Lead - Site Sales

About the role

Responsibilities

A. Site Sales and Revenue Generation

• Achieve monthly, quarterly, and annual sales targets for the assigned real estate project.
• Manage the end-to-end sales process from initial inquiry to booking closure.
• Engage with prospective customers visiting the project site or sales experience centre.
• Understand customer requirements, budgets, preferences, and investment objectives.
• Recommend suitable units based on customer requirements and available inventory.
• Present project features, amenities, location advantages, specifications, and value propositions.
• Negotiate commercial terms within approved pricing and discount guidelines.
• Drive unit bookings, booking value, revenue generation, and inventory movement.
• Identify and prioritize high-potential prospects to improve conversion rates.
• Develop action plans for slow-moving units and priority inventory.

B. Lead Management and Conversion

• Manage leads received through digital campaigns, channel partners, walk-ins, referrals, corporate outreach, and other sources.
• Contact leads within the prescribed turnaround time.
• Qualify prospects based on budget, location, unit preference, purchase timeline, and funding requirements.
• Maintain regular follow-ups with prospective customers through telephone, email, messaging platforms, and meetings.
• Update lead status, follow-up remarks, and customer interactions in the CRM system.
• Schedule project presentations, virtual discussions, and physical site visits.
• Maintain an active sales funnel and ensure timely movement of leads across different sales stages.
• Re-engage inactive and previously contacted leads through structured follow-up campaigns.
• Ensure accurate classification of leads as qualified, unqualified, follow-up, negotiation, booked, lost, or deferred.
• Record reasons for lost or dropped leads to support conversion improvement.

C. Customer Presentation and Site Visits

• Conduct professional project presentations for prospective customers and their families.
• Explain unit layouts, floor plans, specifications, amenities, construction status, and possession timelines.
• Arrange and conduct project tours, sample flat visits, and experience centre walkthroughs.
• Explain available inventory, price options, payment plans, and applicable commercial charges.
• Address customer queries related to the project, developer, approvals, construction progress, and buying process.
• Ensure the project site, sample apartment, sales lounge, and customer presentation areas are prepared for scheduled visits.
• Provide customers with approved brochures, cost sheets, layout plans, and project-related documents.
• Ensure that only approved and updated project information is shared with customers.

D. Pricing, Inventory and Commercial Management

• Maintain a detailed understanding of unit-wise inventory, availability, pricing, and payment plans.
• Prepare accurate cost sheets based on unit selection and approved pricing.
• Explain the complete price structure, including base value, floor-rise charges, preferential location charges, parking, amenities, taxes, and other applicable charges.
• Obtain necessary approvals for discounts, offers, waivers, or commercial exceptions.
• Ensure that commercial commitments made to customers are properly approved and documented.
• Track booked, available, blocked, cancelled, and priority inventory.
• Coordinate with Sales Planning and Finance teams for inventory and pricing updates.
• Promote priority and slow-moving inventory based on business requirements.
• Maintain confidentiality of pricing strategies, customer information, and commercial approvals.

E. Negotiation and Sales Closure

• Handle customer objections related to pricing, location, configuration, competition, possession timelines, and payment terms.
• Develop appropriate negotiation strategies based on customer profile and business requirements.
• Communicate the project’s value proposition and differentiators effectively.
• Facilitate discussions between customers and senior sales leadership where required.
• Obtain necessary internal approval for negotiated commercial terms.
• Encourage customers to complete booking formalities within agreed timelines.
• Ensure that the booking amount and required documents are collected accurately.
• Minimize booking cancellations through clear communication and transparent selling.

F. Booking and Documentation Coordination

• Assist customers in completing booking application forms and related documentation.
• Verify customer details, unit information, commercial terms, payment plan, and booking value before submission.
• Coordinate with CRM, Finance, Legal, Sales Operations, and Collections teams for booking processing.
• Ensure timely collection of booking amounts and required KYC documents.
• Facilitate customer handover from the Sales team to the CRM or Customer Experience team.
• Maintain records of booking forms, cost sheets, approval notes, payment details, and customer communications.
• Support the resolution of discrepancies related to pricing, inventory, booking terms, or customer documentation.
• Ensure customer commitments are properly captured and communicated to relevant stakeholders.

