Sales Manager

Role Overview

The Sales Manager leads the commercial effort for a portfolio of real estate projects, turning market interest into completed sales and customer payments. This includes guiding the sales team, managing the pipeline from first inquiry to transaction close, and working across the business to resolve obstacles that could affect conversion, collections, or the customer experience.

The role is central to project performance: its results influence inventory absorption, revenue, cash flow, and the quality of clients’ experience from initial contact through handover.

Key Responsibilities

• Set and deliver sales strategies and monthly, quarterly, and annual plans for assigned projects, with corrective actions when performance falls short.
• Lead sales forecasting and pipeline reviews, tracking lead sources, allocation, response times, ageing, conversion, closure rates, inventory absorption, and forecast reliability.
• Manage, coach, and develop sales staff; set individual and team KPIs, review performance, address capability gaps, and create improvement plans where needed.
• Build relationships with clients and commercial partners, including brokers, agents, investors, banks, Saccos, corporates, diaspora contacts, and institutional organisations.
• Handle important negotiations, support high-value deal closures, and ensure customer concerns are resolved promptly and professionally.
• Oversee sales records and customer documentation, including reservations, booking forms, sale agreements, and transaction files; maintain accurate CRM records and reporting.
• Keep all pricing concessions, discounts, commissions, incentives, and payment-plan exceptions within approved authority and obtain documented approval before making commitments.
• Coordinate with Finance, Legal, Customer Experience, Project, and Marketing teams to progress transactions, meet collection targets, follow up overdue balances, and support launches, campaigns, site visits, and sales events.
• Maintain the readiness of showrooms, show houses, sales centres, presentations, and other client-facing materials, and assess how effectively these channels generate sales.

Requirements & Qualifications

• Bachelor’s degree in Business Administration, Marketing, Real Estate, Commerce, or a related discipline.
• Five to eight years of experience in sales, business development, or customer relationship management, including at least three years in a supervisory or management position.
• Evidence of meeting or exceeding sales targets and leading a team to improve performance.
• Experience in real estate sales or property development is strongly preferred; experience in another structured sales environment may also be relevant.
• Professional qualifications in sales, marketing, real estate, or business management are an advantage.
• Strong team leadership, coaching, negotiation, relationship-building, and closing skills.
• Commercial judgement and the ability to analyse sales pipelines, forecasts, conversion data, collections, and performance reports.
• Clear communication and presentation skills, sound decision-making, and a customer-focused approach.
• Integrity, professionalism, and the ability to maintain focus under pressure while working toward demanding targets.

What We Offer / Why Join

The role offers a path toward broader commercial leadership, with potential progression to Head of Sales, Commercial Manager, or General Manager – Commercial.