CAPITAL PROJECTS RECRUITMENT CANDIDATE INFORMATION PACK Sales Manager Candidate Information Pack
About Us We’re Student Roost. An owner and operator of purpose-built student accommodation across the UK.
We’re not quite the new kids on the block, having already created a portfolio of over 17,000 beds, in 48 buildings; but we’re at the very beginning of building our brand, our culture and our DNA. That makes it an exciting time to join us. Already, we’re made up of really good people and we’re a business who will endeavour, always, to do the right thing, in the right way – truly putting students’ experience, welfare and safety at the top of our agenda. We’ve all heard ‘if you build it…they will come’; we believe if you build it right, they will stay: that goes for both our customers and our people. We want to be a stable, welcoming and safe backdrop for our customer’s entire time at University, giving them one less thing to worry about. And for our people, we all spend more time at work than we do with our loved ones, we think it’s only right that you do that in an organisation, environment and a team that you love being a part of.
As a business built largely on acquisition, we have an array of properties and people, whilst many of our teams didn’t choose to come and work here, they do choose whether or not to stay and we’re confident we’re building a business that attracts talent from a variety of sectors and backgrounds, further diversifying the team in place. In little more than 12 months, we’ve built a complete HQ team, armed with little more than a Job Description and we think that’s testament to the experience candidates received when meeting with our team; a team of passionate, talented, like-minded individuals, who embrace the culture we’re seeking to build. Whether our properties were acquired from others or developed by ourselves, we’re excited about the positive changes we can bring to both the physical aspects of the property and the experience within it for our residents. We have, and continue to, invest in exciting, capital programmes, driving value for our residents, the people who work there and our investors. We look to our residents and property Team Members to help us better our understanding of the use of space; recognising those closest to the customer often know best. We’re big on retention here, both of our residents and our people. We offer brilliantly located properties in major University towns and cities, well-priced and equipped with all the amenities and services our residents need to thrive whilst at University. And for our people; providing welcoming work environments, interesting roles, competitive pay and benefits that matter to the individual. We’re starting to build out our Learning & Development framework too, so whilst the rewards should be there for everyone today, the real riches are in the long-term careers we can eventually offer. We’re putting major efforts into building a brand and an organisation that people want to work for and we think our greatest days are still ahead of us.
Jessica Gallop Director of People
Our Locations:
Liverpool Nottingham Newcastle Aberdeen Southampton
Wrexham
Birmingham
Sheffield Glasgow
York
Edinburgh Bournemouth
Bath
Swansea Leicester
Chester Belfast
Durham
*image for illustrative purposes only
WHAT WE OFFER
• Flexible tenancy lengths • Each site’s facilities have been tailored to their environment • Our rooms range from ensuite to studio and apartments • Excellent Customer Service • A home from home
Culture, Values & Behaviours You won’t find our values plastered across our walls, or our Team Members reciting them like a morning call; you won’t find a 100-page booklet detailing how we expect our Team Members to behave and you most certainly won’t find carbon-copy Team Members. Culture is how we work together to deliver a service to our customers, a meaningful career for our people and returns for our investors. It’s every single conversation we have internally and with our customers, parents, universities; it’s every piece of work we deliver, every person we hire, every supplier we pay, every room we sell, every new property we develop. Our values are delivered and not just displayed - It’s one thing to put our values on show; we’d rather put our people on show – that’s how we best demonstrate the values and behaviours here.
High Support – High Challenge
Reward what’s right
Freedom in a Framework
Lift
People over Policy
Base Camp
MORE ON VALUES
Let’s start with what they’re not…
They’re not a vinyl or fancy artwork on the wall. They’re not a banner on a website, nor a stick to beat Team Members with. They’re not delivered for you or handed over and they’re never an excuse.
Our values are the things we value here. The things that are important to us and the things we pursue and protect.
Authenticity
Decency
Integrity
Humility
Curiosity
Perceptive
Communication
Courage
Influence
Job Description Post title:
Sales Manager
Location:
HQ Birmingham – Field based
Reports to: Director of Operations We’re all about retaining students each year and encouraging them to recommend us to their friends; nothing says ‘great job’ more to us than the word of our customers. The Sales Managers are responsible for ensuring we fill our properties all year round, with customers who want to stay year after year, and for supporting a team of enthusiastic, curious and dedicated team members, who are the heartbeat of our sales experience and customer service. To do this, we’ll need our Sales Manager to focus on ensuring our sales and property teams are executing a reliable and fool-proof sales process to further new acquisitions. Alongside, working with our Property/Operations Managers to develop exceptional “Leasing Legends” in each of our properties, in the city. KEY ACCOUNTABILITIES: BUSINESS DEVELOPMENT • Responsible for identifying revenue gaps/voids across our cities and implementing B2B sales strategies necessary for successful lease-up of our properties. • Ensure every call is answered, every enquiry responded to, every email handled, and every viewing undertaken; ensuring the wider team are clear on how we convert at each stage of the process. • Develop a solid understanding of the local University landscape in each city, including competitors and where our assets rank relative to the comp set. • Process and manage any and all booking administration efficiently and with care and attention to detail, in particular ensuring the data of our customers is always treated with the utmost respect. • Be expert in your knowledge of the leasing performance of the properties; attending the routine calls/meetings well prepared to discuss performance and opportunities. • Be agile and quick to respond to the shift in leasing performance, seeking support or approval as necessary for any changes to approach. • Encourage and reward the input and ideas of the property teams to enhance the leasing plan for your markets. • Ensure every member of the team, regardless of their discipline, understands how their role contributes to the leasing performance of our properties from a B2B prospective
• Ensure we are compliant with all data protection requirements as it relates to customer data; that the fundamentals of Tenancy law are understood by you and that handling of deposits is done so within the legislative requirements.
