Cluster Head - Sales Leadership

SECTION I: BASIC INFORMATION

Job Family

Sales & Marketing

Role

Cluster Head (Sales)

Reporting to:

Chief Sales & Marketing Officer

Workplace Classification

Site

SECTION II: ROLE SUMMARY (Purpose of the Role)

The Cluster head (Sales) is responsible for overall sales leadership and performance of a cluster of projects, encompassing Direct Sales and Channel Sales. The role drives order booking, sales revenue, unit sales and collections across projects within budgeted timelines, while ensuring high customer satisfaction, effective channel governance, strong site leadership, and alignment with organizational sales strategy.

SECTION III: KEY RESPONSIBILITIES/ ACCOUNTABILITIES

Financial / Functional Perspective

• Drive order booking, sales revenue, unit sales and collections across multiple projects within the cluster
• Ensure achievement of cluster-level sales targets, speed of sales and contribution margins
• Monitor and govern collections performance, ageing and recovery across sites
• Support closure of strategic and high-value deals to maximize cluster revenue
• Ensure adherence to approved pricing, discounting and approval frameworks

Customer Perspective

• Ensure consistent and high-quality customer experience across all projects in the cluster
• Oversee resolution of customer escalations and critical issues
• Build and maintain strategic relationships with key customers, corporates and HNI clients
• Ensure strong after-sales governance and customer satisfaction metrics across sites

Internal Process Perspective

• Lead conceptualization and rollout of cluster-level sales initiatives to maximize order booking
• Track and analyze market trends, competitor movements and micro-market dynamics across locations
• Provide governance over lead generation, walk-ins, conversions and closures across sites
• Guide and review Direct Sales and Channel Sales strategies at site level
• Oversee development, performance and optimization of channel partners
• Coordinate with Sales Admin, Engineering, Legal, Finance and Marketing for smooth sales execution
• Ensure robust MIS, dashboards, reviews and reporting at cluster level
• Ensure effective implementation of marketing and BTL initiatives across projects
• Conduct regular site visits and performance reviews to ensure sales discipline

Learning & Growth / Developmental Perspective

• Lead, mentor and develop Site Heads and sales leadership teams across the cluster
• Identify capability gaps and training needs and drive development initiatives
• Build a strong leadership pipeline and succession plan for sales roles
• Share best practices and success models across projects and regions
• Stay updated on industry trends, customer preferences and evolving sales practices

SECTION IV: KEY INTERACTIONS

Internal Stakeholder

Purpose of Interaction

Top Management

Function Head/ BU Head/ Project Head/ Cluster Head

All Functional Heads

Project Heads

Go To Market Team

External Stakeholder

Purpose of Interaction

Customers

Channel Partners

SECTION V: KNOWLEDGE & EXPERIENCE

KNOWLEDGE

Minimum Qualifications

• Masters in Business Administration (MBA) / Post Graduate Diploma in Management (preferably in Marketing)

Language Skills

• English 
• National (Preferred)
• Regional (Desirable)

EXPERIENCE

Years of Experience

• Minimum 15 years in Real Estate Sales (Preferable)

Nature of 

Experience

• Sales & Marketing

SECTION VI: TECHNICAL & LEADERSHIP / BEHAVIORAL SKILLS REQUIRED TO EXECUTE THE ROLE

SKILLS

Technical Skills
(if available)

• Ability to capture and interpret data to identify trends and actionable insights on bottlenecks and inefficiencies and guide decision-making by using relevant analytical tools and visualizing data to prepare detailed update reports and dashboards on key KPIs
• Ability to use SFDC to manage leads, update interactions, track pipeline stages, and maintain accurate data to support timely follow?ups and informed sales decisions.
• Ability to understand and apply provisions of the Real Estate (Regulation and Development) Act (RERA) relevant to sales activities—such as project registration, permitted representations, disclosures, booking process, documentation, and timelines—to ensure sales practices remain compliant, transparent, and legally sound.

Leadership / Behavioral Skills
(if available)

• Ability to set long-term goals, make critical decisions, guide and motivate teams, mentor employees, give feedback and demonstrate time management to delegate responsibilities effectively.
• Ability to identify customer needs, present property offerings effectively, handle objections, and guide prospects through the sales journey by using structured selling techniques, persuasive communication, product knowledge, and relationship?building to achieve conversion targets while ensuring a positive customer experience.
• Ability to engage customers in structured negotiations to align pricing, payment terms, offers, and commitments within approved commercial frameworks, by balancing customer expectations with organizational objectives while safeguarding margins, compliance, and long?term relationships.
• Ability to plan and manage sales targets and pipelines while applying financial forecasting and risk analysis to ensure profitable growth, cash?flow stability, and achievement of business objectives.
• Ability to analyze sales?related challenges and objections—such as pricing concerns, documentation issues, eligibility constraints, or timeline conflicts—and develop practical, compliant solutions that enable deal closure, minimize escalations, and enhance customer confidence.

ROLE PROFILE DOCUMENTATION

Document Owner

Date