Strategic Planner

Job Description: Sales Strategy Manager – Real Estate

Position: Sales Strategy Manager

Department: Sales & Strategy

Industry: Real Estate / Property Development

Experience: 3 to 7 years in real estate sales strategy, sales operations, business strategy, revenue management, or a related function.

Job Summary:

We are looking for an analytical and commercially driven Sales Strategy Manager to develop and execute sales strategies across residential/commercial real estate projects.

The role will be responsible for driving sales velocity, revenue growth, inventory optimization, pricing strategy, lead-to-sales conversion, channel performance, and sales team productivity. The candidate will work closely with Sales, Marketing, Finance, CRM, Channel Partners, and senior management to translate business objectives into actionable sales plans.

Key Responsibilities:

1. Sales Strategy & Planning:

• Develop project-wise and portfolio-level sales strategies aligned with revenue and absorption targets.
• Prepare monthly, quarterly, and annual sales plans.
• Define sales targets based on project inventory, demand, pricing, market conditions, and historical performance.
• Identify opportunities to improve sales velocity and optimize inventory movement.
• Develop strategies for different customer segments, locations, unit types, and price points.

2. Pricing & Revenue Strategy:

• Analyze market pricing, competitor projects, customer demand, and inventory levels.
• Recommend pricing strategies, price revisions, offers, schemes, and promotional structures.
• Monitor project-level realization, booking value, average ticket size, and revenue performance.
• Work with Finance and Sales teams on revenue forecasting and realization targets.
• Identify opportunities to maximize project profitability while maintaining sales momentum.

3. Sales Funnel & Performance Analytics:

• Monitor the complete sales funnel from lead generation → site visit → opportunity → booking → collections.
• Track conversion rates and identify bottlenecks at each stage.
• Analyze lead quality, source-wise performance, cost per lead, site-visit conversion, and booking conversion.
• Build dashboards and MIS reports for management review.
• Provide actionable insights to improve sales productivity and conversion.

4. Market & Competitor Intelligence:

Conduct regular market research covering:

• Competitor projects
• Pricing and payment plans
• Inventory availability
• New project launches
• Absorption trends
• Customer preferences
• Local market developments
• Provide management with insights on market opportunities and emerging risks.
• Benchmark the company's projects against competing developments.

5. Channel Partner Strategy:

• Develop and monitor channel-partner sales strategies.
• Analyze partner-wise productivity, bookings, leads, and conversion rates.
• Identify high-performing and underperforming channel partners.
• Recommend channel incentive structures and activation programs.
• Work with the channel sales team to improve partner engagement and productivity.

6. Sales Forecasting & MIS:

• Prepare accurate weekly/monthly/quarterly sales forecasts.
• Track actual sales against targets and identify deviations.
• Maintain project-wise sales dashboards and management reports.
• Develop forecasting models based on inventory, pipeline, historical trends, and market demand.
• Present performance insights and strategic recommendations to senior management.

7. Marketing & Lead Generation Strategy:

• Partner with Marketing to optimize lead-generation campaigns.
• Evaluate performance across digital, offline, referral, channel, and other acquisition sources.
• Recommend budget allocation based on lead quality and conversion performance.
• Identify customer segments and geographies with high potential.
• Support launch strategies for new projects and inventory phases.

8. Project Launch & Go-to-Market Strategy:

• Develop sales strategies for new project launches and new inventory phases.
• Support decisions around pricing, positioning, unit mix, launch offers, and channel strategy.
• Develop project-wise sales targets and ramp-up plans.
• Coordinate with Sales and Marketing teams to ensure effective launch execution.

9. Cross-Functional Collaboration

Work closely with:

• Sales
• Marketing
• Finance
• CRM
• Presales
• Channel Sales
• Project/Development teams
• Customer Experience
• Ensure alignment between business objectives and sales execution.
• Drive strategic initiatives to improve overall sales efficiency and revenue.

Key Metrics / KPIs:

• Monthly and quarterly booking value
• Sales velocity / inventory absorption
• Revenue and collection achievement
• Lead-to-site-visit conversion
• Site-visit-to-booking conversion
• Overall lead-to-booking conversion
• Average ticket size
• Realization per sq. ft.
• Inventory aging
• Project-wise target achievement
• Channel partner productivity
• Sales pipeline coverage
• Forecast accuracy
• Cost per acquisition / lead
• Sales team productivity

Required Skills:

• Strong understanding of the real estate sales lifecycle.
• Excellent analytical and strategic-thinking skills.
• Strong understanding of sales funnels and conversion metrics.
• Good knowledge of real estate pricing and market dynamics.
• Advanced Excel/Google Sheets skills.
• Experience with CRM and sales analytics platforms.
• Strong presentation and business-reporting skills.
• Ability to convert data into actionable business recommendations.
• Strong stakeholder-management and communication skills.
• Ability to work in a fast-paced, target-driven environment.

Preferred Qualifications:

• Bachelor's degree in Business, Marketing, Finance, Economics, or a related field.
• MBA/PGDM in Sales, Marketing, Finance, or Strategy is preferred.
• Experience with residential or commercial real estate developers.
• Experience with CRM/BI tools such as Salesforce, Salesforce, Power BI, Tableau, Zoho, or similar platforms.
• Experience in project launches, pricing strategy, revenue management, or sales operations is an advantage.

Pay: ₹40,000.00 - ₹50,000.00 per month

Work Location: In person