Sourcing Head - Commercial Sales & Leasing Real Estate

The Sourcing Head Commercial will own the top of the sales funnel for Roswalt Realtys luxury commercial project at Khar. The role is responsible for building a strong sourcing network across Mumbais commercial real estate ecosystem IPCs, boutique brokerages, corporate occupiers, family offices and institutional investors and translating that network into a repeatable, high-quality pipeline of 10 Cr20 Cr+ qualified buyer opportunities.

We are looking for a senior commercial real estate leader with a proven track record of institutional sourcing in Mumbai, exceptional personality and executive presence, confidence to engage with CXOs, promoters and institutional investors, and the maturity to lead the Commercial Sourcing department from strategy to on-the-ground execution.

KEY EXPECTATION

Strong, verifiable working relationships with Mumbais commercial real estate ecosystem CBRE, JLL, Colliers, Cushman, Knight Frank, Savills, boutique commercial brokerages, Mumbai family offices and corporate real estate teams are essential for this role.

KEY RESPONSIBILITIES

3.1 Department Leadership & Strategy

Head the Sourcing Commercial department and set its structure, priorities, segment focus and review cadence.

Prepare and own the sourcing strategy and quarterly pipeline plan for the Khar commercial project, aligned with the business plan and launch sequence.

— Mentor and build the capability of Sourcing Managers, CP Relationship Executives and Sales Coordinators.

— Present pipeline health, conversion metrics, network health and competitive intelligence to the Principal — Sourcing & Closing on a regular basis.

— Manage external consultants and partners: IPC desk heads, boutique brokerage principals, campaign agencies and event partners.

3.2 IPC, Consultant & Investment Sales Network

— Build and sustain senior-level relationships at CBRE, JLL, Colliers, Cushman, Knight Frank and Savills — both their Office Leasing and Investment Sales desks.

— Negotiate and execute Joint Business Plans (JBPs) with IPC desks — brokerage structures, exclusivity, campaign commitments, performance milestones.

— Keep IPCs informed of project progress, inventory, pricing, launch timings and incentives through structured, high-quality collateral and briefings.

— Track IPC-wise contribution to pipeline and conversion; drive corrective action on under-contributing desks.

3.3 Direct Corporate Occupier Outreach

— Identify companies looking to purchase their own office premises, expand operations or consolidate multiple offices in the Bandra-Khar-BKC catchment.

— Build relationships with CFOs, CEOs, Promoters, Administration Heads and Corporate Real Estate teams at target corporate buyers.

— Design and execute corporate outreach campaigns — targeted mailers, boardroom briefings, closed-door previews, launch invitations.

— Qualify corporate buyer intent on company stage, decision-maker, timeline, budget and procurement process.

3.4 Institutional Investor, Family Office & HNI Channel

— Source 10 Cr–20 Cr+ commercial buyers from Mumbai’s institutional investor, family office and UHNI ecosystem.

— Build and sustain working relationships with Mumbai family offices, private wealth desks, chartered accountants, investment advisors and tax consultants who refer HNI buyers.

— Create and host investor-focused briefings covering project economics — capital value, lease rental, net yield, exit cap rate, portfolio diversification case.

— Qualify investor intent on investment horizon, portfolio allocation, risk appetite and leasing-income preference.

3.5 Boutique Brokerage & Commercial CP Network

— Build and sustain working relationships with 40–50 Bandra-Khar-BKC commercial brokers and boutique brokerages that deliver consistent business.

— Run the CP engagement calendar — JBPs, broker events, launch meets, site walkthroughs, High Teas, quarterly performance reviews.

— Design brokerage structures, incentive slabs, campaign spiffs and loyalty programs that drive consistent broker engagement.

— Add new CPs to the roster through structured hunting and cold outreach; retire non-performing CPs through professional conversations.

3.6 Pipeline Qualification, Site Visits & Hand-off to Closing

— Own the first-level qualification of every lead on purchase purpose (self-use / investor / family office), budget, timeline, decision-maker and funding readiness.

