General Manager Commercial

Role & responsibilities

A.

Develop and execute annual and project-wise commercial sales strategies.

Prepare sales plans based on inventory, pricing, market demand and project positioning.

Drive sales of commercial assets including retail shops, office spaces, commercial floors, SCOs, high-street assets and other applicable products.

Develop project-wise sales forecasts and revenue projections.

Identify opportunities for new commercial products and monetisation of available inventory.

Recommend pricing, payment plans, offers and sales schemes based on market intelligence and business requirements.

Monitor competition, market pricing, absorption trends and customer demand.

B. Revenue & Target Management

Own monthly, quarterly and annual commercial sales targets.

Drive achievement of booking and collection targets.

Monitor funnel movement from lead generation to site visit, negotiation and closure.

Ensure timely closure of high-value and strategic transactions.

Track project-wise inventory, ageing and unsold stock.

Develop action plans for slow-moving inventory.

Ensure all bookings are properly reflected in CRM and management reports.

C. Channel & Broker Network

Develop and manage a strong network of Commercial Channel Partners / Brokers.

Identify and onboard productive channel partners.

Establish structured channel partner engagement and incentive mechanisms.

Ensure channel partners are adequately trained on project USPs, pricing, inventory and processes.

Monitor CP productivity, conversion and revenue contribution.

Build relationships with institutional brokers and major commercial real estate networks.

D. Direct & Institutional Sales

Drive direct sales through HNI, corporate, institutional and investor networks.

Build relationships with corporates, retailers, brands, investors, family offices and business owners.

Generate bulk and institutional sales opportunities.

Lead negotiations for high-value transactions.

Develop strategic relationships with anchor tenants / brands wherever applicable.

E. Team Leadership

Lead and mentor the Commercial Sales team.

Set individual and team targets.

Establish review mechanisms for daily, weekly and monthly performance.

Coach the team on prospecting, presentations, negotiations and closures.

Identify capability gaps and coordinate training interventions.

Ensure discipline, productivity and adherence to sales processes.

F. Sales Process & CRM

Ensure complete adherence to the company's sales process.

Ensure lead, visit, follow-up, negotiation and booking data is accurately maintained in CRM.

Review sales pipeline and ageing regularly.

Ensure no opportunity remains unattended or without a defined next action.

Drive data-based sales reviews and forecasting.

G. Customer & Transaction Management

Handle key customer relationships and strategic negotiations.

Ensure smooth coordination between Sales, Legal, Finance, CRM, Marketing and Customer Experience teams.

Support resolution of commercial transaction-related issues.

Ensure proper documentation and compliance before closure.

H. Market Intelligence

Continuously monitor commercial real estate trends.

Track competitor projects, pricing, inventory and offers.

Study emerging commercial micro-markets.

Provide management with regular market intelligence and recommendations

Preferred candidate profile

Post graduate with 15+ years of relevant experience with reputed real estate organisation

Proven expertise in B2B, HNI Sales, CRM conversions,

Perks and benefits

Best and will not be the constraint for the deserving candidate.