Sales Head

1. Job Purpose

The Head of Sales will be responsible for leading and managing the overall sales function for residential and commercial real estate projects in Ranchi. The role involves developing sales strategies, achieving revenue and booking targets, managing the complete sales team, expanding channel partner networks, driving customer acquisition, and ensuring sustainable business growth.

The candidate must have strong leadership skills, a proven track record in real estate sales, and the ability to build a high-performing sales organisation.

2. Key Responsibilities

A. Sales Strategy & Business Development

• Develop and execute comprehensive sales strategies for residential and commercial real estate projects.
• Achieve monthly, quarterly, and annual sales targets, booking values, and revenue objectives.
• Identify new business opportunities, customer segments, and potential markets in Ranchi and surrounding areas.
• Prepare sales forecasts, business plans, budgets, and action plans to drive growth.
• Monitor market trends, competitor projects, pricing, and customer preferences.

B. Sales Team Leadership & Management

• Lead, mentor, and manage the complete sales team, including Sales Managers, Assistant Sales Managers, Sales Executives, and other sales personnel.
• Set individual and team targets and establish performance-monitoring systems.
• Conduct regular sales reviews, pipeline meetings, and performance evaluations.
• Ensure effective lead allocation, follow-ups, site visits, negotiations, and booking conversions.
• Identify training needs and develop the sales team's product knowledge, negotiation skills, and customer-handling capabilities.
• Recruit and retain high-performing sales professionals in coordination with HR.

C. Channel Partner & Broker Management

• Develop and expand a strong network of channel partners, brokers, property consultants, and institutional clients.
• Establish channel partner engagement plans to generate qualified leads and improve booking conversions.
• Conduct channel partner meetings, project presentations, site visits, and promotional activities.
• Monitor channel partner productivity and ensure timely coordination regarding commissions and business documentation.

D. Lead Generation & Sales Conversion

• Coordinate with the Marketing team to generate quality leads through digital campaigns, referrals, events, walk-ins, and channel partners.
• Ensure timely lead follow-up and systematic tracking through CRM software.
• Monitor lead-to-site-visit and site-visit-to-booking conversion ratios.
• Drive negotiations and close high-value residential and commercial deals.
• Develop strategies to improve customer acquisition and reduce lead drop-offs.

E. Customer Relationship & Sales Operations

• Oversee the complete sales cycle, from initial enquiry to booking and coordination for possession or handover.
• Ensure professional customer engagement and prompt resolution of sales-related concerns.
• Coordinate with CRM, Finance, Legal, and Project teams for documentation, payment schedules, and customer commitments.
• Monitor booking cancellations, outstanding collections, and customer feedback.
• Ensure all customer commitments are aligned with approved company policies.

F. Pricing, Revenue & MIS

• Coordinate with senior management on pricing strategies, approved discounts, offers, and payment plans.
• Monitor booking value, collections, sales pipeline, inventory movement, and revenue performance.
• Prepare and present periodic sales MIS reports and business reviews to management.
• Ensure accurate sales data, CRM updates, and forecasting.
• Identify gaps against targets and implement corrective measures.

G. Compliance & Governance

• Ensure adherence to applicable RERA requirements, real estate regulations, company policies, and approved sales processes.
• Maintain transparency in customer communication, project representations, pricing, and documentation.
• Ensure proper control over discount approvals, booking processes, and sales-related records.

3. Educational Qualification

• MBA/PGDM in Sales, Marketing, or Business Administration preferred.
• Graduate in any discipline with substantial and relevant real estate sales leadership experience may also be considered.

4. Experience & Required Skills

Experience

• 10-15 years of overall experience in sales, preferably in the real estate sector.
• Significant experience in residential and/or commercial real estate sales.
• Demonstrated experience in managing large sales teams and achieving ambitious sales targets.
• Strong exposure to channel partner management, direct sales, negotiations, and business development.
• Knowledge of the Ranchi real estate market or similar Tier-2 city markets will be an advantage.

Core Competencies

• Strategic sales planning and business development.
• Team leadership, coaching, and performance management.
• Strong negotiation, presentation, and closing skills.
• Channel partner development and relationship management.
• Revenue forecasting, sales analytics, and MIS reporting.
• Customer relationship management and problem-solving.
• Proficiency in CRM systems, MS Excel, and sales reporting tools.
• Strong communication, decision-making, and interpersonal skills.

5. Preferred Candidate Profile

The ideal candidate will be a target-oriented real estate sales leader with strong commercial acumen, excellent people-management capabilities, and a proven ability to drive business growth. The candidate should be capable of managing the entire sales organisation, building productive channel partner relationships, closing high-value transactions, and establishing a disciplined, performance-driven sales culture.

6. Compensation & Benefits

• Compensation: As per company policy and candidate experience.
• Performance-linked incentives: As per the approved incentive structure.
• Other benefits: As per company policy.