SALES MANAGER - REAL ESTATE
Location: Mehsana, Gujarat
Department: Sales
Employment Type: Full-Time
Industry: Real Estate / Property Development
Reporting To: Head of Sales / Director
ABOUT THE ROLE
We are looking for an experienced and highly driven Sales Manager to lead sales for our real estate projects based out of Mehsana, Gujarat.
The Sales Manager will be responsible for driving the complete sales process from lead generation and customer acquisition to site visits, negotiations, bookings, collections and customer relationships.
The role also involves building and managing the sales team, developing channel-partner relationships, expanding the customer network and actively travelling across Mehsana and surrounding markets to generate business.
This is a hands-on, target-oriented and field-driven role. The ideal candidate should be comfortable meeting customers, visiting project sites, developing broker relationships and spending significant time in the market.
KEY RESPONSIBILITIES1. Sales & Revenue Ownership
- Take complete ownership of assigned project sales targets.
- Develop monthly, quarterly and annual sales plans.
- Break project targets into individual salesperson targets.
- Track daily, weekly and monthly sales performance.
- Monitor leads, site visits, follow-ups, negotiations, bookings and collections.
- Identify gaps against targets and take corrective action.
- Drive both sales volume and revenue realisation.
- Forecast upcoming sales and maintain a healthy sales pipeline.
- Ensure consistent achievement of monthly and quarterly targets.
2. Sales Team Management
- Lead, manage and motivate the sales team.
- Set individual targets and KPIs.
- Conduct regular sales reviews.
- Monitor individual salesperson productivity.
- Train team members on:
- Lead qualification
- Calling
- Customer presentations
- Site-visit handling
- Follow-up
- Objection handling
- Negotiation
- Closing
- Personally assist team members in important customer meetings and negotiations.
- Identify performance gaps and coach team members accordingly.
- Build a disciplined, competitive and target-oriented sales culture.
3. Field Sales & Business Travel
Travelling and field work are an important part of this role.
The Sales Manager will be expected to:
- Travel regularly within Mehsana and surrounding areas.
- Visit project sites regularly.
- Meet prospective customers personally.
- Conduct customer meetings and project presentations.
- Meet brokers, channel partners and property consultants.
- Develop new customer and referral networks.
- Explore new geographical markets.
- Conduct market visits and competitor checks.
- Attend channel-partner meetings.
- Travel to other cities and markets whenever required for business development.
The candidate should be comfortable spending substantial time in the field and should not be limited to an office-based sales role.
A valid driving licence and ability to travel independently will be preferred.
4. Lead Management
- Ensure every incoming lead is properly recorded and assigned.
- Monitor lead response and follow-up.
- Track lead ageing.
- Ensure no serious prospect is lost due to inadequate follow-up.
- Monitor CRM activity and salesperson performance.
- Analyse lead sources and conversion ratios.
- Work closely with marketing teams to improve lead quality.
- Identify the most productive sources of enquiries and focus resources accordingly.
5. Site Visits & Conversion
- Drive site-visit generation and conversion.
- Ensure prospects receive a professional project presentation.
- Monitor site-visit-to-booking conversion.
- Personally participate in high-value or important customer meetings.
- Handle customer objections.
- Support the sales team during negotiations.
- Maintain a clear next action for every serious prospect.
- Follow up consistently until closure.
6. Negotiation & Closing
- Lead negotiations with prospective customers.
- Understand project pricing, inventory, payment plans and commercial policies.
- Maintain pricing discipline.
- Handle customer objections and commercial negotiations.
- Escalate exceptional discount requests to senior management.
- Maximise realisation while maintaining healthy conversion.
- Personally participate in important and high-value closures.
7. Channel Partner Development
- Build and maintain relationships with local brokers and channel partners.
- Identify and onboard new channel partners.
- Develop a strong broker network across Mehsana and surrounding markets.
- Conduct regular channel-partner meetings.
- Present projects, pricing, inventory and schemes to channel partners.
- Track channel-partner performance.
- Identify productive and non-productive partners.
- Reactivate inactive channel partners.
- Increase sales contribution through the channel network.
8. Market Development
The Sales Manager will be expected to actively develop new sources of business.
This includes:
- Identifying new customer segments.
- Exploring new geographical markets.