SALES JOURNEY • Ensure we are consistently refreshing our approach to sales practice and training; factoring in research and feedback from our customers and partners. • Working with our marketing team, develop the sales channel strategy and related digital/ marking support required to maximise impact. • Produce and monitor conversion metrics and appropriate reporting suites for your sales channels. RELATIONSHIPS • When representing the business in dealings with third party partners and suppliers, do so with the utmost respect of all parties and with exemplary conduct. • Collaborate with the relevant functional teams on any new initiatives, especially property teams and marketing function. • Develop strong, meaningful relationships with institutions in our cities; Universities, Language schools, International Offices and large youth organisations to drive channel growth. • Build solid, respected relationships with your peers in our Properties, recognising their range of experience in the sector. SAFETY & WELFARE • Top of your agenda at all times; practice an unrelenting approach to safety and welfare by adherence to any and all safety policies and processes in our organisation. • Develop an understanding within your respective area for all statutory and legal accountabilities we hold; specifically, our obligations surrounding Data Protection and Advertising Standards. • Create an environment whereby all team members feel confident and comfortable in raising any concerns about our workplaces, properties, systems and/or our practices.
Job Description PEOPLE • The champion of everything B2B. Lead by example in delivering exceptional sales engagement experiences for our partners and customers. • Coach and support our exceptional team members, who conduct themselves consistently, fairly and are respected by their peers and colleagues. • Support new starters to our business, with any and all B2B related sales-related knowledge-transfer and training, as part of their Onboarding and ongoing learning and training. • Set clear objectives for the teams, as it relates to Leasing and Sales objective and ensure a routine is in place to regularly review performance. FINANCE • Following direction from the Director of Operations, work within the allocated budget. • Ensure any spend you instruct that would impact Property NOI is only conducted in agreement and partnership.
Person Specification
WHAT YOU’VE DONE BEFORE • Worked in a customer-facing business, offering goods and/or services. • Experience of selling into a youth audience including language schools, universities and UK youth agent market is desirable, but not essential. • Experience working in residential real estate and/or student accommodation ideal, but not essential. • Ran the end to end sales process, on the ground, from enquiry to closure. • Developed a strong network of contacts to support sales growth in a B2B environment. • Educated and coached colleagues on sales skills. WHAT YOU’RE GOOD AT/KNOWN FOR • Building and sustaining high-quality relationships with colleagues, partners and suppliers. • Not afraid of targets being set and going that extra mile. • Excellent written and verbal communicator, confident and articulate in delivery/presentation. • A smart, quick worker who takes pride in producing work of a high standard. • Courageous in your ideas and driven. • Inclusive of others, non-judgmental, fair. • Highly organised, on time, well-presented. • To lead, manage, be creative, and forward thinking. WHAT WILL IT TAKE? Physical Effort • This is a very visible team, so there’ll be travel involved throughout the UK where our properties and partners are based. • You’ll also be desk-based at our office in Birmingham some of the time, working in front of a screen for much of that time. In line with the DSE assessment, we encourage time away from your workstation, fresh air throughout the day and a good balance between systems and human beings!
Mental Effort • This is a role of competing priorities and as a seasonal operation, there are times of year when workloads may spike, or unplanned incidents will take over. The role requires someone highly organised, but someone who is calm and pragmatic in their response to changes. • Despite solid planning, short-notice work may be required of you. • Unpredictable pattern of sales activity, no two days are the same and this role would be more suited to someone who can operate effectively in a highly-varied environment. Emotional Effort • Frequent exposure to difficult circumstances involving customers and/or people. There is a known increase in mental health challenges for the student population and whilst we will provide all the tools, training and support necessary, we recognise everyone is different and there may be a more profound or lasting effect on some of our people. • As we build out this business, working on the development of organisational processes, systems and change, it can bring with it uncertainty. We would seek to minimise or remove any concerns for people through clear, consistent communication.
To arrange a confidential conversation to discuss the opportunity in more depth, please contact Charlotte MacGregor or Hayley Mintern of The Management Recruitment Group on 020 8892 0115.
Applications should be sent to; charlotte.macgregor@mrgpeople.co.uk and hayley.mintern@mrgpeople.co.uk.
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