Sales Head (real estate)

POSITION OVERVIEW

We are seeking an experienced and dynamic Sales Head to lead our sales operations and channel partner network in the real estate development sector. This is a strategic role responsible for driving revenue growth, managing channel partnerships, and building high-performing sales teams.

KEY RESPONSIBILITIESStrategic Sales Leadership

• Develop and execute comprehensive sales strategies to achieve and exceed annual revenue targets
• Establish and monitor KPIs for sales team performance and pipeline health
• Create quarterly business plans aligned with organizational objectives
• Manage P&L responsibility for assigned regions/projects
• Conduct competitive market analysis and identify growth opportunities

Channel Partner Management

• Identify, recruit, and onboard channel partners (dealers, distributors, sub-brokers)
• Build and maintain long-term relationships with high-value channel partners
• Establish commission structures, incentive programs, and SLA agreements
• Provide training and sales enablement to partner networks
• Monitor partner performance against targets and support improvement initiatives
• Conduct quarterly business reviews with key partners
• Ensure partner compliance with company policies and brand standards

Sales Team Leadership & Development

• Set individual targets and conduct performance appraisals
• Conduct recruitment and selection of sales professionals
• Implement sales training programs
• Create a high-performance sales culture with clear accountability
• Conduct daily/weekly sales reviews and deal closure meetings
• Identify talent gaps and plan succession for key roles

Revenue Generation & Pipeline Management

• Oversee sales pipeline management across all stages (Prospecting to Closing)
• Ensure pipeline coverage ratio is maintained at 3.5x+ of targets
• Track win rates, average deal sizes, and sales cycle metrics
• Conduct daily/weekly deal reviews to accelerate closures
• Manage high-value accounts and strategic opportunities
• Forecast revenue with 85%+ accuracy
• Monitor collection efficiency and reduce DSO

Stakeholder Management

• Present monthly/quarterly sales reports to leadership with insights and recommendations
• Collaborate with marketing on lead generation campaigns and messaging
• Work with operations on order fulfillment and customer satisfaction
• Maintain strong relationships with partners for project launches

Market Expansion

• Identify new market segments and geographic regions for expansion
• Develop go-to-market strategies for new projects
• Evaluate market trends and competitive positioning
• Plan resource allocation by region and product category
• Lead new project launches with coordinated sales plans

REQUIRED QUALIFICATIONSExperience

• Minimum 8-10 years of experience in sales and business development in real estate sector
• Minimum 5+ years of proven experience in channel partner network development and management
• Minimum 3+ years in a leadership/managerial role with team responsibility
• Track record of exceeding sales targets by 15%+ annually
• Experience managing dealer/distributor networks preferred
• Experience with data management in CRM systems

Education

· Bachelor's degree in Commerce, Business Administration, or related field

· MBA or advanced sales certification preferred

Core Competencies

• Strategic thinking and business acumen
• Team leadership and people management
• Negotiation and relationship management skills
• Data-driven decision making
• Target-oriented mindset with strong execution capability
• Problem-solving and analytical skills
• Communication and presentation skills

Technical Knowledge

• Understanding of real estate development projects and timelines
• Knowledge of sales methodologies and pipeline management
• Familiarity with pricing strategies and deal structuring
• Basic understanding of financial metrics and P&L analysis

KEY PERFORMANCE INDICATORS (KPIs)Sales MetricsChannel Partner Metrics

• Number of Active Channel Partners: [Target based on company goals]
• Partner Performance Achievement: Minimum 85% of partners on-target
• Partner Retention Rate: Minimum 90% year-on-year
• Partner Productivity: Revenue per partner or deals per partner

Team Performance

• Team Revenue Achievement: 100%+ of targets
• Team Size: Build and manage X team members
• Employee Retention: Minimum 90% annually
• Sales Team Win Rate: Meet or exceed 10%+ target
• Training Completion: 100% of team trained quarterly

Operational Metrics

• Collection Efficiency: Maintain 85%+ collection rate
• Forecast Accuracy: 85%+ accuracy of monthly forecasts
• Customer Retention: Maintain or increase from baseline
• Time to Close: Reduce sales cycle to <35 days

IDEAL CANDIDATE PROFILE

The ideal Sales Head for this role will have:

1. Proven success in building and managing channel partner networks in real estate/construction sectors

2. Track record of scaling sales teams from scratch

3. Experience with direct sales to developers, housing authorities, and institutional clients

4. Strong negotiation skills with ability to close high-value partnerships

5. Data-driven approach to sales management and forecasting

6. Entrepreneurial mindset with strong business acumen

7. Excellent communication and presentation skills

8. Ability to work in fast-paced, target-driven environment

9. Leadership qualities with positive team management approach

10. Problem-solving attitude and ability to handle challenges independently

Job Types: Full-time, Permanent

Pay: ₹100,000.00 - ₹150,000.00 per month

Benefits:

• Health insurance
• Leave encashment
• Life insurance
• Provident Fund

Experience:

• sales and business development in real estate sector: 8 years (Preferred)
• channel partner network development and management: 5 years (Preferred)
• leadership/managerial role with team responsibility: 3 years (Preferred)
• data management in CRM systems : 3 years (Preferred)

Work Location: In person