- Building referral networks.
- Developing broker relationships.
- Conducting regular market visits.
- Tracking competing projects.
- Monitoring competitor pricing and offers.
- Understanding customer preferences and buying behaviour.
- Identifying emerging opportunities in the market.
- Providing regular market intelligence to management.
9. Inventory & Pricing Management
- Maintain complete knowledge of available inventory.
- Track inventory movement.
- Identify slow-moving inventory.
- Develop strategies to accelerate sales of ageing inventory.
- Understand project pricing and payment plans.
- Ensure sales teams have accurate and updated inventory information.
- Maintain discipline around approved pricing and discount structures.
- Coordinate with management regarding inventory releases and commercial strategies.
10. Collections & Customer Relationship
- Coordinate with CRM and accounts teams regarding customer collections.
- Monitor pending customer payments.
- Follow up on overdue commitments where required.
- Maintain strong customer relationships after booking.
- Ensure proper handover of customers to the post-sales and CRM team.
- Assist in resolving customer concerns where required.
- Help minimise cancellations through proactive customer engagement.
11. MIS & Reporting
Maintain regular sales reporting covering:
- Leads generated
- Leads contacted
- Site visits
- Follow-ups
- Conversion ratios
- Bookings
- Booking value
- Collections
- Inventory movement
- Cancellations
- Salesperson performance
- Channel partner performance
- Market activity
- Sales forecast
The candidate should be comfortable working with Excel, Google Sheets, CRM systems and sales dashboards.
KEY PERFORMANCE INDICATORS
The Sales Manager will primarily be evaluated on:
- Achievement of monthly and quarterly sales targets
- Booking value and revenue generated
- Lead-to-site-visit conversion
- Site-visit-to-booking conversion
- Individual salesperson productivity
- Overall team productivity
- Channel-partner-generated sales
- Inventory movement
- Collection efficiency
- Cancellation levels
- Development of new markets
- Growth of the channel-partner network
CANDIDATE PROFILEExperience
- Minimum 3+ years of relevant experience in real estate sales.
- Experience with a real estate developer will be preferred.
- Experience in residential, plotted development, commercial or township projects will be an advantage.
- Proven track record of achieving sales targets and closing transactions.
- Experience in team handling and channel-partner management will be preferred.
- Candidates must be comfortable with regular local and outstation travel.
Skills
The candidate should possess:
- Strong sales and closing ability
- Excellent communication skills
- Strong negotiation skills
- Team-management capability
- Commercial understanding
- Customer relationship management skills
- Strong follow-up discipline
- Market-development ability
- Good understanding of the local real estate market
- Ability to work independently
- Strong field-sales orientation
- Ability to work under pressure and against targets
Preferred Experience
Experience in any of the following will be an advantage:
- Plotted developments
- Residential projects
- Township projects
- Commercial real estate
- Premium and luxury projects
- Channel sales
- High-ticket transactions
- HNI and NRI customer handling
- CRM-based sales management
WHAT WE ARE LOOKING FOR
We are looking for someone who:
- Takes ownership of numbers.
- Is comfortable working in the field.
- Is willing to travel regularly for business development.
- Can personally close deals rather than only manage salespeople.
- Can build and manage a strong sales team.
- Can develop a large broker and channel-partner network.
- Understands the local real estate market.
- Has strong negotiation and relationship-building skills.
- Can identify why sales are not converting and take corrective action.
- Is energetic, persistent and target-oriented.
- Can operate independently while working closely with senior management.
- Is willing to go beyond routine sales activities to create new business opportunities.
COMPENSATION
Salary: Depending on experience and fit.
Incentives: Performance-linked incentives based on individual, team and project sales performance.
LOCATION & TRAVEL
Base Location: Mehsana, Gujarat
Travel: Regular local and outstation travel will be required as part of the role.
The candidate should be comfortable travelling independently for:
Customer Meetings | Project Sites | Broker Meetings | Channel Partner Development | Market Visits | Business Development
A valid driving licence and personal vehicle will be preferred.
THE ROLE IN ONE LINE
We are looking for someone who can build the market, build the team and deliver the numbers, not someone who only manages leads from a desk.
Pay: ₹25,000.00 - ₹60,000.00 per month
Work Location: In person
