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 TARC’s 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 TARC’s 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

12–18 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