Sales Director Candidate Information Pack
About Us Grand M Group is major player in French real estate, with 20 years’ experience in development and management of residences, apart-hotels and student accommodation. Grand M Group in 5 key figures : • 1,200 Employees in France • 400 M € turnover on average per year • 22. 000 Accommodation units réalise since the group création • 150 Residences in operation under the different brands • 17,000 Apartments managed It is based on 3 subsidiaries: • Real estate development: Océanis Promotion • Management of urban apart-hotels: Appart'City • Student Residences / Coliving : Uxco & Ecla, under UXCO Group
UXCO Group A pioneering company specialising in the creation and operation of co-living residences dedicated to students and young professionals. Fifteen years after opening its first 4 serviced student residence in Nîmes, UXCO Group now operates over 50 residences throughout France. In parallel, the Group has developed the “mega residence” concept, the first of which, ECLA, opened in late summer 2018 in Massy-Palaiseau. This innovative co-living housing concept meets the changing needs and expectations of a new generation.
Background Information Our “student center” activity is still small but is experiencing very significant development, mainly thanks to the opening of new residences (+8 Uxco in 2021, +2 Ecla and +2 Uxco in 2022). This development pole, recently merged at the team level under UXCO Group, is now made up of 130 people with a turnover of 40M € in 2021 (+ 15%) and 50M € in 2022. One of the characteristics of our model is that, whenever possible, we own the walls of the residences we manage. As part of this growth, we want to optimize our pricing, our booking model, our occupancy rate between short and long stays, diversify our sources of income and the profitability of each residence.
The Sales Director, who will work the Marketing Director across our two brands :
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Uxco: residences of 100 to 200 apartments, 50 residences in 30 cities
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Ecla: exceptional residence for Students and Young Professional with 960 apartments / 1300 beds, located in Palaiseau. 2 openings in 2022, Noisy Le Grand and Villejuif
About ECLA Since its creation three years ago, the ECLA residence in Massy-Palaiseau in the Paris suburbs, owned by UXCO Group, a subsidiary of Grand M Group, has set new standards in France and continental Europe for co-living residences. Ecla is a highly distinctive residence that offers: • An “all-inclusive” solution: 1,000 quality housing units (1,300 beds) at market prices, ranging from studios to 5 rooms, from 18 to over 80 sqm. • 4,000 sqm. of shared living spaces on the ground floor, encompassing a restaurant and co-working spaces, movie theater, sport and gaming rooms, music studio and a Business Center and language school. • An international community with 70% of residents coming from abroad, spanning across <90 nationalities, attending 200+ schools and universities.
• Average age of the residents is 25 years old.
• Short and long stays.
• A very high occupancy rate during Covid (80%) and 95% at the start of the academic year commencing in September 2021.
The Role The Sales Director is responsible for managing the pricing policy of Uxco and Ecla, optimizing the different sources of income, the occupancy rate, the average price and the turnover of each residence in the network, and allow the achievement of the turnover and profitability objectives of the companies. The Sales Director will have 2 sales managers (Uxco and Ecla) to drive the performance of each brand. 2.1 Key responsibilities • Analysis of demand behavior by segment, market, channel, product. • Collection of information related to the market, education activity and student life, the season and the economic context of each residence. • Competitive intelligence on prices, availability, marketing policy and operational processes of the main competitors of student residences. • Establishing a forecast of demand and materialization by segment based on external and internal data (filling rate, average price, cost price, etc.). • The recommendation and coordination of product and price availability, their dissemination internally and on the market through distribution channels (on line / off line). • Identifying new opportunities and participating in the creation and implementation of new offers. • Support for sales representatives and participation in the listing of groups, contracts and negotiation of the distribution between “short stay & long stay”. • Training and awareness of the various departments of companies and directors of residences on the principles of income optimization. • The production of statistical analyzes and various indicators for the management of activities as well as the performance of regular studies in order to measure the effectiveness of its actions.
2.2 Profile
Experiences and Qualifications:
• Higher education (bac +4/5) type business school or engineers, or DESS Yield management • Successful experience of at least 5 years in the management of “yield” (hotels, transport ...) and in the management of a pricing system. • Fluent in french and english. • Work experience with international issues.
Personal Skills:
• Very good analytical skills, very good with numbers and math, high level in statistics. • Teamwork, ability to listen, dialogue. • Ability to bring forward proposals. • Easy communication and interpersonal skills. • Sensitivity to the sales and marketing approach. • Driving force, inclusive state of mind. • Management skills. • Strategic vision and ability to link and replace heterogeneous elements in a macro vision. • Ability to decide. • Business acumen. • Concentration skills, methodical, observant, curious, organized and precise. Key attractive points: • Join a growing group with ambitious goals in a sector with a great potential. • Take responsibility for an exposed service with real decision-making power. • Be in contact with a large number of company departments. • Play a key role in the strategy and growth of the company. • Grow a service and allow the function to establish itself even more as a determining factor within the company. • Work for exciting brands, within a young team. You will have an understanding of operational delivery across of a “Co living / Student / Young professional accommodation. You will have experience in Pricing / Revenue Management / Yield Management in a related sector (hotels, leisure, entertainment parks, senior residences, coworking spaces, etc.).
You will create the sales function and scale it up within the organization.
You will demonstarte strong leadership.High Analyictal skills.
You will bring innovation and commercial understanding.
The person will be based in Montpellier (UXCO Group headquarters) and will have to regularly come to Palaiseau (ECLA headquarters) and occasionally go across the country, visit the residences and talk to the operational managers of the latter.
If needed, could also be based in Palaiseau, with very frequent travels to Montpellier.
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Application Process To arrange a confidential briefing conversation please contact our advisors Hayley Mintern hayley.mintern@mrgpeople.co.uk Matthew Evans matthew.evans@mrgpeople.co.uk Applications should consist of a comprehensive CV (of not more than 4 pages) and a covering letter (of not more than 2
pages). Applications should be sent to hayley.mintern@mrgpeople.co.uk or matthew.evans@mrgpeople.co.uk
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