Sales Strategy – Residential Real Estate

Location: Bangalore

Experience: 5–10 years, including at least 3 years in residential real estate

Education: MBA from a reputed institute

Reporting To: Chief Sales & Marketing Officer

Employment Type: Full-time

About the Role

We are looking for a Sales Strategy professional to build and strengthen the residential sales organisation of a leading real estate developer. The role will involve translating business objectives into scalable sales processes, operating models, performance frameworks, and execution strategies to drive bookings and revenue growth.

You will work closely with senior leadership, project sales teams, channel partners, and marketing to improve sales productivity, conversion rates, and overall business performance.

Key Responsibilities

1. Sales Strategy & Operations

• Design the sales operating model, organisational structure, role definitions, KRAs, and incentive frameworks for project sales, pre-sales, and channel sales teams.
• Establish the end-to-end lead management process, from enquiry and qualification to site visit, negotiation, booking, and registration.
• Develop sales review mechanisms, MIS reports, dashboards, and performance tracking systems.

2. Sales Planning & Business Analytics

• Drive annual and quarterly sales planning across bookings, revenue, collections, and inventory absorption.
• Develop pricing strategies, inventory release plans, and promotional offers for new launches and ongoing projects.
• Conduct micro-market research, competitor benchmarking, and buyer-segment analysis.
• Monitor sales velocity, funnel conversions, cancellations, and inventory ageing, and recommend corrective actions.

3. Sales Capability Building

• Develop sales playbooks, pitch frameworks, objection-handling tools, and site-visit and negotiation standards.
• Design training, onboarding, and certification programs for sales teams and channel partners.
• Establish performance management frameworks and support hiring for critical sales positions.

4. Channel Partner & Distribution Strategy

• Build channel partner onboarding, empanelment, incentive, and performance management frameworks.
• Develop corporate, NRI, and referral-led sales channels.
• Improve channel productivity and optimise the channel mix to drive bookings.

5. CRM, MIS & Analytics

• Drive CRM configuration, adoption, and process discipline across sales teams.
• Analyse sales funnel data to identify leakage, improve conversion, benchmark performance, and optimise lead-generation spend.
• Prepare leadership dashboards and management presentations covering sales performance and plan-versus-actual analysis.

6. Project Launch & Cross-Functional Coordination

• Support residential project launches through positioning, target-segment identification, pricing, channel readiness, and sales team preparedness.
• Coordinate with marketing, legal, finance, and customer relations teams to ensure a smooth booking-to-handover journey.
• Work directly with senior leadership to implement sales improvement initiatives and build scalable processes.

Must-Have Requirements

• MBA from a reputed institute.
• 5–10 years of total professional experience, including at least 3 years in residential real estate with an organised developer.
• Hands-on experience in residential sales strategy, sales operations, project launches, pricing, or channel sales.
• Strong understanding of the Bangalore residential real estate market, including micro-markets, buyer segments, and competitors.
• Knowledge of the booking-to-registration process, RERA, home loans, and residential payment plans.
• Advanced Excel skills and experience with dashboards using Power BI or similar tools.
• Experience working with real estate or enterprise CRM platforms such as Salesforce or equivalent.
• Strong analytical, stakeholder management, and leadership communication skills.
• Ability to influence sales teams and work directly with senior management.

Good-to-Have Requirements

• Experience setting up or scaling a sales function, new city, project vertical, or sales excellence team.
• Experience designing channel partner programs and sales incentive structures.
• Exposure to premium or luxury residential real estate or multiple city markets.
• Prior experience in strategy consulting, sales excellence, or a developer's CEO/CSMO office.

Expected Outcomes

• First 90 days: Diagnose the sales funnel, team structure, and channel performance; establish a prioritised improvement roadmap.
• Within 6 months: Implement and drive adoption of core sales processes, playbooks, training programs, and MIS.
• Within 12 months: Improve lead-to-booking conversion, sales velocity, and channel productivity while building a process-driven sales organisation.