Head of Sales- Real Estate

Overview

• As **Head of Sales**, you will build and lead a high-performing sales engine for Meraki Developers—driving unit sales, channel partner performance, pipeline quality, and predictable forecasting.
• You’ll set the strategy, coach the team, tighten the process, and make sure every lead has a clear next step.
• This is not a “sit and supervise” role.
• This is hands-on leadership: targets, conversions, launches, brokers, CRM discipline, and deal closure.
• Key Responsibilities1) Sales Strategy & Revenue Delivery* Own and deliver sales targets across all projects (primary sales).
• Build quarterly and monthly sales plans: targets, product focus, pricing guidance, launch timeline alignment.
• Define go-to-market approach for each project (unit mix, buyer personas, channel split, campaign support needs).
• Drive structured sales cadence: daily leads review, weekly pipeline review, monthly forecast review.
• 2) Team Leadership & Performance Management* Lead, coach, and develop the sales team: Managers, TLs, Consultants.
• Set clear KPIs: calls, follow-ups, meetings, site visits, offers, bookings, conversion rates.
• Conduct weekly 1:1s, role-plays, objection handling sessions, and deal clinics.
• Hire, onboard, and structure the team based on project pipeline and launch timelines.
• Set a performance culture: accountability, speed, and professionalism.
• 3) Channel Partners & Broker Network* Build and manage broker relationships and channel partner strategy.
• Create broker performance plans: activation, incentives, training, and lead allocation rules.
• Run broker briefings and product trainings; ensure brokers sell the right inventory with correct messaging.
• Maintain broker compliance and documentation standards (KYC, approvals, commission rules).
• 4) Sales Operations, CRM & Pipeline Discipline* Own CRM hygiene (e.g., Bitrix/Zoho/Salesforce—whatever Meraki uses).
• Implement clear definitions: MQL/SQL, pipeline stages, follow-up SLAs, lead scoring.
• Track pipeline health: source performance, lead aging, drop-off reasons, conversion by stage.
• Ensure every lead is logged, every interaction is captured, and every deal has documents ready.
• 5) Pricing, Offers, Negotiation & Closures* Lead negotiations on key deals and support team on difficult closures.
• Coordinate pricing, offers, and approvals with senior management.
• Ensure booking-to-SPA/contract journey is smooth and fast (no deals lost due to delays).
• Manage reservation, booking, cancellation, and refund processes with tight controls.
• 6) Customer Experience & Handover Readiness* Ensure buyers feel guided, not chased.
• Coordinate with customer support/CRM team for buyer communication, document collection, and updates.
• Partner with Operations/Project team for realistic delivery timelines and buyer expectations.
• 7) Reporting, Forecasting & Business Insights* Provide accurate weekly/monthly forecast: bookings, revenue, cash collection outlook.
• Build dashboards for leadership: pipeline, performance, brokers, campaign ROI, conversion rates.
• Identify trends early (price resistance, unit preference shifts, competitor moves) and act fast.
• 8) Cross-Functional Collaboration* Work with Marketing on lead quality, campaign conversion, and launch messaging.
• Work with Finance on payment plans, receivables risks, commission structures, and revenue reporting.
• Work with Legal/Admin on SPA readiness, buyer documentation, and compliance.
• **Requirements**
• Experience* 10–15 years in real estate sales (Dubai strongly preferred).
• At least 5 years in a senior sales leadership role (Head/Director/GM Sales).
• Strong exposure to developer sales, off-plan launches, and broker-driven markets.
• Skills* Proven sales target delivery with strong team leadership.
• Deep understanding of the Dubai broker ecosystem and channel partner operations.
• Strong negotiation and closing skills—can step into key deals.
• Highly process-driven: CRM discipline, pipeline visibility, forecasting accuracy.
• Strong communication and stakeholder management.