Head of Direct Sales

Role: Head - Direct Sales

Department: Sales

Location: Delhi

Industry: Luxury Real Estate

Role Overview

The Direct Sales Head will lead and manage the end-to-end direct sales function for luxury residential projects at TARC. The role focuses on driving revenue generation, building a high-performance sales team, strengthening customer relationships, and ensuring seamless internal coordination to deliver an exceptional buying experience consistent with TARC's luxury positioning.

1. Internal Process Perspective

Key Responsibilities

• Develop and implement sales strategies, SOPs, and workflows for direct sales across all luxury projects.
• Ensure smooth coordination with CRM, Marketing, Design, Projects, Legal, Contracts, Hospitality, and Experience Centre teams for seamless customer handling.
• Streamline lead allocation, response time, site visit planning, documentation, and booking processes.
• Monitor adherence to sales protocols, documentation accuracy, pricing approvals, and discount governance.
• Drive consistent usage of sales tools such as Farvision, CRM systems, trackers, dashboards, and reporting formats.
• Ensure timely closure of internal approvals (pricing, offers, special cases, unit holding, inventory).
• Conduct periodic audits of sales processes to eliminate leakages and improve efficiency.
• Oversee alignment between marketing-generated leads and sales conversion expectations.

2. People Perspective

Key Responsibilities

• Build, lead, and mentor a high-performing luxury sales team.
• Conduct regular training sessions on product knowledge, soft skills, negotiation, customer experience, and TARC brand values.
• Drive a culture of discipline, ownership, and performance.
• Set clear KRAs, KPIs, targets, and performance standards for sales team members.
• Conduct weekly, monthly, and quarterly performance reviews and take corrective actions where required.
• Encourage cross-functional collaboration and ensure unified representation of brand TARC.
• Identify manpower gaps and support hiring of best-in-class sales talent.
• Promote ethical selling practices and ensure adherence to company policies.

3. Customer Perspective

Key Responsibilities

• Deliver a world-class customer experience befitting TARCs luxury positioning.
• Ensure timely response to all leads, follow-ups, site visits, and query resolutions.
• Engage personally with high-value HNI clients, influencers, and channel partners for premium closures.
• Oversee the hospitality experience at sales galleries and project sites.
• Ensure accurate project presentations, walkthroughs, and unit showcases.
• Build long-term customer relationships and support repeat and referral sales.
• Manage customer escalations professionally and close them with high satisfaction.
• Uphold TARCs reputation for integrity, transparency, and premium service.
• Work closely with CRM to ensure smooth pre- and post-booking communication and documentation.

4. Financial Perspective

Key Responsibilities

• Achieve monthly, quarterly, and annual sales targets for all luxury projects.
• Drive sales forecasting, pipeline management, and revenue planning.
• Monitor unit-wise inventory movement and prioritize high-value inventory sales.
• Ensure disciplined discounting and maintain project profitability.
• Strategize pricing, offers, and sales campaigns in coordination with leadership.
• Track cost of sales, lead-to-booking ratios, and optimize sales expenditures.
• Strengthen direct sales contribution to overall revenue.
• Review MIS reports, dashboards, and conversion funnels to drive financial outcomes.

Desired Qualifications & Experience

• 1218 years of experience in luxury real estate direct sales .
• Strong track record of closing large-ticket luxury residential deals.
• Deep understanding of NCR luxury market, HNI profiles, and purchasing behaviour.
• Excellent communication, negotiation, and relationship-building skills.
• Team leadership experience with strong people management capabilities.
• High level of professionalism, grooming, and presentation aligned with luxury clientele.

Core Competencies

• Strategic Sales Planning
• Luxury Customer Experience Management
• High-Value Negotiation & Closures
• Team Leadership & Coaching
• Analytical Thinking & Reporting
• Cross-functional Collaboration
• Ethical & Transparent Selling