Head of Sales – Premium Residential Real Estate in Chennai

Position: Head of Sales | Department: Sales & Marketing | Location: Chennai (with project site travel)
Reports To: MD/CEO | Employment: Full-time, Permanent | Revenue Portfolio: ₹600+ Crores ​

Strategic leadership position driving sales performance, revenue growth, and market expansion across premium residential real estate. Lead comprehensive sales strategy execution, build high-performing teams, and establish market leadership targeting HNI and NRI clients across domestic and international markets.​

Strategic Leadership & Planning: Formulate and execute comprehensive sales strategy aligned with organizational objectives. Develop and manage ₹600+ crores revenue targets with quarterly/monthly breakdowns. Conduct periodic SWOT analysis. Review and enhance strategies quarterly with data-driven recommendations.​

Market Development & Client Acquisition: Develop innovative strategies for HNI/NRI client acquisition across domestic and international markets. Establish relationships with key stakeholders and decision-makers. Drive market expansion in NRI corridors (Middle East, Singapore, USA, UK, Australia). Build and maintain robust sales pipeline ensuring consistent conversion and revenue predictability.​

Team Leadership: Build, mentor, and lead sales professionals. Establish performance metrics and implement effective coaching programs. Foster culture of excellence, collaboration, and customer-centricity. Design competitive incentive structures aligned with business objectives.​

Sales Operations & Process Excellence: Establish robust sales processes, systems, and governance mechanisms. Implement and optimize CRM systems for lead management and analytics. Develop pricing strategies balancing profitability with market competitiveness. Coordinate with marketing for lead quality and conversion optimization. Monitor sales metrics and present insights to senior management.​

Brand Building & Stakeholder Management: Build brand reputation through exceptional customer service. Maintain long-term relationships with key accounts ensuring high satisfaction and repeat business. Collaborate with marketing on brand positioning and customer engagement. Represent organization at industry events and property exhibitions.​

Technical Skills:

• Real estate market knowledge & pricing dynamics

• RERA & regulatory compliance expertise

• HNI/NRI segment understanding

• CRM systems (Salesforce, Zoho, HubSpot)

• Sales analytics (Excel, Power BI, Tableau)

• Pricing strategy & deal structuring

• NRI market & FEMA regulations

• Channel partner management​

Behavioral Competencies:

• Strategic thinking & market trend anticipation

• Inspirational leadership & team motivation

• Executive presence & stakeholder engagement

• Results-driven & target-focused mindset

• Negotiation skills & win-win outcomes

• Financial acumen & P&L management

• Problem-solving & adaptability

• Integrity, ethics & accountability​

Revenue & Sales Performance:

• Total Revenue: ₹600+ crores (100% target)

• Revenue per Sales Person: ₹20+ crores

• Lead to Conversion: 18-22%

• Sales Cycle: 45-60 days average

• Pipeline Coverage: 3X quarterly target

• Average Deal Size: 10%+ YoY growth

• Quarterly Revenue Variance: Max ±5%

• CRM Data Quality: 95%+ accuracy​

Market & Customer Metrics:

• NRI Sales Contribution: 30%+ of revenue

• Customer Satisfaction (NPS): 70+ points

• Referral Business: 20%+ of new bookings

• Market Share Growth: 2-3% annually

• Win Rate vs Competition: 40%+

• Team Attrition: Below 15% annually

• Team Target Achievement: 80%+

• Lead Response Time: Within 2 hours​

Education: MBA/PGDM from reputed institution or Bachelor's degree with proven sales leadership track record (Preferred: Sales Management/Real Estate certifications)​

Experience:

• 15+ years in sales; minimum 10 years in real estate

• Minimum 8 years in sales leadership managing 20+ member teams

• Proven track record managing ₹400+ crore annual revenue portfolios

• Experience selling to HNI/NRI segments with ₹2+ crore average deal sizes

• Multi-city operations and international market exposure​

Key Skills: Budget management (₹10+ crores) | Revenue forecasting | Sales process design | Digital sales tools | Cross-cultural communication | Channel partner management ​