Job Title: Site Head

Department: Sales

Industry: Real Estate

Location: Navi Mumbai, Maharashtra

Employment Type: Full-Time

Reporting To: Cluster Head

1. Job Objective The Site Head – Sales will be responsible for driving the overall sales performance of the assigned real estate project/site in Navi Mumbai. The role involves achieving sales and revenue targets, managing the sales team, generating channel partner business, driving site visits and conversions, managing customer relationships, and ensuring timely booking and collections.

The primary objective is to maximize project sales velocity, achieve revenue targets, improve inventory liquidation, and ensure profitable business growth.

2. Key Roles & Responsibilities

A. Sales Target & Revenue Achievement

- Develop and implement project-specific sales strategies to achieve monthly, quarterly, and annual sales targets.
- Drive sales of residential and commercial units, as applicable.
- Ensure achievement of booking value, agreement value, and revenue targets.
- Prepare monthly sales plans based on available inventory, pricing, and project positioning.
- Monitor unsold inventory and develop strategies for faster inventory liquidation.
- Ensure achievement of individual and team sales targets.
- Drive sales velocity and improve conversion ratios.

B. Direct Sales & Lead Conversion

- Monitor direct and digital marketing leads and ensure timely follow-ups.
- Ensure effective lead management through CRM.
- Drive customer engagement from initial enquiry to site visit and final booking.
- Conduct regular reviews of lead ageing, site visits, negotiations, and conversion ratios.
- Personally handle high-value customers and important negotiations.
- Develop strategies to improve walk-in and site visit conversions.

C. Site Visit & Booking Management

- Ensure maximum customer footfall at the project site.
- Improve the enquiry-to-site-visit and site-visit-to-booking conversion ratio.
- Ensure professional project presentations and customer experience.
- Monitor daily site visits, walk-ins, and booking closures.
- Coordinate with the CRM and documentation teams for smooth booking processes.
- Ensure timely completion of booking forms, KYC, and agreement documentation.

D. Sales Team Management

- Lead and manage the complete on-site sales team.
- Define individual sales targets and responsibilities.
- Conduct daily morning briefings and evening sales reviews.
- Monitor sales executives' productivity, follow-ups, and closures.
- Train the team on project USPs, pricing, competitor projects, and negotiation skills.
- Ensure disciplined CRM usage and accurate sales reporting.

E. Pricing & Competitor Analysis

- Monitor competitor projects, pricing, offers, and market positioning in Navi Mumbai.
- Recommend suitable pricing strategies and promotional offers to management.
- Identify customer preferences and emerging market opportunities.
- Track market demand across locations such as Kharghar,Juinagar,Nerul & Airoli.




- Provide feedback to management regarding product positioning and customer expectations.

F. Collections & Customer Relationship Management

- Drive timely collection of booking amounts and subsequent customer instalments.
- Coordinate with the CRM and finance teams for outstanding payment follow-ups.
- Ensure smooth customer handover from sales to CRM.
- Handle escalated customer concerns and support customer satisfaction.
- Focus on repeat customers, referrals, and relationship-driven business.

G. Management Reporting

- Submit daily, weekly, and monthly sales performance reports.
- Track booking value, sales velocity, inventory status, and collection performance.
- Present sales forecasts and business development plans to senior management.
- Highlight market challenges and recommend corrective actions.

3. Key Performance Indicators (KPIs)

The Site Head – Sales will be responsible for monitoring and achieving the following key performance indicators:

- Monthly Sales Target Achievement: Ensure achievement of monthly, quarterly, and annual sales targets in terms of units sold and booking value.
- Booking Value: Achieve the assigned monthly booking value and revenue targets.
- Inventory Liquidation: Focus on faster liquidation of available residential/commercial inventory.
- Channel Partner Contribution: Generate maximum business through channel partners, brokers, and real estate consultants.
- Channel Partner Activation: Continuously identify, onboard, and activate new channel partners.
- Direct Sales Performance: Drive business through in-house sales teams, walk-ins, referrals, and direct enquiries.
- Lead Conversion Ratio: Improve enquiry-to-site-visit and site-visit-to-booking conversion ratios.
- Site Visit Generation: Ensure adequate daily customer footfall and qualified site visits.
- Sales Team Productivity: Ensure individual sales executives achieve their assigned targets.
- Collection Efficiency: Drive timely collection of booking amounts and subsequent customer instalments.
- Cancellation Control: Minimize booking cancellations through proper customer engagement and follow-ups.
- Customer Satisfaction: Ensure positive customer experiences, referrals, and repeat business.

4. Daily Activities & Monitoring The Site Head should ensure strict monitoring of the following activities:

1. Daily enquiry generation and lead allocation.
2. Follow-up status of all active leads.
3. Daily site visits and walk-in customers.
4. Channel partner visits and business generation.
5. Negotiations and booking closures.
6. Daily booking value and sales performance.
7. Collection follow-ups and pending payments.
8.



Sales team productivity and performance review.
9. Competitor activities and market feedback.

5. Required Experience & Qualifications

- Graduate/MBA in Marketing, Sales, or Business Administration.
- 8–12 years of experience in real estate sales.
- Minimum 3–5 years of experience in handling project sales or site sales operations.
- Proven experience in managing direct sales and channel partner networks.
- Strong knowledge of the Navi Mumbai real estate market.
- Experience in handling residential/commercial real estate projects.
- Strong leadership, negotiation, customer handling, and closing skills.

4. Sales Performance Dashboard The Site Head must regularly monitor, review, and report the following sales activities to management:

Daily Sales Monitoring

- Total enquiries generated.
- Number of qualified leads.
- Lead allocation and follow-up status.
- Number of customer site visits and walk-ins.
- Channel partner-generated enquiries and site visits.
- Number of bookings and booking value achieved.
- Pending negotiations and expected closures.
- Sales executive-wise daily performance.

Weekly Sales Review

- Total site visits versus bookings achieved.
- Lead-to-site-visit conversion ratio.
- Site-visit-to-booking conversion ratio.
- Direct sales versus channel partner sales contribution.
- Active and productive channel partners.
- Sales pipeline and expected booking closures.
- Competitor activities, pricing, and market feedback.
- Pending customer payments and collection follow-ups.

Monthly Sales Performance Review

- Achievement against monthly booking and revenue targets.
- Total units sold and total booking value.
- Inventory sold versus available inventory.
- Channel partner contribution to overall sales.
- Direct sales contribution to overall sales.
- Sales team-wise and individual target achievement.
- Overall lead conversion ratio.
- Collection efficiency and outstanding payments.
- Booking cancellation percentage.
- Sales forecast and action plan for the following month.

7. Overall Accountability The Site Head – Sales will have complete accountability for:

- Achieving the assigned project sales and revenue targets.
- Driving direct and channel partner sales.
- Maximizing site visits and booking conversions.
- Ensuring faster inventory liquidation.
- Building a robust and productive sales team.
- Maintaining healthy relationships with customers and channel partners.
- Improving project sales velocity and collection performance.

The ultimate responsibility of the Site Head is to make the assigned real estate project a high-performing sales site by ensuring maximum bookings, faster inventory movement, revenue growth, and profitability.

Overall Responsibility: The Site Head will be accountable for driving sales growth, achieving booking targets, maximizing inventory liquidation, strengthening channel partner networks, improving conversion ratios, and ensuring overall sales team productivity at the Navi Mumbai project site.

📌 Site Head (Navi Mumbai)
🏢 Today Group
📍 Navi Mumbai