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: 

•    Must have 5+ years experience in launching  master planned land projects  or similar transferable skills 
•    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