New Business Developer (Existing Customers) – Oct 16, 2026 · @Akshit Parmar The New Business Developer (Existing Customers) brings in bookings from people who have already bought from us: repeat purchases, referrals from their family and friends, and introductions to new projects. Success is measured in bookings and referral leads from the existing customer base, backed by a disciplined weekly contact schedule. How this works for a real estate developer Our customers rarely buy every year; most buy a home once or twice in a lifetime.

So this role does not wait for reorders. It earns business from existing customers in five ways: Source What it looks like Typical timing Referrals Buyers introduce family, friends, colleagues and neighbours. This is the largest and most reliable source.

Any time; strongest at possession, registration and the first year after moving in Upgrade A buyer moves to a bigger home as the family grows, or from an older project to a new one. 5+ years after purchase Investment and second homes A buyer adds a second unit to rent out or hold, or buys for children or parents. When their first unit has appreciated; at each new launch Pre-launch access Past buyers get first access and a loyalty offer before a project opens to the public. 4–8 weeks before each launch Societies and communities Residents and committee members of our completed and redevelopment projects introduce neighbouring buildings and societies. After handover, once the society is satisfied Untitled Page 1 of 7Untitled The nurturing work matters as much as the selling.

A buyer who felt looked after through construction and possession refers others; one who felt ignored does not. This role keeps in touch at every stage, while our CRM team handles payments, paperwork and possession.

Role summary Title: New Business Developer (Existing Customers) Department: Sales, based at head office with regular client meetings and site visits Reports to: Managing Director, with a weekly review Works with: CRM team (post-booking service), Sales Coordinator and telecallers (lead handling and site visit scheduling), sales executives, marketing (launch campaigns), accounts Purpose: turn our past buyers into a steady source of new bookings, through referrals, repeat purchases and pre-launch sales, while keeping every customer relationship warm. This is a selling role. You meet customers, present our projects, and close bookings from the existing customer base, with support from the Sales Coordinator on scheduling and paperwork.

Responsibilities Selling to existing customers 1. Meet past buyers who show interest in upgrading, investing or buying for family; present the right project and close the booking.

- Run the pre-launch programme for every new project: invite past buyers first, hold private previews, and book them before public launch.
- Ask every customer for referrals at the right moments, and personally follow up every referral lead within 24 hours.
- Work with society committees and residents of our completed and redevelopment projects to get introductions to neighbouring buildings. Nurturing relationships 1.

Keep the customer database: every buyer, their unit, family details, investment profile, last contact and next reason to call. Page 2 of 7Untitled 2. Contact every customer at least once a quarter, and at each key moment: construction milestones, possession, registration, possession anniversary, new launches. 3.

Host customer events: possession ceremonies, site tours of new projects, festival gatherings,



resident meet-ups.

- Listen for problems and pass them to the CRM team; follow up until the customer confirms they are resolved.
- Collect customer feedback at possession and once a year after, and share testimonials and video stories with marketing (with the customer's permission). Weekly 1. Plan the week's calls and meetings from the database.
- Share the weekly report by Monday 10 am: contacts made, meetings, referral leads, site visits, bookings and booking value. 3.

Review the week with the MD: deals in progress, upcoming triggers, customers at risk of going cold. Not part of this role Recent enquiries from portals, ads and walk-ins (telecallers and sales team). Payments, agreements, registration and possession paperwork (CRM team). Pricing beyond the approved loyalty and referral offers (MD approval). KRAs and KPIs A home purchase takes months, so bookings alone can't tell us week to week whether the role is working.

Performance is measured on two levels: results (bookings, referrals, revenue), reviewed monthly and quarterly, and activity (contacts, meetings, follow-ups), reviewed weekly. Activity is what produces results six months later.

