JOB DESCRIPTIONHead of Sales – Real Estate
Company: Manju Group
Location: Chennai, Tamil Nadu
Department: Sales & Business Development
Position: Head of Sales
Level: Senior Leadership / HOD
Reporting To: Managing Director / Business Head
1. POSITION OVERVIEW
Manju Group is looking for a highly driven and performance-oriented Head of Sales to lead the Sales & Business Development function for its real estate portfolio, with a primary focus on Residential Plots, Premium Plots, Villas and Villa Communities.
The role will be responsible for building and leading a high-performance sales organisation, driving revenue and bookings, strengthening sales processes, developing sales leaders, and ensuring consistent achievement of business targets.
The ideal candidate should have strong experience in real estate sales leadership, particularly in plot and villa sales, with the ability to manage large sales teams, multiple projects and high-value revenue targets.
2. KEY RESPONSIBILITIESA. Sales Leadership & Business Growth
- Own the overall sales strategy, revenue and booking targets for the real estate division.
- Develop annual, quarterly and monthly sales plans aligned with organisational objectives.
- Drive sales across plots, premium plots, villas and plotted/villa communities.
- Identify new markets, customer segments, territories and business opportunities.
- Build strategies to improve site visits, conversion ratios, booking values and revenue realisation.
- Take complete ownership of sales performance across projects and locations.
B. High-Performance Team Management
- Build, lead and mentor a high-performance sales organisation.
- Manage Sales Managers, Assistant Sales Managers, Team Leaders, Sales Executives and other frontline teams.
- Establish clear targets, KRAs, KPIs and performance standards for every level.
- Create a performance-driven culture based on accountability, discipline and measurable outcomes.
- Identify high performers and develop them into future sales leaders.
- Address underperformance through structured performance improvement plans and coaching.
C. Sales Process & Performance Management
- Establish a strong and standardised sales process from lead allocation → tele-calling → qualification → site visit → follow-up → negotiation → booking → registration.
- Monitor daily, weekly and monthly sales dashboards.
- Analyse:
- Lead-to-site-visit conversion
- Site-visit-to-booking conversion
- Sales productivity per salesperson
- Average booking value
- Project-wise performance
- Sales funnel movement
- Lost leads and reasons
- Introduce data-driven sales reviews and corrective actions.
- Ensure effective CRM usage and sales pipeline discipline.
D. Project & Territory Sales Strategy
- Develop individual sales strategies for each project based on:
- Location
- Product type
- Pricing
- Customer profile
- Competition
- Market demand
- Project stage
- Create territory-wise sales plans for Chennai, Tamil Nadu and other strategic markets.
- Drive channel expansion through direct sales, referral networks, brokers/channel partners and strategic alliances where appropriate.
E. Leadership & Sales Governance
- Conduct structured daily huddles, weekly performance reviews and monthly business reviews.
- Present sales performance, pipeline, challenges and forecasts to the MD/Management.
- Establish sales forecasting and ensure accurate visibility of future bookings.
- Develop incentive structures and recognition mechanisms to motivate high-performing teams.
- Maintain strong coordination with Marketing, Pre-Sales, CRM, Finance, Legal and Projects.
F. Customer & Market Development
- Understand customer behaviour, investment trends and changing real estate demand.
- Develop strategies for both end-users and investors.
- Strengthen referral and repeat-business opportunities.
- Ensure a high-quality customer experience throughout the sales journey.
- Monitor competitor pricing, products, offers and sales strategies.
G. Sales Team Capability Building
- Develop structured induction and onboarding programs for new sales employees.
- Conduct regular sales training covering:
- Product knowledge
- Real estate selling skills
- Negotiation
- Objection handling
- Closing techniques
- Customer psychology
- Investment selling
- Build a strong leadership pipeline within the sales function.
3. KEY PERFORMANCE INDICATORS – KPIs
The Head of Sales will be measured primarily on:
- Revenue / Booking Target Achievement
- Project-wise sales achievement
- Monthly and quarterly booking value
- Number of units/plots/villas sold
- Lead-to-site-visit conversion
- Site-visit-to-booking conversion
- Sales team productivity
- Average revenue per salesperson
- Sales pipeline value
- Forecast accuracy
- Customer acquisition and referral contribution
- Channel partner productivity
- Sales team retention and performance
- Collection and registration support
- Overall profitability and sales efficiency
4. IDEAL CANDIDATE PROFILEExperience
- 12–18+ years of overall experience, with significant experience in real estate sales.
- Minimum 5+ years in a senior sales leadership role managing large teams.
- Strong exposure to plot sales, villa sales, gated communities or residential real estate.
- Proven track record of managing high-volume sales operations and achieving aggressive targets.
- Experience handling multiple projects/locations will be strongly preferred.
Leadership Capability
The candidate should demonstrate the ability to:
- Lead a large and diverse sales organisation.
- Build high-performance sales teams from the ground up.
- Manage Sales Managers and Team Leaders through a structured hierarchy.
- Drive performance through numbers and accountability.
- Coach, motivate and retain strong sales talent.
- Take ownership of business outcomes rather than merely managing sales activities.
Market Exposure
Strong knowledge of the Chennai and Tamil Nadu real estate market is preferred.
Exposure to markets such as:
- Chennai
- ECR / OMR
- GST Road
- Oragadam
- Thiruvallur
- Tiruninravur
- Coimbatore
- Other emerging Tamil Nadu real estate corridors
will be an advantage.
5. CORE COMPETENCIES
- Strategic Sales Leadership
- Real Estate Sales
- Plot & Villa Sales
- Revenue & Target Management
- High-Performance Team Building
- Sales Funnel Management
- Business Development
- Sales Forecasting
- CRM & Sales Analytics
- Negotiation & Closing
- Channel Management
- Territory Development
- Customer Relationship Management
- Leadership Development
- Performance Management
- Market Intelligence
6. LEADERSHIP EXPECTATION
This is not a conventional Sales Manager role.
The successful candidate will be expected to function as the HOD / Business Leader for the Sales Division, with ownership of the complete sales engine.
The individual should be a builder of sales organisations, capable of creating a culture where teams consistently achieve and exceed targets through strong processes, leadership, accountability and execution.
The ideal leader should be:
Strategic in thinking → Aggressive in execution → Data-driven in management → Strong in people leadership → Accountable for revenue.
7. EDUCATIONAL QUALIFICATION
- Bachelor's degree in any discipline.
- MBA/PGDM in Sales, Marketing, Business Management or related discipline will be preferred.
- Strong commercial and analytical capability is essential.
8. ROLE SUCCESS PROFILE
Within the first 6–12 months, the Head of Sales is expected to:
- Build a strong sales leadership hierarchy.
- Establish a measurable and transparent sales-performance system.
- Improve lead-to-site-visit and site-visit-to-booking conversions.
- Increase salesperson productivity.
- Strengthen project-wise sales strategies.
- Build a strong pipeline of future sales leaders.
- Improve forecasting accuracy and management visibility.
- Drive consistent achievement of monthly and quarterly booking targets.
- Create a high-performance, target-oriented sales culture across Manju Group.
Preferred Leadership Profile
Real Estate Sales Leader | Plot & Villa Specialist | High-Performance Team Builder | Revenue Driver | Tamil Nadu Market Expert | HOD-Level Business Leader
Pay: ₹200,000.00 - ₹2,500,000.00 per year
Benefits:
Work Location: In person