— Convert qualified leads into high-quality site visits for the Closing team at the Khar sales gallery.

— Hand off qualified leads to the Closing Head with complete context, briefing notes and next-action recommendations.

— Partner with the Closing team on feedback — lead quality, buyer-readiness, catchment conversion trends — and refine the sourcing filter accordingly.

3.7 Sourcing Performance, MIS & Coordination

— Maintain a project-wise sourcing MIS covering channel-wise pipeline, meetings generated, site visits delivered, visit-to-negotiation conversion and brokerage disbursal.

— Track lead-to-meeting, meeting-to-visit and visit-to-negotiation conversion ratios across every channel.

— Coordinate with the Marketing team on catchment-specific outreach, campaign execution and competitor positioning intelligence.

— Coordinate with the CRM, Legal and Finance teams on CP registration, brokerage payouts, documentation and buyer onboarding.

— Represent Roswalt Realty professionally at IPC events, broker meets, industry forums and corporate interactions.

4. COMMERCIAL MARKET & BUYER KNOWLEDGE REQUIRED

The candidate must know each of the following thoroughly, including how it shapes buyer conversations and sourcing conversion.

Area / Knowledge

What the Candidate Must Know

Why It Matters

• Bandra-Khar-BKC Grade-A Market
• Current capital value bands, absorption trends, upcoming supply, pipeline competition
• Positions our Khar project credibly vs BKC, Lower Parel and Andheri alternatives

• Carpet, Chargeable & Loading
• Carpet area, built-up, chargeable area, loading factor computation and buyer framing
• Core buyer conversation; drives price-per-psf positioning and ticket math

• Floor Plate & Parking Norms
• Typical floor plate sizes, parking entitlement, podium conditions, lift / staircase provisions
• Determines buyer fit — self-use CFO vs investor vs family office

• Buy-vs-Lease Economics
• Capital value, lease rental, security deposit, outgoings, net yield, 5-year cash flow
• Core CFO objection handling; defends our purchase case vs BKC leasing alternatives

• Yield Analysis for Investors
• Gross yield, net yield after outgoings, 5-year rental appreciation, exit cap rate, IRR
• Positions our project to institutional investors and family offices

• IPC Office Leasing Desks
• CBRE, JLL, Colliers, Cushman, Knight Frank, Savills — team structures, desk heads, sub-desks
• Primary referral channel for 10–20 Cr+ commercial sale buyers

• IPC Investment Sales Desks
• Separate sale-side teams at the IPCs; their mandates, panel developers, brokerage structures
• Specialised channel for investor and family office buyers

• Corporate Occupier Decision Cycle
• CFO, CEO, Admin Head, Board, Procurement — their roles, sequencing, timelines
• Determines who to pitch to when, and realistic buyer closure timelines

• Family Office Ecosystem
• Mumbai family offices, wealth management desks (Avendus, Edelweiss, IIFL, etc.), their RE appetite
• UHNI investor channel for 10–20 Cr+ commercial transactions

• Procurement & Board Approval Processes
• RFP, tender, board calendar, approval hierarchy, documentation needs
• Realistic timeline setting for institutional and listed corporate buyers

• DCPR 2034 Commercial Zones
• Permissible FSI, chargeable area norms, parking entitlement for Khar commercial
• Credibility in buyer conversations on project viability and compliance

• Commercial MahaRERA Compliance
• Project registration, disclosures, amendments, buyer validation checkpoints
• Mandatory compliance; frequently probed by institutional buyers’ advisors

• GST & Stamp Duty on Commercial
• GST on sale, stamp duty rates, registration costs, timing implications
• Full-cost conversation with CFO buyers; prevents late-stage objections

• Competitor Commercial Projects
• Builder, rate, floor plate, absorption and launch timing of competing BKC / Lower Parel / Khar projects
• Essential for positioning conversations and objection handling

• Launch Sequencing & Pricing Dynamics
• Pre-launch, launch and post-launch pricing dynamics; incentive structures
• Shapes pipeline planning aligned with the business plan and inventory release

5. BUYER SOURCING LIFECYCLE OWNED BY THE ROLE

The role is accountable end to end, across every stage below.

