Job Description (JD)
Position Title
Sales Head — Plotted Developments & Villa Projects
Reports To
Founder / Managing Director / CEO
Location & Travel
Head Office based, with mandatory weekly travel across all 4 districts and site offices. Approximately 40–50% of working time is expected on site, with executives, and on customer facing review walks.
Role Summary
The Sales Head owns end-to-end sales performance of the company across all active plotted and villa projects. The role is accountable for converting marketing-generated leads into site visits and site visits into bookings, while building the people, processes, and systems that make this performance repeatable, measurable, and scalable. The Sales Head leads a team of 18 (10 telecallers, 7 executives, 1 sales manager) and is the single point of accountability for monthly revenue, conversion ratios, CRM discipline, and team productivity. The role combines hands-on field leadership with strategic planning, training, and data-driven management.
Key Responsibilities
A. Revenue & Conversion Ownership
- Own monthly, quarterly, and annual sales revenue targets across all 10 projects. Improve lead-to-site-visit conversion ratio month over month.
- Improve site-visit-to-booking conversion ratio month over month.
- Drive booking value per executive and per project.
B. Team Leadership & Management
- Directly manage the Sales Manager; functionally lead 7 sales executives and 10 telecallers.
- Set daily, weekly, and monthly performance expectations for each team member. Conduct daily morning huddles and weekly performance reviews.
- Run one-on-one coaching with bottom and top performers.
- Hire, onboard, and retain frontline talent in coordination with HR.
C. Process, CRM & Reporting Discipline
- Enforce 100% lead capture and lead-status updation in the CRM within agreed SLAs. Build follow-up discipline: standardised cadences, scripts, and call-back protocols. Design and publish daily MIS dashboards and weekly performance reports. Audit call recordings, site visit logs, and CRM entries weekly.
D. Training, Coaching & Capability Building
- Use existing scripts and training material as the baseline; layer in advanced sales systems.
- Coordinate with the existing external sales coach to align curriculum and reinforce learning.
- Run weekly skill-building sessions: objection handling, site-walk choreography, negotiation, closing.
- Conduct monthly roleplay assessments and certify executives on pitch quality.
E. Strategy, Project Alignment & Channel Performance
- Translate Meta Ads lead flow into project-wise, territory-wise, and team-wise plans. Coordinate with marketing on lead quality, cost-per-lead, and creative feedback. Build project-prioritisation logic: which projects need push, which need protection.
- Identify and recommend channel partner / referral / loyalty programs to supplement digital leads.
F. Customer Experience & Brand
- Ensure every customer interaction reflects the brand standard from first call to registration.
- Reduce complaints, refund requests, and post-booking dropouts through process design.
- Build a structured customer feedback loop after every site visit and every booking.
Team Structure (Direct & Functional)
The Sales Head sits directly under the Founder / MD and leads the entire sales organisation.
L1
Sales Head1 Reports to Founder/MD
L2 Sales Manager (Field)1 Reports to Sales Head
L3Telecalling Team Lead (to be created in 60–90 days) Reports to Sales Head
L3 Sales Executives 7 Report to Sales Manager
L3 Telecallers 10 Report to Telecalling Team Lead / Sales Head
Required Experience
- 10–15 years of total sales experience, with at least 5–7 years in real estate. Minimum 3–5 years in a Sales Head, Regional Sales Head, or AVP-Sales role. Direct experience managing teams of 15+ people across multiple projects or territories.
- Demonstrated track record of taking conversion ratios from baseline to a defined improved state.
- Experience working in performance-marketing-led sales (Meta, Google) with high lead volumes.
Required Skills
- Strong command of sales funnel mathematics: lead → call → site visit → booking → registration.
- Fluency in CRM tools (Salesforce, Zoho, LeadSquared, Sell.do or similar) and dashboarding.
- Ability to read call quality, run roleplays, and coach in the moment.
- Negotiation, closing, and large-ticket deal management skills.
- Local language proficiency for the region of operation; English working proficiency. People leadership: hiring, firing, performance management, and retention. Comfort with data — daily MIS, conversion math, cohort analysis.
Preferred Real Estate Experience
- Plotted developments and villa / low-rise residential projects (most directly transferable). Experience in tier-2 / tier-3 markets or multi-district sales operations.
- Experience scaling a sales team from <10 to 25+ members.
- Exposure to channel partner networks, NRI sales desks, and loan-tie-up processes. Experience handling RERA, sale agreements, and registration coordination.
Leadership Expectations
- Lead from the front — be present in the field, on calls, and at site reviews regularly. Operate with a builder mindset: build systems, not just hit numbers in one quarter. Hold the team to high standards while protecting their dignity and growth.
- Bring transparency to the founder — no surprises in revenue or team issues. Make data-backed decisions and document them.
- Own outcomes; do not pass blame to marketing, product, or execution.
Pay: ₹50,000.00 - ₹80,000.00 per month
Benefits:
- Health insurance
- Paid sick time
- Provident Fund
Work Location: In person
