THE HOUSE OF ABHINANDAN LODHA

Head Marketing & Sales Strategy

Reports To

CEO, with close working relationship with top management and board

Level

Location

Mumbai (HQ), with high field exposure

Model

Full-time

Role Summary

Own the integrated commercial intelligence agenda for HoABL's branded land business. Sit between data, sales execution, and strategic thinking — bringing predictability, process, and acceleration to the revenue engine.

Core Charter

01 Responsible for Revenue Delivery

Creates the 'environment' for volume sales, focused on NPV and margins.

02 Playbook Architecture

Builds and owns sales SOPs, scripts, and rebuttals by segment and channel.

03 Campaign Orchestration and Funnel Intelligence

Converts marketing inputs into coordinated sales actions with clear accountability. Owns daily tracking of VDs apps netting closures, and identifies leakage.

04 Narrative Control

Aligns sales teams on the value story per product — not just price points.

05 Commercial Governance

Runs war rooms, QBRs, and post-mortems. Ensures no learning is lost across launches.

Key Responsibilities

Commercial & Growth Strategy

- Own multi-year sales growth strategy across geographies, categories, and channels
- Lead annual AOP planning for revenue, margin, and market share
- Steer new market entry and category expansion with clear business cases

Marketing–Sales Alignment

- Convert marketing inputs into coordinated sales actions
- Align demand-gen priorities with shared pipeline and revenue goals
- Maintain tight feedback loops between field insights and marketing strategy

GTM & Channel Architecture

- Architect GTM models: segmentation, targeting, key account strategy
- Manage channel portfolio — direct, digital, CP/partner, inside sales
- Govern new project launches: sales playbooks, campaign readiness, post-launch review

Intelligence, Analytics & Governance

- Sponsor the market intelligence engine: macro trends,



competition, customer insights
- Run QBRs, pipeline reviews, and portfolio councils
- Ensure all post-mortems translate into organizational learning

Sales Operations & Performance

- Design incentive structures
- Own commercial performance: pipeline health, win rates, forecast accuracy
- Intervene on underperforming segments through targeted programs and coaching

Ideal Candidate Traits Analytical Rigor : Breaks funnels apart.

Process Obsession : Believes sales is a repeatable science. Creates SOPs, dashboards, and playbooks.

Influence without Authority : Works across CPs, pre-sales, marketing, CRM. Doesn't own them but makes them move.

Commercial Acumen : Understands pricing, positioning, competitive landscape. Models ROI for customers and for HoABL.

Speed & Control: Anticipates bottlenecks before they hit. Operates like a control tower — proactive, not reactive.

Candidate Profile

Experience

- 2–3 years in sales strategy, commercial excellence, or P&L; leadership
- Proven in high-growth or complex multi-channel environments
- Strong track record in GTM execution and senior stakeholder management
- Preferred: consumer / real estate / D2C / tech-enabled businesses
- Exposure to multi-geography sales operations at scale

Education

- Full-time MBA / PGDM from a Tier 1 institute (IIM, ISB, XLRI, or global equivalent)
- Robust academic foundation in business, strategy, or analytics
- Certifications in digital marketing, CRM, or sales operations preferred
- Training in data-driven decision-making and commercial storytelling valued

Skills & Competencies

- Strategic acumen with a P&L; mindset and comfort with growth–profitability trade-offs
- Deep fluency in funnel analytics, sales processes, and CRM/MarTech tooling
- High analytical orientation; translates data into crisp CXO-ready narratives
- Influence across matrixed orgs without hierarchical authority
- Builder mindset — creates systems, playbooks, and governance structures

📌 AGM/DGM - Marketing Sales & Strategy (Mumbai)
🏢 The House of Abhinandan Lodha
📍 Mumbai