Sales Head

Role & responsibilities

A. Revenue & Conversion Ownership

• Own monthly, quarterly, and annual sales revenue targets across all 10 projects. • Improve lead-to-site-visit conversion ratio month over month.
• Improve site-visit-to-booking conversion ratio month over month.
• Drive booking value per executive and per project.

B. Team Leadership & Management

• Directly manage the Sales Manager; functionally lead 7 sales executives and 10 telecallers.
• Set daily, weekly, and monthly performance expectations for each team member. • Conduct daily morning huddles and weekly performance reviews.
• Run one-on-one coaching with bottom and top performers.
• Hire, onboard, and retain frontline talent in coordination with HR.

C. Process, CRM & Reporting Discipline

• Enforce 100% lead capture and lead-status updation in the CRM within agreed SLAs. • Build follow-up discipline: standardised cadences, scripts, and call-back protocols. • Design and publish daily MIS dashboards and weekly performance reports. • Audit call recordings, site visit logs, and CRM entries weekly.

D. Training, Coaching & Capability Building

• Use existing scripts and training material as the baseline; layer in advanced sales systems.
• Coordinate with the existing external sales coach to align curriculum and reinforce learning.
• Run weekly skill-building sessions: objection handling, site-walk choreography, negotiation, closing.
• Conduct monthly roleplay assessments and certify executives on pitch quality.

E. Strategy, Project Alignment & Channel Performance

• Translate Meta Ads lead flow into project-wise, territory-wise, and team-wise plans. • Coordinate with marketing on lead quality, cost-per-lead, and creative feedback. • Build project-prioritisation logic: which projects need push, which need protection.
• Identify and recommend channel partner / referral / loyalty programs to supplement digital leads.

F. Customer Experience & Brand

• Ensure every customer interaction reflects the brand standard from first call to registration.
• Reduce complaints, refund requests, and post-booking dropouts through process design.
• Build a structured customer feedback loop after every site visit and every booking.

Preferred candidate profile

• 5-10 years of total sales experience, with at least 5-7 years in real estate. • Minimum 35 years in a Sales Head, Regional Sales Head, or AVP-Sales role. • Direct experience managing teams of 15+ people across multiple projects or territories.
• Demonstrated track record of taking conversion ratios from baseline to a defined improved state.
• Experience working in performance-marketing-led sales (Meta, Google) with high lead volumes.

Skills

• Strong command of sales funnel mathematics: lead call site visit booking registration.
• Fluency in CRM tools (Salesforce, Zoho, Lead Squared, Sell.do or similar) and dashboarding.
• Ability to read call quality, run roleplays, and coach in the moment.
• Negotiation, closing, and large-ticket deal management skills.
• Local language proficiency for the region of operation; English working proficiency.
• People leadership: hiring, firing, performance management, and retention.
• Comfort with data daily MIS, conversion math, cohort analysis.

Preferred Real Estate Experience

• Plotted developments and villa / low-rise residential projects (most directly transferable). • Experience in tier-2 / tier-3 markets or multi-district sales operations.
• Experience scaling a sales team from 10 to 25+ members.
• Exposure to channel partner networks, NRI sales desks, and loan-tie-up processes.
• Experience handling RERA, sale agreements, and registration coordination.