The Sales Strategy Head will work as a strategic partner to the Chief Sales & Marketing Officer (CSMO) and will be responsible for translating the organisation's business and sales objectives into actionable, day-to-day sales strategies.

The role will provide direct strategic and analytical support to the CSMO, while driving execution of sales strategy across projects, markets, channels and customer segments. The position will focus on revenue growth, sales velocity, pricing, market expansion, channel productivity, inventory optimisation and sales performance.

The incumbent will act as the day-to-day strategy arm of the CSMO, closely tracking market developments, sales performance and business priorities and recommending timely interventions to improve business outcomes.

Key Responsibilities

1. Sales Strategy & Day-to-Day Strategic Support

- Work closely with the CSMO to develop and execute the overall sales strategy for the organisation's real estate portfolio.
- Translate the CSMO's strategic priorities into actionable daily, weekly and monthly sales initiatives.
- Provide direct support to the CSMO in strategic planning, business reviews, decision-making and execution tracking.
- Develop annual, project-wise and market-wise sales strategies aligned with business objectives.
- Define sales targets, market priorities, customer segments and channel mix.
- Develop strategies for new project launches, existing inventory and slow-moving inventory.
- Prepare sales forecasts, revenue projections and scenario analyses.
- Track execution of strategic initiatives and highlight deviations, risks and corrective actions to the CSMO.

2. Revenue & Sales Performance

- Develop strategies to maximise booking value, revenue and sales velocity.
- Analyse project-wise sales performance and identify gaps against targets.
- Develop action plans to improve conversion and reduce inventory ageing.
- Track the sales funnel from lead generation through site visits and bookings.
- Establish performance dashboards and review mechanisms for the CSMO.
- Identify underperforming projects, markets, channels or teams and recommend corrective strategies.

3. Pricing & Product Strategy

- Work with the CSMO and senior leadership to develop pricing strategies based on market demand, competition and inventory.
- Recommend launch pricing, price escalation and promotional strategies.
- Analyse competitor pricing, schemes, payment plans and product offerings.
- Provide strategic inputs on product positioning, unit mix and inventory allocation.




- Evaluate the impact of pricing and promotional decisions on revenue and sales velocity.

4. Market Intelligence & Strategic Insights

- Conduct regular analysis of real estate market trends, customer behaviour and competitor activity.
- Track competitor launches, pricing, sales velocity, channel strategies and market positioning.
- Identify emerging markets, customer segments and new business opportunities.
- Provide the CSMO with timely market intelligence and strategic recommendations.
- Develop concise management reports highlighting key trends, opportunities, risks and recommended actions.

5. Sales Channel Strategy

- Develop the optimal mix of direct sales, channel partners, brokers, digital leads, referrals and other acquisition channels.
- Develop strategies to improve channel partner productivity and contribution.
- Identify new markets and opportunities for expanding channel-partner networks.
- Evaluate channel-wise ROI, productivity and contribution to bookings.
- Recommend changes in channel strategy based on project and market performance.

6. Project Launch & Go-to-Market Strategy

- Develop go-to-market strategies for new real estate projects in consultation with the CSMO.
- Define launch targets, customer segments, pricing, inventory strategy and sales channels.
- Coordinate with Marketing to ensure campaigns are aligned with sales objectives.
- Develop launch plans and track performance against launch milestones.
- Provide rapid strategic interventions during the launch period based on market response and sales data.

7. Sales Process & Productivity

- Identify gaps in existing sales processes and recommend improvements to conversion efficiency.
- Standardise sales processes, reporting and review mechanisms.
- Develop sales productivity metrics and recommend appropriate incentive structures.
- Use CRM and sales analytics to identify bottlenecks and opportunities.
- Support the CSMO in improving sales team productivity and accountability.

8. Business Analytics & Management MIS

Develop and maintain dashboards covering:

- Lead generation
- Site visits
- Lead-to-site-visit conversion




- Site-visit-to-booking conversion
- Booking value
- Revenue
- Inventory
- Sales velocity
- Channel contribution
- Project-wise performance
- Average ticket size
- Forecast versus actual performance

Use data and analytics to provide the CSMO with clear, actionable insights for business decisions.

9. Cross-functional Coordination

- Work closely with Sales, Marketing, CRM, Finance, Projects and Customer Experience teams.
- Ensure sales strategy remains aligned with project delivery, inventory availability and business priorities.
- Coordinate with functional leaders to ensure timely execution of strategic initiatives.
- Drive follow-up on key decisions taken by the CSMO and ensure closure of agreed action points.
- Prepare business reviews, strategic presentations and decision-support materials for the CSMO and senior management.

Candidate Profile

- MBA/PGDM from a Premium B-School is strongly preferred, particularly in Sales, Marketing, Strategy, Finance, Business Management or a related discipline.
- 12-18 years of relevant experience, preferably with a leading real estate developer.
- Robust experience in real estate sales strategy, business planning, revenue management and sales analytics.
- Experience handling multiple projects, markets and sales channels.
- Strong understanding of residential and/or commercial real estate markets.
- Demonstrated ability to convert market intelligence and business data into actionable sales strategies.
- Strong commercial and analytical orientation.
- Excellent understanding of CRM, sales analytics, MIS and performance dashboards.
- Strong stakeholder management and communication skills.
- Ability to work closely with senior leadership and operate with a high degree of ownership.
- Strong ability to work in a fast-paced, execution-oriented environment and respond quickly to changing business priorities.

Ideal Candidate

The ideal candidate would be a high-calibre strategy and sales professional with strong real estate exposure who can function as the CSMO's key strategic support partner. The person should combine strong analytical ability with commercial understanding and the ability to move quickly from data and insight to strategy and execution.

This is not purely a planning or MIS role. The position requires an individual who can understand the business, identify what needs to change on a day-to-day basis, recommend the strategy to the CSMO and drive follow-through across functions.

📌 Sales Strategist (Bhubaneswar)
🏢 5th ace consulting
📍 Bhubaneswar