The result this role drives can be broken down as: text{Bookings value} = text{Customers contacted} times text{Meeting rate} times text{Conversion to booking} times text{Average booking value} The same applies to referrals: referral leads received × conversion to booking. Growth comes from improving any one of these numbers, so each is tracked separately. Page 3 of 7# KRA (result expected) KPI (how it is measured) Reviewed Starting target 1 Bookings from the existing customer base Number and value of bookings from past buyers and their referrals; share of total company bookings Monthly, quarterly Set with the MD after month 1 from the database size 2 Referral engine running Referral leads received per month; % of customers contacted who gave a referral; referral leads converted to site visits and bookings Monthly Referral rate rising each quarter 3 Pre-launch sales % of a new project's launch-window bookings that come from past buyers and referrals Per launch Set per launch 4 Every customer kept in touch % of the database contacted (connected call or meeting) in the quarter; % of key moments (possession, anniversary, launch) with no contact Weekly, quarterly 100% contacted each quarter; 0 moments missed 5 Meetings that lead to business Customer meetings and site visits per week; % of meetings converting to a booking Weekly Set after month 1 6 Follow-up discipline % of planned calls and follow-ups not done; % done late; referral leads not called within 24 hrs Weekly −10% or better Untitled Page 4 of 7How activity scores work.

Weekly scores are the percentage of planned work not done, or not done on time. If 40 calls were planned and 30 were made, the score is −25%. The aim is −10% or better. Incentive. Variable pay is linked to bookings value from existing customers and referrals (KRAs 1–3), with a qualifying minimum on the activity scores (KRAs 4–6).





The customer database You will own the database of everyone who has bought from us and plan every contact from it. Calls are planned around life and project events, not a fixed sales cycle. Who is in it 1.

Every past buyer, across all our projects.

- Current buyers in under-construction projects.
- Society members and committees from our redevelopment projects.
- Referral leads received from any of the above. What it records # KRA (result expected) KPI (how it is measured) Reviewed Starting target 7 Customer satisfaction Satisfaction score at possession and annually; customer issues passed to CRM and resolved within agreed time Quarterly Score rising; 0 issues open beyond 7 days 8 Clean, current database % of customer records with verified phone, email and profile; % with a next contact date Monthly ≥95% 9 Reporting on time Weekly report shared by Monday 10 am; % weeks late Weekly 0 weeks late Untitled Page 5 of 7Reasons to call New launch or pre-launch: first access and a loyalty offer.

Construction milestones: progress update and photos for current buyers.

Possession and registration: congratulate, collect feedback, ask for referrals.

Anniversary of possession: a courtesy call, then ask whether they know anyone looking.

Upgrade signals: bought 5+ years ago, family has grown, children settling down.

Investors: when their property has appreciated, share the gain and our next project. How a call goes 1. Ask for a few minutes of their time.

- Mention their home and ask how things are.
- Listen more than you talk. 4.

End with one request: a meeting, a visit to a new project, or the name of someone who is looking.

Column

What goes in it Name, phone, email Contact details, verified Type Past buyer / Current buyer / Society member / Referral lead Project and unit What they bought Booking and possession dates For timing the key moments Buyer profile End-user or investor; family stage; likely budget for a next purchase Satisfaction Last feedback score and any open issue Next reason to call From the list below Next contact date Set after every contact Last outcome Not reachable / Spoke / Interested / Meeting booked / Booked / Referral given Referrals given Names and status of each referral Untitled Page 6 of 7Untitled Who we are looking for 5–8 years in real estate sales or relationship management, with a record of closing residential bookings;

experience with referral or loyalty programmes preferred. Confident meeting families, investors and senior professionals; builds trust over a long relationship. Comfortable presenting projects, pricing and payment plans, and closing. Organised enough to run a large contact schedule; comfortable with Excel or Google Sheets and a CRM. Fluent in English, Hindi and the local language. Lives within easy travel of the office and our projects.

Tools you will use: customer database, CRM and tele-calling software, weekly report, project presentations and price lists. First 90 days Month 1: learn every project, our history with past buyers and the referral and loyalty offers. Month 1: build the customer database from all past bookings; verify contacts and fill in profiles.

Month 1: meet the CRM team and agree how customer issues are passed and closed. Month 2: contact every past buyer at least once; record interest and referrals. Month 2: run the first customer event or pre-launch preview.

Month 3: first referral and repeat bookings; agree quarterly targets with the MD from the month 1–2 numbers

Pay: ₹30,000.00 - ₹40,000.00 per month

Benefits

- Paid sick time

Work Location: In person

📌 Customer Relationship Manager (Thane)
🏢 Common Grounds
📍 Thane