G. Channel Partner Coordination

• Build and maintain relationships with authorized channel partners and brokers.
• Conduct project briefings, presentations, and site familiarization sessions for channel partners.
• Share approved project updates, inventory information, campaign details, and sales collateral.
• Support channel partners in arranging customer meetings and site visits.
• Track channel partner leads, visits, conversions, and booking performance.
• Ensure channel partner leads are registered and managed according to company policy.
• Coordinate with the Channel Sales team to resolve lead ownership or attribution issues.
• Support channel partner activation initiatives to improve project sales.

H. Customer Relationship Management

• Deliver a professional and customer-focused experience during every interaction.
• Build trust through accurate, transparent, and timely communication.
• Maintain regular contact with customers until the booking is completed and formally handed over.
• Address customer concerns in coordination with relevant internal departments.
• Avoid making unauthorized commitments regarding pricing, possession, specifications, or modifications.
• Encourage customer referrals and repeat business opportunities.
• Capture customer feedback and share relevant insights with management.
• Ensure customer data is handled securely and confidentially.

I. Market Intelligence and Competitor Analysis

• Monitor competing projects, pricing, offers, configurations, amenities, and sales strategies.
• Conduct periodic competitor site visits and market surveys.
• Track customer preferences, buying behavior, and common objections.
• Provide management with market intelligence and competitor updates.
• Identify emerging customer segments and potential sales opportunities.
• Recommend changes in sales pitch, campaigns, pricing communication, or inventory positioning based on market feedback.
• Maintain updated competitor comparison reports.

J. MIS and Sales Reporting

• Prepare daily, weekly, and monthly sales reports.
• Maintain accurate records of leads, follow-ups, site visits, negotiations, bookings, and lost opportunities.
• Track source-wise lead quality and conversion performance.
• Report sales funnel movement and expected closures to management.
• Prepare sales forecasts and booking projections.
• Update CRM records and sales trackers within prescribed timelines.
• Participate in sales review meetings and present pipeline status.
• Maintain accurate data for management dashboards and performance reviews.

K. Cross-Functional Coordination

• Coordinate with Marketing for campaign leads, promotional activities, and customer events.
• Work with CRM and Customer Experience teams for booking handover and customer communication.
• Coordinate with Finance and Collections teams for payment confirmation and commercial clarification.
• Work with Legal teams for agreement-related customer queries.
• Coordinate with Project and Construction teams for verified project progress updates.
• Work with Design and Sales Planning teams for unit plans, layout details, and inventory information.
• Collaborate with Facility, Security, and Administration teams to ensure smooth customer visits.
• Escalate critical customer issues to the appropriate authority for timely resolution.

L. Process Compliance and Governance

• Follow approved sales processes, pricing guidelines, and delegation of authority.
• Ensure all discounts, waivers, and special commercial terms are formally approved.
• Comply with applicable real estate regulations and internal policies.
• Maintain complete documentation for bookings and commercial approvals.
• Ensure accuracy and transparency in all customer communications.
• Support internal audits and provide required sales records.
• Follow data privacy, customer confidentiality, and ethical selling practices.
• Ensure that project information is communicated strictly through approved sales materials.

Qualifications

Educational Qualification

• Bachelor’s degree in Business Administration, Marketing, Commerce, Real Estate, or a related discipline.
• MBA or postgraduate qualification in Sales and Marketing is preferred.
• Certification in real estate sales, customer relationship management, or negotiation would be an advantage.

Experience

• 10 to 15 years of relevant experience in real estate sales, site sales, direct sales, or project sales.
• Experience in residential, commercial, plotted development, retail, or luxury real estate sales.
• Prior experience with a reputed real estate developer or property advisory organization is preferred.
• Proven experience in managing customer meetings, project presentations, site visits, negotiations, and booking closures.
• Experience in handling premium or high-value real estate customers would be an advantage.
• Working knowledge of CRM systems, sales MIS, inventory management, and booking documentation.
• Experience in coordinating with channel partners and internal support teams.
• Prior experience in independently managing a project sales pipeline or mentoring junior sales executives is preferred.