain Tracy, Chairman and CEO of Brain Tracy International. Seminars conducted by Business Gyan Guru- sales during recession. Training on Managerial Skills Nominated for the Best Employee of the year. Qualified Assessment Centre Test to be a part of Talent Pool of Ashok Piramal Group. Organised the Preferred Channel Partner Programme and The Elite Customer Meet for PLL.