1 Market mapping & prospect identification — target corporate occupier list, investor / family office map, catchment-wise CP mapping.

2 CP / IPC network activation — JBP execution, broker events, launch meets, campaign spiffs, performance tracking.

3 Direct corporate & institutional outreach — CFO / Promoter / Family Office briefings, boardroom previews, launch invitations.

4 Lead qualification — budget, purchase purpose, timeline, decision-maker, funding readiness, procurement process.

5 Site visit coordination — visit scheduling, briefing notes, Closing team hand-off, GRE coordination at the Khar sales gallery.

6 Hand-off to Closing team — complete context brief, next-action recommendation, qualification depth.

7 Pipeline tracking & conversion analysis — channel-wise contribution, conversion ratios, brokerage disbursal, win-loss analysis.

8 Launch readiness & post-launch activation — pipeline alignment with inventory release, post-launch broker reactivation, win-back campaigns.

6. QUALIFICATIONS & EXPERIENCE

6.1 Essential

— Graduate (any discipline) with 8–10 years of hands-on commercial real estate sourcing / investment sales / institutional brokerage experience in Mumbai.

— Proven, verifiable track record of personally sourcing 10 Cr+ commercial transactions in the Bandra-Khar-BKC catchment or peer luxury commercial markets.

— Thorough working knowledge of DCPR 2034 commercial norms, chargeable-area framing, buy-vs-lease math, yield economics and MahaRERA compliance.

— Experience with JLL, CBRE, Colliers, Cushman, Knight Frank, Savills or a leading commercial developer at Senior Manager / AGM / DGM / Director level.

— Experience of leading a sourcing team in a reputed developer or institutional brokerage firm.

6.2 Preferred

— MBA (Marketing / Sales / Real Estate / Business Management) from a reputed institute.

— RICS, MRICS or peer international property credentials.

— Prior experience on Bandra-Khar-BKC projects at a developer or institutional brokerage.

— Existing network of Mumbai family offices, private wealth desks and corporate real estate heads.

— Experience with large-ticket (20 Cr+) institutional sale transactions or portfolio-scale investor deals.

7. IMPORTANT SKILL SETS REQUIRED

These are the non-negotiable skill sets for this role. Candidates must demonstrate them with specific project and transaction examples.

Skill Set

What It Means in Practice

Commercial Buyer Sourcing

Building and sustaining a repeatable pipeline of 10 Cr–20 Cr+ qualified buyers

IPC & Investment Sales Network

Working relationships at CBRE, JLL, Colliers, Cushman, Knight Frank, Savills desk heads

Corporate Occupier Outreach

Engaging CFOs, CEOs, Promoters, Administration Heads credibly on self-use buy decisions

Family Office & HNI Channel

Building Mumbai family office, private wealth, CA / investment advisor relationships

Bandra-Khar-BKC Market Fluency

Current capital values, absorption, supply, competitor positioning on command

Buy-vs-Lease & Yield Math

Credible, numerate conversations with CFO and investor buyers on economics

Lead Qualification

First-level qualification on budget, purpose, timeline, decision-maker and procurement process

Pipeline MIS & Reporting

Channel-wise pipeline, conversion ratios, brokerage disbursal, decision-ready dashboards

CP Engagement & Brokerage Design

JBPs, slabs, spiffs, campaigns, performance management, retention

Team Leadership

Running a department, delegating by channel, building capability

Executive Presence & Communication

Personality, grooming, articulation suited to CXO and institutional interactions

8. TECHNICAL & BEHAVIOURAL COMPETENCIES

Technical Competencies

• Reading commercial market intelligence reports (CBRE, JLL, Knight Frank quarterly research) and competitor absorption data
• Interpreting IPC absorption trends, cap rate movements and institutional buyer behaviour
• Structuring sourcing campaigns, broker engagement calendars and JBP commercial terms
• Working knowledge of CRM systems (Salesforce, Zoho, LeadSquared, Sell.Do), sourcing MIS and dashboarding
• Buy-vs-lease math, yield analysis, 5-year cash flow modelling, exit cap rate framing
• DCPR 2034 commercial fundamentals, MahaRERA compliance and documentation hand-off

