Role Title: Sales Manager
Role Definition:
Sales Manager is responsible for converting leads into confirmed events through conducting calls, setting up meetings, understanding budgets, presenting event décor solutions with value propositions, proposing quotations, handling objections and negotiations, and closing deals while maintaining profitability standards.
Responsibility Deliverables (KRAs):
- Lead Engagement & Meeting Generation
- Value Presentation & Solution Selling
- Deal Closure & Profitability Management
- Customer Budget Alignment
Tasks & Activities:
- Lead Engagement & Meeting Generation:
- Conduct calls with leads to qualify them based on date availability, venue, customer mindset, and budget.
- Have clarity calls to understand customer needs and event requirements.
- Explain service offerings and generate commitment for meetings during calls.
- Schedule virtual or in-person sales meetings with qualified leads.
- Check if customer expectations match with their budget during initial conversations.
- Follow up consistently with leads to move them through the sales funnel.
- Conduct a minimum of 8 meetings per week with potential customers.
2. Value Presentation & Solution Selling:
- Attend sales meetings and present "what we do and how we do" to potential customers.
- Showcase event décor capabilities, past work, and service delivery process.
- Understand customer needs, desires, and problems during meetings through active listening and questioning.
- Present value propositions including presentation of options, add-ons, and customization possibilities.
- Demonstrate benefits of event décor services aligned to customer's specific event vision.
- Coordinate with Customer Experience Manager during client meetings when customized solutions are required before closing the deal.
- Build rapport and trust with customers through effective communication and networking
3. Deal Closure & Profitability Management:
- Prepare quotations by converting customer needs into line items of décor quote.
- Coordinate with the events team to get accurate estimates for quotations.
- Propose quotations maintaining profitability standards: Estimate 60% + Gross Margin 25% + Profits 15%
- Present pricing options and variables prepared for negotiation to customers
- Handle customer objections effectively using objection handling techniques
- Negotiate terms to close win-win deals while maintaining company profitability index
- Generate commitments in 3 stages: customer attendance for meeting, date confirmation with advance, and 10% advance payment
- Secure date confirmation with advance payment from customers
- Explain and obtain GST waiver form signatures from customers
- Follow up for advance payments and final payments as per payment schedule
- Manage Turn Around Time (TAT) of closing deals according to operational capacity
4. Customer Budget Alignment:
- Understand customer budget constraints during initial calls and meetings
- Assess if customer expectations are realistic based on their stated budget
- Present appropriate pricing options that align with customer budget while maintaining profitability
- Educate customers on value delivered versus investment required
- Create win-win quotes that satisfy both customer budget and company profitability requirements
- Adjust offerings (options, add-ons, customizations) based on budget discussions
Job Type: Full-time
Pay: ₹25,000.00 - ₹75,000.00 per month
Work Location: In person
