Job Description: Vice President – Sales & Marketing
Department: Sales, Business Development, CRM, and Project Marketing
Reports To: Managing Director / Director /CEO
Location: Pune

1. Role Overview

The Vice President – Sales & Marketing will be responsible for driving the overall sales, leasing and business development function, focusing primarily on commercial real estate projects.

·         The role will lead end-to-end Sales, Leasing, CRM, and Project Marketing to achieve revenue growth targets aligned with the company’s strategic vision to grow 5x in the next five years.

·         This role will own the sales numbers, ensure customer satisfaction through strong CRM processes, drive effective marketing strategies for multiple upcoming projects, and establish a robust channel partner ecosystem.

·         Branding activities will remain outside the scope of this role

2. Key Responsibility Areas (KRAs)

A. Sales and Revenue Growth

• Define and execute sales strategies to achieve monthly, quarterly, and annual sales targets for commercial projects.

• Lead, motivate, and manage the sales team to deliver consistent sales performance.

• Develop sales forecasts, pipeline management, and performance dashboards.

• Drive institutional, channel partner, and direct sales strategies.

• Monitor pricing strategies, discounting, and deal closures in alignment with company profitability goals.

• Ensure the achievement of project-wise and overall organizational revenue goals.

B. Customer Experience Management

·         Customer journey mapping

·         Ensure quality site visits and customer experience across all stages — from awareness, engagement, and acquisition to onboarding and post-occupancy

C. Channel Partner Management

• Develop and implement a structured channel partner acquisition and management process to strengthen sales reach and velocity.

• Identify, onboard, and nurture high-performing channel partners and broker networks.

• Design partner engagement models, incentive structures, and performance tracking systems.

• Conduct regular training, reviews, and events to enhance partner effectiveness.

• Monitor and evaluate channel partner performance against defined KPIs and business goals.

• Ensure transparent communication and long-term relationship management with all partners.

D. Business Development

• Forge and maintain relationships with corporate clients, investors, brokers, and channel partners through regular engagement, events, and communication.

• Participate in strategic planning for land monetization and new project launches.

·         Manage the online reputation through external agencies.

E. Customer Relationship Management (CRM)

• Oversee the entire CRM function to ensure customer satisfaction and timely payments.

• Design and implement customer engagement, feedback, and issue resolution processes.

• Ensure smooth coordination between sales, CRM, and project delivery teams for customer handover and post-sale services.

• Drive digital transformation in CRM tools and analytics for improved customer experience.

• Update clients about site progress.

·         Track every interaction, document it, and follow up

F. Project Marketing (Excluding Branding)

• Develop marketing strategies and campaign roadmaps for each project.

• Collaborate with external marketing agencies for execution — including digital, print, and on-ground activations.

• Define project positioning, communication strategy, and go-to-market approach in line with sales goals.

• Ensure lead generation and marketing ROI are aligned with business objectives.

• Manage marketing budgets, timelines, and agency performance.

G. Leadership and Team Management

• Build, lead, and mentor a high-performing sales, BD, CRM, and channel partner team.

• Set performance goals, conduct reviews, and ensure capability development.

H. Strategic Contribution & Market Research 

• Use data-driven insights to inform strategic decisions for sales expansion and project planning.

• Conduct market research to understand the trends, prices, sizes, and new offerings.

I.   Project launch & Customer Events

·         Organize events for project milestones

·         Organize handover events and investor presentations.

3. Key Performance Indicators (KPIs)

KPI Area

Key Metrics / Indicators

Target / Expectation

Revenue Achievement

% of annual sales target achieved (project-wise and overall)

100% of approved target

Sales Conversion Ratio

Leads converted to bookings (%)

≥ 20% (project average)

Business Development

Number/value of new clients or partnerships initiated

As per annual BD plan

Customer Retention & Satisfaction

Customer satisfaction index, repeat sales, or referrals

≥ 90% satisfaction; measurable repeat/referral growth

CRM Efficiency

Average query resolution time / TAT

< 24 hours

Collection Efficiency

% of receivables collected on schedule

≥ 95%

Channel Partner Acquisition & Performance

Number of active partners onboarded and their contribution to total sales

≥ 60% contribution from channel partners

Marketing ROI

Cost per lead (CPL) and cost per booking (CPB)

Within approved budget and ROI benchmark

Agency Management

Timely delivery and quality of marketing campaigns

100% adherence to project timelines

Team Performance

% of sales team achieving targets

≥ 80% of team

Forecast Accuracy

Variance between forecast and actual sales

≤ 10% deviation

Strategic Growth Contribution

Support for new project feasibility / growth initiatives

Timely inputs, 100% participation

4. Competencies Required

• Proven leadership in commercial real estate sales and marketing.

• Strong business acumen with ability to drive profitability and growth.

• Analytical mindset with data-driven decision-making skills.

• Excellent communication, negotiation, and relationship management.

• Expertise in Customer experience management, engagement, and performance management.

• Strategic thinker with operational execution capability.

• Experience in managing large teams and multiple stakeholders.