Head - Sales & Marketing - Real Estate

Project: International Business District (IBD), Nawany Group Location: Vasai East, Mumbai Metropolitan Region (MMR) Reporting to: Director Role Type: Full-time | Leadership role (Individual Contributor + Team Builder) Role Summary: Head - Sales & Marketing for IBD (International Business District), Vasai East, a large-scale mixed-use commercial development. This is a high-impact leadership role responsible for end-to-end revenue delivery across strata sales and leasing (retail, offices and other commercial asset classes), while building and executing the complete go-to-market strategy. The ideal candidate has previously led sales + marketing for commercial real estate projects, understands strata + leasing economics, and can build a high-performing sales and marketing engine (team, channel partners, processes, CRM discipline, reporting). Key Outcomes: - Clear, data-backed product positioning for each asset class within IBD, aligned to target audiences and price/value proposition. - Full-funnel demand generation + conversion engine delivering monthly enquiries, site visit, booking/leasing closure targets. - Strong network with retail brands, SMEs, office occupiers, brokers/channel partners, and institutional/large tenant ecosystem. - Efficient ATL + BTL execution within budget, with measurable ROI and lead quality benchmarks. - Built and led a capable Sales + Marketing team, processes, partner ecosystem, and reporting cadence. Responsibilities: A) Sales Leadership (Strata + Leasing): - Own and deliver sales and leasing targets across all commercial asset classes (retail, strata offices, lease offices). - Drive strata sale strategy: pricing, inventory planning, phase-wise releases, schemes, booking policies, negotiation frameworks. - Drive leasing strategy: tenant targeting, anchor strategy (where applicable), deal structures, term sheets/LOIs, closures. - Build and manage channel partner network (CPs/brokers), including onboarding, payouts, performance tracking, and compliance. - Lead weekly/monthly pipeline reviews and closure planning; ensure disciplined CRM usage and forecasting accuracy. - Work closely with internal legal/post-sales teams for documentation flow, deal hygiene, closure timelines and post-sale customer experience. - Track competitor activity, absorption, micro-market dynamics and adjust sales strategy accordingly. B) Marketing & Brand Strategy (ATL + BTL): - Define and execute the IBD brand positioning and communication strategy for each asset class and customer persona. - Develop ATL strategy where required (print, outdoor, radio, digital reach campaigns, PR integrations), aligned to budget and funnel stage. - Drive BTL strategy: events, channel partner meets, corporate outreach, site activations, roadshows, catchment marketing, walk-ins. - Own the complete marketing calendar: content strategy, performance marketing, lead gen, landing pages, CRM journeys, remarketing. - Plan and manage agencies/vendors: creative, digital, performance marketing, PR, events, signage, film/3D walkthrough vendors, etc. - Measure performance with dashboards: CPL, CAC, lead-to-visit, visit-to-booking, ROAS, channel quality, cohort conversion. C) Team Building & Leadership: - Build the Sales + Pre-sales + Channel Partner + Marketing teams for IBD. - Define hiring plan, KPIs, incentive structures, training modules, scripts, and SOPs. - Create a performance culture: daily/weekly rhythms, reviews, coaching, field execution, accountability. - Set up cross-functional coordination with project, design, finance, legal, and operations. D) Strategy, Planning & Reporting: - Prepare Annual/Quarterly Sales & Marketing Plan with targets, budgets, channel mix, launch phases, and timelines. - Own the S&M budget planning and allocation across ATL/BTL/digital/collaterals/events/CP payouts (as applicable). - Deliver leadership-level reporting: revenue, bookings, leasing status, marketing ROI, risk flags, and corrective actions. Candidate Profile: Experience: - 15 - 18 years total experience in sales and marketing, with 5+ years in a leadership role in commercial real estate. - Must have handled large-scale commercial projects (mixed-use, office/retail clusters, business districts, commercial complexes). - Proven experience in strata sales + leasing (both preferred; one strong + other workable acceptable). - Demonstrated ability to build teams, manage CP/broker networks, and consistently deliver revenue targets. - Experience working with marketing budgets and multi-channel campaigns (ATL + BTL + digital performance). Domain Skills (Must-have): - Commercial buyer/tenant psychology: SME owners, investors, brands, corporates. - Pricing, inventory planning, absorption strategy, phase-wise launch. - Leasing structures and negotiation: rentals, lock-in, escalation, CAM, deposits, fit-out, anchor-led strategy (if needed). - Funnel management with strong CRM discipline and forecasting. - Vendor and agency management with ROI orientation. - AI and technology adoption and implementation expertise. Soft Skills: - Strong leadership presence; ability to lead from the front while building systems. - Structured thinking, sharp execution, high ownership. - High-quality communication skills (verbal, presentations, negotiation). - Comfortable with ambiguity and fast decisions in a growth project environment. Location & Commute Expectation (Vasai East): - Candidate should be comfortable operating from Vasai East and managing on-ground execution. - Working days 6 days/week. Tools & Working Style: - Familiarity with CRM tools (any of: Salesforce/Zoho/HubSpot/custom CRMs), dashboards, Excel-based forecasting. - Strong understanding of modern digital lead gen (Meta/Google), campaign tracking, landing pages, and remarketing logic. What We Offer: - Leadership opportunity to shape and scale with Nawany Group on its x to 10x journey. A future-ready company with a 45-year legacy with a brand name that is leading the micro-market into its next era of growth. - Strong promoter-led organization with a long-term market presence with values of trust, harmony, technocracy, hunger, vale creation. - High levels of learning, collaboration and upskilling.