Head of Sales Strategy 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 : • Majority owned by Brookfield Asset Management • 1,200 Employees in France • 400 M € turnover on average per year • 150 Residences in operation under the different brands • 17,000 Apartments managed Based on 3 subsidiaries : • Real estate development: Océanis Promotion • Management of urban apart-hotels: Appart'City • Student Residences / Coliving : UXCO Group, under Uxco & Ecla brands UXCO Group has the ambition to be market leaders in student housing and coliving in France, with a target of 20,000 beds in 2025 and 1Bn€ to be invested in the coming years.
Background Information UXCO Group owns the real estate of its new developed residences. As part of its growth strategy, the group needs to increase and optimise its revenues. The Head of Sales Strategy will oversee the sales strategy of the group, including the pricing targets, booking model, occupancy rate targets, strategy between short and long stays, and diversify the source of income and profitability of each residence. They will also be in charge of challenging the sales team to achieve revenue targets, and be closely involved in the product definition of the existing and new residences to set up the quality standards and services. The Head of Sales Strategy will report to the CEO, and will work across the two brands to grow the revenue: • Uxco: Residences of 100 to 200 apartments, 50 residences in 30 cities
UXCO Group A pioneering company specialising in the creation and operation of coliving 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. The Group has developed a “mega residence” concept, the first of which, ECLA, opened in 2018 in Massy-Palaiseau. This innovative co-living concept meets the changing needs and expectations of a new generation.
• ECLA: Exceptional residence for Students and Young Professional, with over 1,000 beds.
About ECLA Since its creation three years ago, the ECLA residence in Massy-Palaiseau in the Paris region, has set new standards in France and continental Europe for coliving residences. ECLA is a highly distinctive residence that offers: • An “all-inclusive” solution: 1,000 quality housing units (1,300 beds), 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. • A strong pipelne of upcoming ECLA projects, with 10 new projects planned in the coming years.
The Role The Head of Sales Strategy will be the sales figure head for the business, driving the revenue. They will lead on the sales strategy across the ECLA and UXCO products to ensure that the revenues are maximised. They will work closely with the CEO to ensure that the target incomes are achieved. Key responsibilities • Manage and monitor all income opportunities driven by the sales teams in multiple locations, including social media. • Continue to develop our lead management system and processes, in order to create the optimum sales journey. • Work closely with the Operational team and help to define the process from central sales to operations, in order to work collaboratively. • Monitor, support and coach teams to drive performance and build sales confidence. • Reach conversion and revenue targets to activate commission structures, and manage this for the team. • Have extensive knowledge on residences, area details, visa requirements for overseas, local universities, and utilise online channels to support knowledge. • Communicate student feedback to the eCommerce team. Helping to identify how we can enhance knowledge on the website to satisfy students questions. • Review data and reports, and provide suggestions and recommendations to the leadership on how to improve performance. • Provide timely performance updates to all key stakeholders and operational teams, identifying risks and opportunities on performance. • Management and leadership. • Participate in weekly sales, group and conference meetings. • Provide sales training and coaching for employees to succeed in sales.
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 make decisions. • Business acumen. • Concentration skills, methodical, observant, curious, organized and precise.
Personal Requirements:
• You will have an understanding of operational delivery across “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 demonstrate strong leadership. • High Analytical skills. • You will bring innovation and commercial understanding.
The person will be based in Palaiseau (ECLA headquarters) with regular visits to Montpellier (UXCO Group headquarters).
Profile
This is an opportunity to join a dynamic and ambitious group with exciting plans for the future.
Experiences and Qualifications:
• Higher education (bac +5) type business school or engineers • Successful experience of at least 7 years in the management of “yield” (hotels, transport etc.), and in the management of a pricing system. • Fluent in French and English. • Work experience in an international environment.
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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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