Head of Agency

Role       : Head of Agency
Location : Dubai                     

Role Purpose:

Provide senior-level commercial and transactional leadership to drive all leasing, sales and sectoral performance and visible marketplace success across all RE sectors (Commercial, Residential, Industrial, Retail, Freehold etc). Establish, create, develop, promote and lead overall company Agency, Transaction & Investment Services strategies and build for consistent growth.

Develop a high performance and industry recognized team of consultants, seek business opportunities, manage all transactional business development strategies, collaborate with industry peers, including regional and international connections, while also ability at closing deals personally. Highly skilled networker and communicator.

KEY METRICS:

• Revenue: n/a
• Expenses: n/a
• Net Income: n/a
• Assets: n/a
• Headcount: n/a  
• Number of branches: TBC
• Number of ATMs: n/a
• Number of Direct Reports: TBC

Key Accountabilities of the role      

Managerial Function

• Identify and Recruit skilled commercial (offices, retail, industrial) and leasing agents; manage daily activities to meet targets set by the CEO & Board. Maintain a high-performing team and industry recognized within 2-3yrs
• Motivate & lead team meetings and bi-monthly strategy meetings with the CEO & COO as well as internal Business heads at the Bank to establish client opportunity.
• Ensure team members uphold professional ethics, client service standards, and adhere to company, UAE Authority (RERA etc), and UAE legal codes. Report breaches to senior management/HR immediately.
• Set and monitor goals for each staff member to maximize time management and efficiency.
• Prepare weekly reports for CEO & Strategy Committee.
• Work closely with the Training and Development department to implement ongoing professional development and training programs to ensure that the agents are effective in acquiring customers, negotiating deals and providing the highest calibre of service levels.
• Grow an efficient Professional Commercial/Agency Practice team, and lead the team to achieve realistic objectives, providing strong expertise in the strategy of targeting, selling and closing sales and leases on an executive level. 
• Responsible for managing the performance of staff, including the undertaking of staff performance appraisals, training, attendance monitoring, target setting, discipline instillation and implementation of succession plans.
• Analysis of the existing operations to evaluate performance of the team in meeting objectives, and to determine areas of potential cost reduction, program improvement, or policy change.
• Establish departmental responsibilities, and coordinate functions among the commercial teams. Ensure the highest ethical practices are always followed
• Responsible for conducting thorough market due diligence, developing and executing the commercial plans for instructions and pitching for new business
• Maintain accurate and in-depth knowledge of all aspects of the real estate industry, particularly in areas such as pricing information, vacancies, asset availability, square footage, property values, zoning, population growth and other patterns in order to determine sales values.
• Compilation of quarterly divisional business plans and budgets. 
• Oversee and monitor the monthly financial performance of each of the members of the sales and leasing team.
• Responsible for keeping a record of all documents pertaining to the transactions concluded by the members of the sales and leasing team.
• Able to make high level decisions on behalf of MPM with the respective Clients.
• Develop and maintain excellent relationships with key business groups, Landlords, Franchisees and Developers.
• Work with other departments, specifically but not limited to Management, Owners Associations, Valuation & Advisory and Property Management to identify and secure business opportunities.

Budgetary Control Function

• Develop and implement budgetary control, record-keeping, and administrative processes.
• Prepare budgets and ensure financial targets are met at both company and client levels.
• Compliance and Administrative Responsibilities include ensuring operations comply with UAE laws, maintaining records of transactions, creating departmental policies, and optimizing the use of CRM systems
• Analyze and control expenditures to meet budget requirements.
• Oversee annual budgets, track financial performance, and ensure goals are achieved.
• Utilize technology for reporting fiscal targets and analysis.
• Client Relationship Management
• Build on internal relationships with MPM clients, Banks’ clients and customers to develop further business and opportunities. Work closely with internal bank departments to find opportunities that clients can avail.
• Act as first Point of Contact for all Clients when escalating matters related to appointments held by the Company.
• Keep up to date on market trends, upcoming property developments, and average suburb and master community prices and maintain appropriate records of the same; develop pricing strategies for Clients based on market knowledge and detailed comparable market data.
• Compliance and Administrative Responsibilities
• Ensure that operations and services are delivered in a manner consistent with UAE Laws and ADIB (MPM) guidelines and procedures.
• Ensure record keeping of all documents pertaining to the transactions concluded by agents.
• Create and publish departmental policies and procedures; work closely with the support teams to ensure complete understanding and implementation of company policies and procedures.
• Ensure optimum usage of “CRM” and sales applications as used by the company.  Monitor and analyse data that is captured by sales applications and prepare weekly reports relating to the number of enquiries received, agent response rates and Client satisfaction ratings.  Prepare scripts for use by the CRM department to ensure that all relevant data is requested and retrieved from Clients to assist with Client profiling and Client segmentation.
• Ensure that all staff members actively make use of and capture all relevant and required data into the company’s CRM system of choice.
• Ensure that all staff comply with and adhere to the standard operating procedures and policies as set by the company.

Marketing & Public Relations Function

• Collaborate closely with the Marketing team and Social Media Coordinators to ensure that advertising and direct marketing campaigns yield high-quality leads for follow-up. 
• Marketing responsibilities may include planning, budgeting, and coordinating open houses or other initiatives to generate new leads and increase office sales, investment transactions, Mall’s developments etc. 
• Ensure media coverage by supporting overall marketing efforts, offering suggestions for promotions, advertisements, Q&A sessions in various media outlets, and attending related meetings and conferences. 
• Plan, assist in designing, and implement internal advertising, marketing, and branding initiatives.
• Represent the business at conferences, trade fairs, and networking events to establish professional networks. Identify and report on business opportunities in target markets. 
• Deliver speeches, write articles, and present information at meetings or conventions.

Commercial and Leasing Functions:

• Develop and supervise the commercial occupier services teams, offices, industrial, retail lettings and residential leasing teams and ensure that they are provided with proper training, support, counselling, skills, and market and product, whether under the direct management of the employee or not.
• Oversee the initial market due diligence and feasibility of new instructions, developing and executing the commercial plan for the properties, including but not limited to identifying and qualifying prospects.
• Conceptualize, implement and manage the company’s commercial strategies, processes and techniques, refining as necessary to be consistent with the company’s goals and objectives from a transactional perspective.
• Being a senior member of the company’s managerial team and decision-making processes
• Identify and implement key performance indicators (KPIs) for business growth and individual employee performance management.
• Establish rapport internally with employees and build relationships with potential clients.
• Lead and grow the company by training and developing a team that shares the vision and understands the steps necessary to achieve success.
• Collaborate with the team and leadership to identify areas of opportunity and manage plans and projects for improvement.
• Utilize technology in all services through digital transformations.

Specialist Skills / Technical Knowledge Required for this role:
 

• Bachelor’s degree in business administration, real estate, or a related field. A master’s degree is preferred.
• Proven leadership and team development/management skills.
• Strong negotiation and communication skills.
• Excellent analytical and problem-solving abilities.
• In-depth knowledge of the UAE property market and regulations.
• Proficiency in using property management software and tools.
• Strategic thinker with a growth mindset.
• Client-focused with a passion for delivering exceptional service.
• Highly organized with strong attention to detail.
• Adaptable and able to thrive in a fast-paced environment.
• Integrity and professionalism.

Previous experience:

Minimum of 10 years of experience in real estate and or agency fields in UAE, with at least 5 years in a senior leadership role., RE Investment Experience and Corporate Occupier Services Experience.