Vice President - Sales - Real Esate

KEY RESPONSIBILITIES:

1. Sales Strategy & Revenue Leadership:

• Own and deliver the annual revenue target across all residential and commercial projects pre-launch, launch, and inventory sell-down phases.
• Develop the annual sales strategy, channel mix, and go-to-market plan in alignment with project launches and the business plan.
• Set project-wise sales targets, velocity benchmarks, and conversion rate KPIs; review performance weekly and course-correct proactively.
• Lead high-value customer negotiations and closures particularly for large-ticket units, commercial properties, and NRI / HNI buyers.
• Drive pricing strategy in collaboration with the Finance and Projects team recommend launch prices, payment plan structures, and offer designs.
• Identify and activate new revenue streams bulk deals, corporate alliances, institutional sales, and co-living / managed asset models.
• Ensure collections discipline coordinate with Finance and CRM for milestone-linked collections and payment plan adherence.

2. Channel Partner & Broker Ecosystem:

• Build, manage, and scale Shubhashish's channel partner network across Jaipur and target markets direct brokers, IPC firms, and aggregators.
• Establish a structured channel partner programme including registration, incentive structures, tiering, events, and loyalty frameworks.
• Drive channel partner productivity pipeline reviews, site visits, conversion tracking, and payout management.
• Manage key IPC relationships (ANAROCK, JLL, Cushman & Wakefield, PropTiger, Square Yards) for premium projects and bulk transactions.
• Represent Shubhashish at channel partner meets, property exhibitions, and real estate conclaves.

3. Brand Building & Marketing:

• Define and protect Shubhashish Homes' premium brand identity across all customer touchpoints digital, physical, and experiential.
• Lead the development and execution of annual marketing plans, campaign calendars, and brand communication strategies.
• Oversee digital marketing performance marketing (Meta, Google, YouTube), SEO/SEM, ORM, and marketing automation ensuring optimal CPL and lead quality.
• Drive ATL and BTL campaigns hoardings, print, radio, OOH, mall activations, site branding, and experiential events.
• Manage PR, media relationships, award submissions, and corporate communications to strengthen brand credibility and visibility.
• Oversee production of all creative collateral brochures, project videos, walkthroughs, digital assets, and branding at experience centres.
• Monitor competitor brand activity, positioning, and campaign strategies; maintain Shubhashish's differentiated premium positioning.

4. Presales, CRM & Customer Experience:

• Lead the presales team manage inbound lead qualification, call quality, lead nurturing cadence, and sales funnel velocity.
• Ensure CRM (Darwinbox / Salesforce) adoption and hygiene across the sales team lead tracking, pipeline visibility, and conversion analytics.
• Design the end-to-end customer journey from first enquiry to possession driving NPS, satisfaction scores, and referral rates.
• Resolve escalated customer issues with speed and empathy; build a culture of customer-first selling across the team.
• Work closely with the Projects team to ensure customers are proactively communicated on construction milestones, handover timelines, and snag resolution.

5. Market Intelligence & Product Strategy:

• Conduct and commission regular market research competitor pricing, project launches, absorption rates, and customer demand shifts.
• Advise the leadership team on product configuration, unit mix, amenity design, and pricing benchmarks based on market intelligence.
• Identify demand patterns in emerging micro-markets within Jaipur and expansion cities to inform the land acquisition and product pipeline.
• Track government policy changes, RERA updates, infrastructure developments (metro, expressways, SEZ notifications) and their impact on market sentiment.
• Build the annual market sizing and forecast model for management presentations and investor-level discussions.

6. Team Leadership & Organisational Development:

• Build, lead, and retain a high-performing Sales & Marketing organisation Sales Managers, Team Leaders, Sales Executives, Channel Partner Managers, Marketing Manager, Digital Team, Presales, and CRM team.
• Define org structure, hire at all levels, and create a meritocratic, data-driven, high-energy sales culture.
• Set individual KRAs, conduct structured reviews, run incentive and recognition programmes, and invest in capability development.
• Design and implement sales training programmes product knowledge, negotiation, objection handling, CRM usage, and customer experience.
• Establish SOPs for site visits, home loan coordination, documentation, registration processes, and handover protocols.

7. Cross-Functional Leadership:

• Coordinate closely with Land Acquisition, Architecture, Projects, Finance, Legal, and Customer Relations teams to align sales timelines with delivery commitments.
• Partner with Finance for home loan tie-ups, DSA channel development, and customer financing solutions.
• Represent Sales & Marketing at the Board and management forums presenting revenue dashboards, market updates, and strategic proposals.
• Drive Shubhashish's participation in CREDAI, industry associations, real estate conclaves, and GPTW initiatives.

KEY DELIVERABLES / KRAS:

• Annual sales revenue value of units booked across all projects.
• Collections performance milestone-linked collection adherence.
• Launch velocity average monthly sales units post-project launch.
• Channel partner productivity active partners, sourced bookings, and payout efficiency.
• CPL (Cost Per Lead) and lead-to-site-visit conversion across digital channels.
• NPS / Customer Satisfaction Score post-booking and post-possession surveys.
• Brand share of voice digital ranking, PR coverage, and awareness metrics.
• Inventory sell-down ageing inventory reduction and relaunch success rate.
• Team building hiring, attrition, training completions, and team performance ratings.
• Marketing ROI revenue attributable per rupee of marketing spend.

QUALIFICATIONS & EXPERIENCE:

• Education: MBA in Marketing / Sales / Business Administration from a recognised institution (mandatory).
• Total Experience: 1520 years of professional experience in Real Estate Sales & Marketing.
• Real Estate Mandatory: Minimum 8 years in a Sales Head or VP-level role with a real estate developer.
• Revenue Track Record: Proven track record of delivering 200 Cr+ annual sales revenue at a developer.
• Market Knowledge: Deep understanding of Jaipur residential market mandatory. Indore / Mumbai exposure preferred.
• Channel Experience: Established channel partner network in Jaipur; strong relationships with IPC firms and brokers.
• Digital Marketing: Proficiency in digital campaign management, performance marketing, and marketing analytics.
• Brand Management: Experience building and managing premium / luxury real estate brand positioning.
• Team Leadership: Experience leading and managing sales teams of 25+ members across functions.
• Languages: Hindi (fluent mandatory for broker and customer interactions). English (business proficient).

SKILLS & COMPETENCIES:

Technical & Commercial Skills:

• Revenue planning, forecasting & P&L management.
• Real estate pricing, product mix & launch strategy.
• Channel partner programme design & management.
• Digital marketing, CPL optimisation & analytics.
• Luxury / premium brand positioning & storytelling.
• CRM adoption, pipeline management & reporting.
• Market research, competitor analysis, MIS reporting.
• RERA compliance in sales & booking documentation.

Leadership & Behavioural Skills:

• Visionary leadership with high commercial acumen.
• High-stakes negotiation and deal closure ability.
• Team building, coaching, and talent development.
• Executive communication and Board-level confidence.
• Customer obsession and NPS-driven mindset.
• Cross-functional influence and collaboration.
• Energy, resilience, and performance drive.
• Integrity, transparency, and ownership culture.