About this role
A. Site Sales and Revenue Generation
• Achieve monthly, quarterly, and annual sales targets for the assigned real estate project. • Manage the end-to-end sales process from initial inquiry to booking closure. • Engage with prospective customers visiting the project site or sales experience centre. • Understand customer requirements, budgets, preferences, and investment objectives. • Recommend suitable units based on customer requirements and available inventory. • Present project features, amenities, location advantages, specifications, and value propositions. • Negotiate commercial terms within approved pricing and discount guidelines. • Drive unit bookings, booking value, revenue generation, and inventory movement. • Identify and prioritize high-potential prospects to improve conversion rates. • Develop action plans for slow-moving units and priority inventory.
B. Lead Management and Conversion
• Manage leads received through digital campaigns, channel partners, walk-ins, referrals, corporate outreach, and other sources. • Contact leads within the prescribed turnaround time. • Qualify prospects based on budget, location, unit preference, purchase timeline, and funding requirements. • Maintain regular follow-ups with prospective customers through telephone, email, messaging platforms, and meetings. • Update lead status, follow-up remarks, and customer interactions in the CRM system. • Schedule project presentations, virtual discussions, and physical site visits. • Maintain an active sales funnel and ensure timely movement of leads across different sales stages. • Re-engage inactive and previously contacted leads through structured follow-up campaigns. • Ensure accurate classification of leads as qualified, unqualified, follow-up, negotiation, booked, lost, or deferred. • Record reasons for lost or dropped leads to support conversion improvement.
C. Customer Presentation and Site Visits
• Conduct professional project presentations for prospective customers and their families. • Explain unit layouts, floor plans, specifications, amenities, construction status, and possession timelines. • Arrange and conduct project tours, sample flat visits, and experience centre walkthroughs. • Explain available inventory, price options, payment plans, and applicable commercial charges. • Address customer queries related to the project, developer, approvals, construction progress, and buying process. • Ensure the project site, sample apartment, sales lounge, and customer presentation areas are prepared for scheduled visits. • Provide customers with approved brochures, cost sheets, layout plans, and project-related documents. • Ensure that only approved and updated project information is shared with customers.
D. Pricing, Inventory and Commercial Management
• Maintain a detailed understanding of unit-wise inventory, availability, pricing, and payment plans. • Prepare accurate cost sheets based on unit selection and approved pricing. • Explain the complete price structure, including base value, floor-rise charges, preferential location charges, parking, amenities, taxes, and other applicable charges. • Obtain necessary approvals for discounts, offers, waivers, or commercial exceptions. • Ensure that commercial commitments made to customers are properly approved and documented. • Track booked, available, blocked, cancelled, and priority inventory. • Coordinate with Sales Planning and Finance teams for inventory and pricing updates. • Promote priority and slow-moving inventory based on business requirements. • Maintain confidentiality of pricing strategies, customer information, and commercial approvals.
E. Negotiation and Sales Closure
• Handle customer objections related to pricing, location, configuration, competition, possession timelines, and payment terms. • Develop appropriate negotiation strategies based on customer profile and business requirements. • Communicate the project’s value proposition and differentiators effectively. • Facilitate discussions between customers and senior sales leadership where required. • Obtain necessary internal approval for negotiated commercial terms. • Encourage customers to complete booking formalities within agreed timelines. • Ensure that the booking amount and required documents are collected accurately. • Minimize booking cancellations through clear communication and transparent selling.
F. Booking and Documentation Coordination
• Assist customers in completing booking application forms and related documentation. • Verify customer details, unit information, commercial terms, payment plan, and booking value before submission. • Coordinate with CRM, Finance, Legal, Sales Operations, and Collections teams for booking processing. • Ensure timely collection of booking amounts and required KYC documents. • Facilitate customer handover from the Sales team to the CRM or Customer Experience team. • Maintain records of booking forms, cost sheets, approval notes, payment details, and customer communications. • Support the resolution of discrepancies related to pricing, inventory, booking terms, or customer documentation. • Ensure customer commitments are properly captured and communicated to relevant stakeholders.
