About the role
The candidate will have responsibilities across the following functions:
Commercial Sales Strategy:
- Develop and execute annual and project-wise commercial sales strategies.
- Prepare sales plans based on inventory, pricing, market demand and project positioning.
- Drive sales of commercial assets including retail shops, office spaces, commercial floors, SCOs, high-street assets and other applicable products.
- Develop project-wise sales forecasts and revenue projections.
- Identify opportunities for new commercial products and monetisation of available inventory.
- Recommend pricing, payment plans, offers and sales schemes based on market intelligence and business requirements.
- Monitor competition, market pricing, absorption trends and customer demand.
Revenue and Target Management:
- Own monthly, quarterly and annual commercial sales targets.
- Drive achievement of booking and collection targets.
- Monitor funnel movement from lead generation to site visit, negotiation and closure.
- Ensure timely closure of high-value and strategic transactions.
- Track project-wise inventory, ageing and unsold stock.
- Develop action plans for slow-moving inventory.
- Ensure all bookings are properly reflected in CRM and management reports.
Channel and Broker Network:
- Develop and manage a strong network of Commercial Channel Partners / Brokers.
- Identify and onboard productive channel partners.
- Establish structured channel partner engagement and incentive mechanisms.
- Ensure channel partners are adequately trained on project USPs, pricing, inventory and processes.
- Monitor CP productivity, conversion and revenue contribution.
- Build relationships with institutional brokers and major commercial real estate networks.
Direct and Institutional Sales:
- Drive direct sales through HNI, corporate, institutional and investor networks.
- Build relationships with corporates, retailers, brands, investors, family offices and business owners.
- Generate bulk and institutional sales opportunities.
- Lead negotiations for high-value transactions.
- Develop strategic relationships with anchor tenants/brands wherever applicable.
Team Leadership:
- Lead and mentor the Commercial Sales team.
- Set individual and team targets.
- Establish review mechanisms for daily, weekly and monthly performance.
- Coach the team on prospecting, presentations, negotiations and closures.
- Identify capability gaps and coordinate training interventions.
- Ensure discipline, productivity and adherence to sales processes.
Sales Process and CRM:
- Ensure complete adherence to the company's sales process.
- Ensure lead, visit, follow-up, negotiation and booking data is accurately maintained in CRM.
- Review sales pipeline and ageing regularly.
- Ensure no opportunity remains unattended or without a defined next action.
- Drive data-based sales reviews and forecasting.
Customer and Transaction Management:
- Handle key customer relationships and strategic negotiations.
- Ensure smooth coordination between Sales, Legal, Finance, CRM, Marketing and Customer Experience teams.
- Support resolution of commercial transaction-related issues.
- Ensure proper documentation and compliance before closure.
Market Intelligence:
- Continuously monitor commercial real estate trends.
- Track competitor projects, pricing, inventory and offers.
- Study emerging commercial micro-markets.
- Provide management with regular market intelligence and recommendations.