Position Title:
General Manager (DGM) – Sourcing s Channel Sales Experience:
18–20+ Years Industry:
Real Estate (Residential / Commercial Projects) Reporting To:
VP Sales
Location:
Pune
Job Summary
We are seeking an experienced and result-oriented DGM – Sourcing s Channel Sales to lead and drive the sourcing function through a strong network of Channel Partners (CPs), IPCs, brokers, and real estate consultants. The role is responsible for achieving sales targets through indirect sales channels, developing sourcing strategies, strengthening channel partner relationships, expanding market reach, and leading high-performing sourcing teams.
The ideal candidate should possess extensive experience with reputed real estate developers and have a proven track record in driving revenue through channel sales, CP engagement, team leadership, and strategic business development. The candidate should possess experience in handling Multi-location Project, and ready to travel in and across the city.
Key Responsibilities
1. Sales Target Achievement s Revenue Generation
· Drive project sales through Channel Partners (CPs), IPCs, brokers, and referral networks.
· Develop and execute sourcing strategies to achieve monthly, quarterly, and annual sales targets.
· Monitor booking conversions and ensure achievement of revenue goals.
· Prepare sales forecasts, pipeline reports, and business projections.
· Ensure continuous lead generation through sourcing channels.
· Track sourcing performance and implement corrective measures wherever required.
2. Channel Partner (CP) Network Development
· Develop and maintain a strong network of Channel Partners in, across Pune and key markets.
· Identify, appoint, and onboard new CPs, brokers, and real estate consultants.
· Strengthen relationships with top-performing CPs to maximize business generation.
· Organize regular CP meets, engagement programs, reward schemes, and recognition initiatives.
· Ensure active participation of CPs in project launches, events, and promotional campaigns.
· Create long-term strategic partnerships with key channel partners.
3. Sourcing Strategy s Market Expansion
· Formulate sourcing and channel sales strategies aligned with organizational objectives.
· Identify untapped markets and expansion opportunities.
· Develop innovative programs to increase sourcing volumes and conversion ratios.
· Analyze market trends, competitor activities, and customer preferences.
· Recommend strategic initiatives to enhance market penetration and sales performance.
· Create region-wise sourcing plans and CP development roadmaps.
4. Team Leadership s Management
· Lead, mentor, and develop sourcing managers, channel sales teams, and relationship managers.
· Establish clear KPIs, sales targets, and performance metrics.
· Conduct regular reviews, coaching sessions, and performance evaluations.
· Ensure high levels of team motivation, productivity, and accountability.
· Build a strong sourcing culture focused on performance and customer satisfaction.
· Recruit, train, and retain high-performing sourcing professionals.
5. Relationship Management
· Maintain strong relationships with key CPs, IPCs, investors, HNIs, and corporate clients.
· Act as the primary escalation point for critical channel partner concerns.
· Ensure seamless communication between CPs and internal stakeholders.
· Develop strategic alliances to generate consistent business opportunities.
· Enhance channel partner satisfaction and loyalty.
6. Negotiation s Deal Closure
· Lead commercial discussions and negotiations with key CPs and strategic partners.
· Support teams in closing high-value transactions.
· Develop competitive incentive structures and business arrangements.
· Resolve pricing, commission, and commercial-related concerns effectively.
· Ensure profitable and sustainable business relationships.
7. Sales Operations s Reporting
· Monitor lead generation, site visits, bookings, and conversion ratios.
· Review CP-wise business performance and productivity.
· Prepare MIS reports, management dashboards, and sales analytics.
· Ensure CRM discipline and data accuracy.
· Present business performance reports to senior management.
8. Marketing s Promotional Support
· Coordinate with Marketing teams for channel-focused campaigns.
· Plan and execute CP engagement activities, roadshows, and networking events.
· Support project launches and promotional initiatives.
· Ensure effective communication of project information to sourcing channels.
· Drive visibility and awareness among the broker and consultant community.
G. Compliance s Process Governance
· Ensure adherence to company policies, RERA guidelines, and regulatory requirements.
· Maintain transparency in channel partner dealings and commission processes.
· Ensure proper documentation and agreement management.
· Implement best practices in sourcing operations and channel management.
Key Performance Indicators (KPIs)
· Sales Revenue Achievement
· Channel Partner Business Contribution
· Booking Value C Volume
· CP Network Expansion
· Lead-to-Booking Conversion Ratio
· Site Visit Generation
· Team Productivity
· CP Retention C Engagement
· Collection Support
· Market Share Growth
Required Skills s Competencies Functional Skills
· Channel Sales Management
· Real Estate Sales C Marketing
· Business Development
· CP/IPC Relationship Management
· Revenue Generation
· Strategic Planning
· Deal Negotiation C Closure
· Sales Forecasting
· CRM Management
· Market Intelligence
Leadership Skills
· Team Building C Mentoring
· Performance Management
· Stakeholder Management
· Decision Making
· Conflict Resolution
· Problem Solving
· Influencing C Negotiation Skills
Behavioral Competencies
· Aggressive Target Orientation
· Entrepreneurial Mindset
· Strong Business Acumen
· Result-Driven Approach
· Excellent Communication C Presentation Skills
· Relationship Building Capability
· High Ownership C Accountability
Educational Qualification
· MBA (Marketing / Sales / Business Management) Preferred
· Graduate in any discipline from a recognized university
· Additional certifications in Sales, Marketing, or Real Estate Management will be an advantage
Preferred Candidate Profile
· 18–20+ years of experience in Real Estate Sales C Sourcing with reputed developers.
· Proven track record of achieving large-scale sales targets through channel sales.
· Strong network of Channel Partners, IPCs, brokers, and real estate consultants.
· Experience in handling large sourcing teams across multiple projects.
· Expertise in strategy formulation, negotiations, and revenue growth.
· Strong understanding of the Pune real estate market and competitive landscape.
· Ability to drive aggressive business growth while maintaining strong channel relationships.
Ideal for candidates currently working as DGM– Sourcing, Channel Sales, Business Development, or Strategic Alliances with leading real estate developers.
Pay: ₹2,000,000.00 - ₹3,500,000.00 per year
Work Location: In person
