Assistant Vice President - Sales - Real Estate - IIM/MDI/ISB/XLRI

Job Title: Assistant Vice President - Sales Reporting to: Senior Vice President - Sales Job Location: Arihant Aura Business Park, Turbhe, Navi Mumbai Preferred Industry: Real Estate Job Overview: We are looking for an experienced and result-oriented AVP - Sales to lead and drive the Pan-India sales function for a leading Real Estate Channel Partner firm. The role will be responsible for developing and executing the overall sales strategy, driving revenue across project launches and sustenance inventory, expanding market presence across key cities, building strong relationships with developers, and leading high-performing sales teams. The ideal candidate should have strong experience in Real Estate Sales, preferably within a Channel Partner or Real Estate Advisory environment, with a proven track record of managing large sales teams and delivering revenue targets. Qualification & Experience: - MBA / PGDM from IIMs, ISB, FMS, XLRI, or equivalent Tier-1 institutes, preferably in Strategy, Operations, Finance, or Business Management, or graduation from Tier-1 engineering institutes such as IITs, BITS, and NITs. Proven leadership experience may be considered in lieu of formal qualification. - 8 - 12 years of overall experience in Real Estate Sales, preferably with a Channel Partner, Brokerage, or Real Estate Advisory firm. - Proven experience in leading large sales teams across multiple cities / regions. - Strong experience in residential real estate sales and the channel partner business. - Demonstrated track record of achieving large-scale sales and revenue targets. - Strong network and relationships with leading real estate developers and industry stakeholders. - Experience in Pan-India business expansion and market development will be preferred. - Willingness to travel extensively across India, including regular visits to regional offices, project sites, and developer offices. Key Responsibilities: 1. Pan-India Sales Strategy & Planning: - Develop and implement the overall Pan-India sales strategy in alignment with the organisation's business objectives. - Formulate region-wise and project-wise sales plans, targets, budgets, and performance metrics to achieve developer AOP commitments and organisational targets. - Drive revenue, bookings, sales volume, and profitability across multiple markets. - Assist the Senior Vice President and Management in finalising and periodically reviewing developer-wise Annual Operating Plans (AOPs), including targets, project mix, and resource requirements, and track achievement against them. 2. Project Launches & Sustenance Sales: - Lead launch strategy and team deployment for new project launches, and drive launch-phase bookings in alignment with the Strategy and Marketing teams. - Use the launch calendar to plan resources in advance and maximise revenue potential across upcoming launches. - Drive sales of sustenance (already-launched) inventory across active projects, in line with developer sales plans and market trends. 3. Revenue & Business Growth: - Own the overall Pan-India sales and revenue targets, and drive consistent achievement of monthly, quarterly, and annual business objectives. - Monitor the sales funnel - lead conversion, site visits, bookings, collections, and closures - and implement strategies to close gaps and improve conversion ratios. - Develop initiatives to increase productivity and revenue per sales professional. 4. Developer Relationship Management: - Build and maintain strong, long-term relationships with leading real estate developers, builders, and project owners across locations. - Develop strategic partnerships with developers to strengthen project inventory and business opportunities. - Negotiate commercial terms, incentives, channel partner arrangements, and business opportunities with developers. - Hold regular review meetings with developers' business heads and sales heads on project performance, inventory, pricing, offers, and brokerage matters. - Assist the Billing & Collection team in resolving brokerage issues and payment delays through developer escalations, where required. 5. Market Expansion: - Identify and evaluate new business opportunities, emerging markets, and potential locations to expand the company's presence. - Study local real estate trends, competition, customer demand, pricing, and project inventory to develop market-entry strategies for new locations. - Establish and scale sales operations in new markets. 6. Sales Leadership & Team Management: - Lead, mentor, and manage regional sales teams, city heads, sales managers, and sales professionals. - Build a strong performance-driven sales culture across the organisation. - Set clear KPIs and KRAs for regional and city-level teams, conduct regular performance reviews, and implement corrective action plans wherever required. - Develop leadership talent and succession plans within the sales function. 7. Talent Acquisition & Team Engagement: - Define the hiring profile, team size, and recruitment plan for each region and for new markets. - Interview and approve hiring for senior and mid-level sales roles (city heads, team leads, and sales managers) in coordination with HR. - Ensure new sales hires are properly inducted and trained to reduce time-to-productivity. - Act as the escalation point for sales managers' grievances - including incentives, lead allocation, territory / project assignment, and booking attribution - and resolve them fairly and promptly. - Hold regular one-on-one and skip-level meetings to surface concerns early, and partner with HR to strengthen retention and reduce attrition. 8. Sales Operations & Performance Management: - Run a structured review cadence - daily / weekly reviews with city heads, weekly reviews with Marketing, Presales, and CRM, and monthly business reviews with management. - Track critical metrics such as: Leads Generated, Lead Conversion, Site Visits, Booking Conversion, Sales Value, Revenue, Collection, Cancellation, Productivity per Sales Executive. - Ensure effective utilisation of CRM and sales dashboards. - Maintain accurate sales forecasts and pipeline reports, and present Pan-India sales performance, forecasts, and action plans to senior management in monthly and quarterly reviews. - Visit regional and city offices frequently to review performance, team morale, and on-ground sales execution. - Make regular visits to project sites and sales lounges to assess site-visit handling, customer experience, and project presentation by sales managers. - Join key site visits, high-value customer meetings, and launch events in person, where required. 9. Customer & Market Intelligence: - Develop a strong understanding of customer preferences, buying behaviour, and market trends. - Monitor competitor activities, pricing strategies, projects, offers, and sales practices, and use these insights to improve project positioning and sales strategies. - Ensure a high level of customer experience throughout the sales journey. 10. Cross-Functional Collaboration: - Work closely with Marketing, Presales, CRM, Finance, HR, and Operations teams to ensure smooth execution of business plans. - Collaborate with the Marketing team on lead-generation and demand-generation strategies. - Coordinate with the CRM and Operations teams to improve lead management and customer experience. Required Skills: - Strategic Sales Leadership: Ability to develop and implement comprehensive sales strategies aligned with the organisation's business objectives and Pan-India growth plans. - Real Estate & Pan-India Market Expertise: In-depth understanding of residential real estate across regions of India - project positioning, pricing, inventory, customer behaviour, and developer offerings - with the ability to develop region-specific sales strategies. - Channel Partner Business Expertise: Strong knowledge of the Channel Partner