Behavioural Competencies

• Exceptional personality, executive presence and powerful communication skills
• Confidence to engage with CXOs, promoters, institutional investors and senior IPC desk heads
• Strong negotiation, persuasion and relationship-management credibility
• Persistence and ownership in moving leads from first contact to hand-off
• Clear communication in English, Hindi and Marathi
• Ability to lead a team, delegate by channel and manage several buyer segments at once
• Calm under pressure, with a solution-oriented approach to buyer objections

9. BUYER, PARTNER & STAKEHOLDER NETWORK

The candidate must have strong, established working relationships across the ecosystem below.

Partner / Stakeholder

Nature of Interface

IPC Office Leasing Desks (CBRE, JLL, Colliers, Cushman, Knight Frank, Savills)

JBPs, buyer referrals, campaign execution, performance reviews

IPC Investment Sales Desks

Sale-side mandates, institutional buyer referrals, panel empanelment

Boutique Commercial Brokerages (Bandra-Khar-BKC)

Direct buyer referrals, launch meets, incentive campaigns

Corporate CFOs, CEOs & Administration Heads

Self-use office purchase conversations, procurement timelines, boardroom briefings

Promoters & Founders

Expansion / consolidation needs, direct buyer engagement, discreet UHNI relationships

Mumbai Family Offices & Private Wealth Desks

UHNI investor channel for 10–20 Cr+ commercial purchases

Institutional Investors & REITs

Portfolio-scale commercial purchase conversations, long-cycle deal engagement

Chartered Accountants, Tax Advisors & Investment Consultants

Advisor-driven buyer referrals, trusted-advisor positioning

Internal Closing Team

Qualified buyer hand-off, lead quality feedback loop, visit-to-negotiation conversion

Internal Marketing Team

Catchment-specific campaigns, competitor intelligence, positioning collateral

Internal CRM, Legal & Finance Teams

CP registration, brokerage payouts, buyer onboarding, documentation discipline

10. KEY RESULT AREAS (KRAs)

KRA

How It Will Be Measured

1 Qualified pipeline generated

Value of 10 Cr+ qualified opportunities created against quarterly target

2 Site visits delivered

Number of qualified site visits per month vs plan; visit-to-negotiation conversion

3 Hand-off quality to Closing

Closing Head’s rating of lead quality and context handover

4 IPC & CP network health

Active IPC desks engaged, active CPs on roster, new additions, retention rate

5 Direct corporate & investor coverage

Named CFOs / promoters / family offices engaged vs target list

6 Pipeline conversion ratios

Lead-to-meeting, meeting-to-visit, visit-to-negotiation at channel level

7 Team performance

Sourcing Manager productivity, capability building and retention

8 Reporting & MIS discipline

Accuracy and timeliness of sourcing MIS; decision-ready dashboards for leadership

11. REPORTING & OTHER DETAILS

— Reporting line: Directly to the Principal — Sourcing & Closing (Commercial).

— Direct reports: All members of the Sourcing — Commercial department (Sourcing Managers, CP Relationship Executives, Sales Coordinators).

— Compensation: Commensurate with experience and industry standards; fixed + variable + pipeline / closure incentive structure. Not a constraint for the right candidate.

— Travel: Frequent local travel to IPC offices, broker meets, corporate briefings, investor events and the Khar site across the Bandra-Khar-BKC catchment.

MANAGEMENT DISCRETION

This job description is indicative and not exhaustive. The Management retains the discretion to modify the roles, responsibilities and reporting structure of this position in line with business requirements. Any such change shall be communicated in writing by the HR Department.