Introduction As a full-service property business, we pride ourselves on customer service through every step of the process, from site due diligence, acquisition and masterplanning, through to launch, marketing, and sales strategies. Description Key Responsibilities & Accountabilities: Sales/Financials • Sets and reviews sales targets; coaches Estate Managers to achieve Sales associated KPI targets, through effective management of their KPI measurements. • Advises developers on product-mix, pricing and marketing tactics that maximize price growth & revenue. • Monitors industry trends and competitive activity, adjusting strategy to protect RPM market share. • Negotiates customer offers with developer • Presents bulk deal opportunities to developers • Negotiates project incentives such as: discounts and rebates • Facilitates opportunities for cross-division revenue generating (e.g. T&A submission, research report) • Analyses sales pipelines and conversion rates, pinpointing bottlenecks and opportunities. • Presents clear data stories that translate insights into recommendations for developers and Estate • Managers. • Tracks financial performance against forecasts and recommends tactical corrections in real time. Leadership/People & Culture • Builds a high-performance culture through regular performance coaching, mentoring and role-modelling of • RPM values (Trusted Expertise, Dynamic Intelligence, Respectfully Bold, Sustainable Innovation, Seamlessly Collaborative). • Conducts performance reviews, reviewing KPI measures & targets quarterly, setting growth goals and providing constructive feedback. • Recognises and celebrates individual and team achievements to maintain engagement, through relevant RPM forums (e.g. quarterly awards, values nominations) • Manages team performance as it relates to KPI targets, if not measures, ensuring compliance with position competencies & behaviours • Provides clear direction on ways to improve performance, where applicable working Executive Management to implement performance improvement plan. • Holds team accountable to mutually agreed standards & targets Customer/Stakeholder Management • Cultivates strong relationships with developers, builders, lawyers and consultants, positioning yourself and RPM as their preferred partner. • Responds to stakeholders’ issues promptly, ensuring ongoing client satisfaction and loyalty. • Collaborates with key internal stakeholders (GM Marketing, Coordinators, Research Manager) on core project milestones such as submissions, launches. • Effective internal collaboration, including lead time considerations, correct briefing, advises outcomes etc. • Considers implications of actions for other divisions Systems, Processes, Reporting & Insights • Monitors Salesforce data quality reports such as pricing updates, lot imports, customer records, and lead management. • Sets clear data-entry standards and trains staff to uphold them. • Guarantees system compliance before every project launch or release. • Maintains and/or manages employee performance on data integrity standards • Confirms Sales & Marketing Authorities are fully executed for every release. • Collaborates with Client Services to align administrative support with project needs and overdue tasks. • Ensures sales teams meet compliance standards: trust-accounting, Statement of Information and OH&S requirements. • Produces regular reports & dashboards covering sales performance, settlements and deposits. • Benchmarks RPM results against market trends to highlight risks and opportunities. • Delivers concise insight packs to leadership/board, enabling evidence-based decisions. Strategy, Business Development & Innovation • Identifies and secures opportunities with existing and new developers to expand RPM’s portfolio. • Crafts Submissions that clearly articulate value and revenue potential. • Negotiates commercial terms that align with RPM strategic objectives. • Champions marketing-automation initiatives and deeper CRM integration to streamline lead nurturing to support the sales strategy. • Experiments with emerging sales technologies, sharing lessons learned across the division. • Drives a mindset of sustainable innovation, ensuring new processes deliver long-term efficiency. Capabilities and experience: Strong communication skills with the ability to engage and influence a diverse range of internal and external stakeholders. • Intermediate skills and knowledge of the MS Office suite and experience working with CRM (preferably Salesforce) • Ability to prioritise tasks and meet deadlines across a portfolio of initiatives. • The ability to exercise sound judgement with a mature approach. Qualifications & Experience: • Relevant experience in a similar senior Sales Management role • Preferably degree qualified in business management, commerce, or similar business discipline • Proven experience in developing and implementing business strategies • Experience in people management and leading a sales team • Ability to drive strong revenue outcomes and sales strategies • Ability to handle multiple projects small, medium, and large • Stakeholder engagement and working with senior members of external organisations • Technical understanding of sales systems such as Salesforce