G. Channel Partner Coordination
• Build and maintain relationships with authorized channel partners and brokers. • Conduct project briefings, presentations, and site familiarization sessions for channel partners. • Share approved project updates, inventory information, campaign details, and sales collateral. • Support channel partners in arranging customer meetings and site visits. • Track channel partner leads, visits, conversions, and booking performance. • Ensure channel partner leads are registered and managed according to company policy. • Coordinate with the Channel Sales team to resolve lead ownership or attribution issues. • Support channel partner activation initiatives to improve project sales.
H. Customer Relationship Management
• Deliver a professional and customer-focused experience during every interaction. • Build trust through accurate, transparent, and timely communication. • Maintain regular contact with customers until the booking is completed and formally handed over. • Address customer concerns in coordination with relevant internal departments. • Avoid making unauthorized commitments regarding pricing, possession, specifications, or modifications. • Encourage customer referrals and repeat business opportunities. • Capture customer feedback and share relevant insights with management. • Ensure customer data is handled securely and confidentially.
I. Market Intelligence and Competitor Analysis
• Monitor competing projects, pricing, offers, configurations, amenities, and sales strategies. • Conduct periodic competitor site visits and market surveys. • Track customer preferences, buying behavior, and common objections. • Provide management with market intelligence and competitor updates. • Identify emerging customer segments and potential sales opportunities. • Recommend changes in sales pitch, campaigns, pricing communication, or inventory positioning based on market feedback. • Maintain updated competitor comparison reports.
J. MIS and Sales Reporting
• Prepare daily, weekly, and monthly sales reports. • Maintain accurate records of leads, follow-ups, site visits, negotiations, bookings, and lost opportunities. • Track source-wise lead quality and conversion performance. • Report sales funnel movement and expected closures to management. • Prepare sales forecasts and booking projections. • Update CRM records and sales trackers within prescribed timelines. • Participate in sales review meetings and present pipeline status. • Maintain accurate data for management dashboards and performance reviews.
K. Cross-Functional Coordination
• Coordinate with Marketing for campaign leads, promotional activities, and customer events. • Work with CRM and Customer Experience teams for booking handover and customer communication. • Coordinate with Finance and Collections teams for payment confirmation and commercial clarification. • Work with Legal teams for agreement-related customer queries. • Coordinate with Project and Construction teams for verified project progress updates. • Work with Design and Sales Planning teams for unit plans, layout details, and inventory information. • Collaborate with Facility, Security, and Administration teams to ensure smooth customer visits. • Escalate critical customer issues to the appropriate authority for timely resolution.
L. Process Compliance and Governance
• Follow approved sales processes, pricing guidelines, and delegation of authority. • Ensure all discounts, waivers, and special commercial terms are formally approved. • Comply with applicable real estate regulations and internal policies. • Maintain complete documentation for bookings and commercial approvals. • Ensure accuracy and transparency in all customer communications. • Support internal audits and provide required sales records. • Follow data privacy, customer confidentiality, and ethical selling practices. • Ensure that project information is communicated strictly through approved sales materials.
Educational Qualification
• Bachelor’s degree in Business Administration, Marketing, Commerce, Real Estate, or a related discipline. • MBA or postgraduate qualification in Sales and Marketing is preferred. • Certification in real estate sales, customer relationship management, or negotiation would be an advantage.
Experience
• 10 to 15 years of relevant experience in real estate sales, site sales, direct sales, or project sales. • Experience in residential, commercial, plotted development, retail, or luxury real estate sales. • Prior experience with a reputed real estate developer or property advisory organization is preferred. • Proven experience in managing customer meetings, project presentations, site visits, negotiations, and booking closures. • Experience in handling premium or high-value real estate customers would be an advantage. • Working knowledge of CRM systems, sales MIS, inventory management, and booking documentation. • Experience in coordinating with channel partners and internal support teams. • Prior experience in independently managing a project sales pipeline or mentoring junior sales executives is preferred.