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.