Extracted Text – General Manager (GM) – Sales
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Position Details
Position Title: General Manager – Sales
Department: Sales & Business Development
Reporting To: Director / Chief Sales Officer / Executive Director
Experience Required: 15–20+ Years
Industry: Real Estate / Construction / Property Development
Location: As per Business Requirement
Position Overview
The General Manager – Sales will be responsible for leading and driving the overall sales function of the organization across residential, commercial, plotted developments, and mixed-use projects. This role requires a highly accomplished sales leader with extensive real estate experience, exceptional leadership capabilities, strong Channel Partner (CP) network management skills, and a proven track record of consistently achieving revenue targets. The incumbent will formulate and execute strategic sales initiatives, lead large sales teams, strengthen market presence, build sustainable business relationships, and maximize profitability while ensuring superior customer experience.
Key Responsibilities1. Sales Strategy & Revenue Management
- Develop and execute comprehensive sales strategies aligned with organizational growth objectives.
- Drive achievement of monthly, quarterly, and annual sales targets across projects and business verticals.
- Prepare sales forecasts, revenue projections, and business plans.
- Identify new market opportunities and growth avenues to maximize sales performance.
- Ensure achievement of budgeted revenue, collections, and profitability targets.
- Develop project-specific sales plans based on market demand and inventory movement.
- Monitor inventory utilization and devise strategies for optimum stock liquidation.
- Drive pre-launch, launch, and post-launch sales strategies.
2. Business Development & Market Expansion
- Identify emerging markets, customer segments, and business opportunities.
- Develop strategic alliances to enhance project sales and market penetration.
- Expand business through direct sales, institutional sales, channel sales, and referral networks.
- Explore new sales channels and innovative lead generation opportunities.
- Participate in business planning and expansion initiatives.
3. Channel Partner (CP) Management
- Build, maintain, and strengthen relationships with Channel Partners, brokers, IPCs, and property consultants.
- Develop and implement Channel Partner engagement programs.
- Design incentive structures and performance-driven CP strategies.
- Conduct regular meetings, events, and networking sessions with CPs.
- Increase business contribution through CP networks.
- Resolve CP concerns and ensure smooth coordination throughout the sales cycle.
- Continuously expand and activate the CP database to improve project visibility and sales.
4. Team Leadership & People Management
- Lead, mentor, and manage a high-performing sales team across multiple locations and projects.
- Establish clear KPIs and performance metrics for team members.
- Conduct regular performance reviews and coaching sessions.
- Develop succession planning and talent development initiatives.
- Foster a culture of accountability, ownership, collaboration, and high performance.
- Recruit, train, and retain top sales talent.
- Ensure continuous capability enhancement through structured training programs.
5. Sales Operations & Customer Acquisition
- Oversee end-to-end customer acquisition and conversion processes.
- Ensure effective lead management through CRM systems.
- Monitor enquiry-to-booking conversion ratios and implement improvement initiatives.
- Optimize sales funnel management and customer engagement processes.
- Review daily sales reports, pipeline status, site visit performance, and booking trends.
- Ensure adherence to established sales processes and SOPs.
6. Negotiation & Deal Closure
- Lead high-value negotiations with prospective customers, investors, Channel Partners, and institutional buyers.
- Develop customized commercial proposals and pricing strategies.
- Drive closure of strategic deals and bulk transactions.
- Manage discount approvals and commercial negotiations within approved guidelines.
- Resolve critical customer concerns and objections during the sales process.
- Ensure profitable deal structuring while maintaining customer satisfaction.
7. Cross-Functional Coordination
- Collaborate closely with Marketing, CRM, Projects, Finance, Legal, Contracts, and Operations teams.
- Ensure alignment between marketing campaigns and sales objectives.
- Coordinate project launches, events, exhibitions, and promotional activities.
- Facilitate seamless customer handover from sales to post-sales teams.
- Ensure timely communication regarding project progress and inventory updates.
- Support collection teams in achieving receivable targets.
8. Market Intelligence & Competitive Analysis
- Monitor market trends, customer preferences, competitor activities, and pricing movements.
- Conduct regular market research and competitor benchmarking.
- Analyze demand-supply dynamics and identify business risks and opportunities.
- Recommend corrective actions and sales strategy adjustments based on market intelligence.
- Maintain awareness of regulatory developments affecting the real estate sector.
9. Reporting & Management Reviews
- Prepare and present periodic sales performance reports for senior management.
- Analyze sales data and provide actionable insights for decision-making.
- Review project-wise sales performance, inventory movement, collections, and profitability.
- Conduct sales review meetings and strategy discussions.
- Present market intelligence reports and competitor analysis to leadership teams.
- Develop dashboards and MIS reports for business monitoring.
10. Customer Relationship Management
- Ensure superior customer experience throughout the sales journey.
- Build long-term relationships with key customers and investors.
- Address escalations and customer grievances effectively.
- Enhance customer satisfaction, retention, and referral generation.
- Drive initiatives to improve brand reputation and customer loyalty.
11. Compliance & Governance
- Ensure compliance with RERA regulations and applicable legal requirements.
- Adhere to company policies, ethical business practices, and governance standards.
- Maintain documentation and records related to sales transactions.
- Ensure transparency and accuracy in all customer communications and commitments.
Desired Candidate ProfileEducational Qualification
- MBA in Marketing, Sales, Business Management, or equivalent preferred.
- Bachelor’s Degree in Business Administration, Commerce, Marketing, Engineering, or related discipline.
Experience
- 15–20+ years of progressive experience in Real Estate Sales.
- Proven track record of achieving and exceeding sales and revenue targets.
- Experience managing large multi-location sales teams.
- Strong exposure to residential, commercial, plotted development, and mixed-use projects.
- Established network of Channel Partners and industry stakeholders.
Required CompetenciesStrategic Skills
- Business Planning
- Revenue Management
- Market Expansion
- Sales Forecasting
- Growth Strategy Development
- Team Leadership
- Stakeholder Management
Commercial Skills
- High-Value Negotiation
- Deal Structuring
- Contract Understanding
- Pricing Strategy
- Profitability Management
Functional Skills
- Real Estate Sales
- Channel Partner Management
- CRM Systems
- Customer Acquisition
- Collection Management
- Market Intelligence
- Strong Communication Skills
- Relationship Building
- Decision Making
- Problem Solving.
Key Performance Indicators (KPIs)
- Annual Sales Revenue Achievement
- Project-wise Sales Target Achievement
- Booking Value and Volume
- Collection Efficiency
- Inventory Liquidation Rate
- Lead Conversion Ratio
- Channel Partner Contribution
- Customer Satisfaction Index
- Team Productivity Metrics
- Market Share Growth
- New Business Development
- Profitability and Margin Achievement.
Role Summary
The General Manager – Sales is a strategic leadership position responsible for driving revenue growth, market expansion, customer acquisition, channel partner development, and team excellence. The role demands a highly driven professional capable of balancing strategic planning with hands-on execution to achieve aggressive business objectives in a competitive real estate environment.
Pay: ₹2,000,000.00 - ₹3,000,000.00 per year
Work Location: In person
