Head - Sales and Leasing
Ajmera Realty and Infra Ltd.
Total years of experience :25 years, 5 Months
Responsible for managing a portfolio of residential & commercial real estate, I oversaw strategic planning, negotiated contracts and handled operations pertaining to project launches. After analysing lease & sale real estate portfolios, I provided critical inputs to senior management and steered strategic decisions. Additionally, I supported organization-level strategic decision of transitioning from residential to commercial domain. One of my key contributions in this role was setting up of the Sales, Leasing & Marketing department for organization’s first commercial project - Times Square IT Park; I proved instrumental in achieving significant sales during soft launch.
I also conceptualized, formulated and launched marketing campaigns of Ajmera i-Land - a high-end residential township. I successfully sold out the entire project within 7 days. Formulating and institutionalizing standards regarding negotiation and documentation of real estate transactions was a project I undertook to streamline operations and processes; this re-structuring subsequently led to successful negotiation of sales & lease contracts worth multi-million rupees.
I strategized to consolidate commission volume, minimize fee and maximize rebates. Additionally, I introduced transparent incentive slab structure and delivered huge sales figures within first year of operations.
Employ a range of business development strategies, network, attend conferences and trade fairs. Identify industries producing plastic/polymer processing and manufacturing industrial by-product waste. Research and develop through site visits, a thorough understanding of customer businesses, their supply chain, production process and finished products. Delivery of advisory services in waste management solutions development, procurement, and or financing.
Identify possible additional information regarding landfill and sorting plan that could be tackled within the framework of the project. Test-out the work ability of a customer's view to counter objections until client satisfaction. Preparation of project bids, review reports, strategies and application documents. Oversee the delivery of waste management projects. Providing support, recommendations and following up for all technical aspects to ensure the product is supplied as per the company quality requirements. Keep up to date with relevant environmental legislation, policy and guidance.
I was handpicked for this role to formulate strategies to contribute to revenue base of retail alternate channel sales across premium banking, bancassurance and mortgage broker channel. I oversaw third party vendors, end-to-end coordination of contracts, market launches & promotions as well as operations and resource management.
Some of my key accomplishments here have been:
►Proving instrumental in launching alternative mortgage sales, broker and agency channel within 5 months of joining the organization.
►Spearheading as part of a core team to design and implement an online/app-based loan application process; I reduced TAT from ~20 days to 30 minutes and enhanced customer satisfaction.
►Being recognized as the Best Relationship Manager in December 2018 for achieving 130% of sales targets.
In this role, I conceptualized, formulated and implemented alternate channel programs in collaboration with third party vendors, fulfilment partners and internal teams. Additionally, I managed integration, fulfilment and commission support for retail alternate channel sales and order processes. These initiatives led to positive contribution towards organization’s operational and financial goals.
As part of a separate initiative, I identified and on-boarded 52 new brokers for developing alternate channel partner network. Capitalizing on previous liaison, I personally on-boarded 8 partners into the existing portfolio of 17.
Responsible for achieving sales and business development targets backed by exceptional customer service, in this role, I was accountable for collaborating with multiple internal and external stakeholders to attain organizational objectives.
I focused on rendering personalized, high-quality services to clients and competed with large banks by positioning customized services as a USP. This strategy helped me achieve 100% of sales target in FY 17-18, valued at multi-million AED.
I introduced 25 new brokers to enhance reach of alternate channel partners which entailed overseeing end-to-end process of identifying, negotiating and on-boarding the brokers seamlessly.
In this role, I was responsible for advising clients on aspects of mortgages, increasing customer base, liaising with channel partners and achieving predetermined business targets.
To attain these objectives, I utilized exceptional product and real estate market knowledge and successfully achieved annual targets; 100% in FY 16-17 and 125% within 10 months of FY 15-16.
I received a promotion within one year of joining the organization and a salary increment of 10% on confirmation - which is considered a rare achievement in the UAE market.
By deploying innovative strategies and providing effective mortgage solutions; I sourced 51 new clients and converted 100% of sales leads. Other initiatives which I undertook were development of a robust database and conducting cold-calling, participating in exhibitions and collaborating with channel partners such as real estate & mortgage brokers, investment bankers and wealth managers.
I have to my credit being handpicked as ‘Best Mortgage Advisor’ in April 2015 - a recognition for which I was competing against 25 team members.
Responsible for rendering customized services to clients in the domain of real estate management, I conducted financial analysis and market research to monitor asset performance. I proactively assessed best performing micro-markets, rental yields and capital appreciation and formulated annual performance objectives& KPIs for the department. One of my primary KRAs was ensuring team engagement through performance management; I led career development discussions, trained staff and monitored contribution on a regular basis.
I believe in maintaining a fine balance to ensure financial benefits to the client as well as to the organization; basis this thought process, some of my key achievements in this role were:
► Achieving unprecedented record by converting ~30% of all sales leads.
►Closing an average of 25 broking transactions annually.