Lead - Closing (Luxury Sales)

Larsen & Toubro; Mumbai; On-site; INR 2,500,000 - 4,500,000; Full time

Job summary

Larsen & Toubro Limited in Mumbai is seeking a Team Lead - Direct Sales to steer the direct sales team toward achieving order bookings and revenue targets. You will supervise sales activities, ensure timely collections, and maintain high customer satisfaction across projects.

The role demands 10+ years in Real Estate Sales with MBA/PGDM in Marketing, strong leadership, and excellent stakeholder management.

Qualifications

• MBA or PGDM in Marketing is preferred.
• 10+ years of Real Estate Sales experience required.
• Proven leadership of direct sales teams.
• Strong communication and customer relationship skills.

Responsibilities

• Lead the direct sales team to achieve order booking and revenue targets.
• Drive timely sales and collections within budgeted timelines.
• Develop relationships with corporate and HNI clients.
• Coordinate with internal teams to resolve customer queries and close deals.

Skills

Data analytics

SFDC

Structured selling

Negotiation

RERA compliance

Education

MBA / PGDM in Marketing

Tools

SFDC

Job description

• Sales collections

SECTION I: BASIC INFORMATION

Job Family

Sales, Business Development, Marketing

Role

Team Lead - Direct Sales

Reporting To

Site Head - Sales

Workplace Classification

Site

SECTION II: ROLE SUMMARY (Purpose of the Role)

The position is responsible for leading the direct sales team to achieve the order booking and sales revenue targets, unit sales and collections within budgeted timelines, ensuring customer satisfaction for the assigned project/s.

SECTION III: KEY RESPONSIBILITIES/ ACCOUNTABILITIES

Financial / Functional Perspective

• Order booking for the project through the team
• Sales revenue achievement through team performance
• Adherence to budgeted time for selling
• Sales collections
• To follow up on outstanding collections data and guide team for closure

Customer Perspective

• Responsiveness to customer queries and issues including escalations
• To proactively contact potential customers to promote the project
• To promptly respond on sales enquires so as to maximize sales conversions
• To develop relations with existing & new key customers (E.g. Corporates, HNI Clients)
• To ensure after sales support to the customers at the project through coordination with team

Internal Process Perspective

• To participate in conceptualization & launch of sales initiatives to maximize order booking for the project
• To consistently evaluate market trends and competitor moves to protect existing sales and maximize future sales opportunities
• To ensure generation of leads through calls, references etc and monitor team lead generation efforts
• To coordinate with other functions viz. Sales Admin, Engineering, Legal on customer queries
• To maintain relationships with Partners (brokers/ property consultants) to ensure market penetration in the region
• To be involved in negotiating deals with customers especially key / high-value deals
• To maintain accurate and timely data related to the project sales and existing / potential customers and review team MIS
• To ensure effective implementation of Marketing initiatives to drive sales for the project
• To liaise with centralized Marketing team for all communication (viz. brochures, mailers, pictures) related to the project
• To track competitor movements in the location and strategies for their properties and communicate the market intelligence
• To visit the project site on a regular basis

Learning & Growth / Developmental Perspective

• Keep abreast of developments in the area
• Manage the team effectively by coaching, mentoring, provide periodic feedback and exposure to enhance learning
• To share best practices within the project/ region
• To continuously track changing trends, customer requirements & feedback and conveying the same to the Project Sales Head

SECTION IV: KEY INTERACTIONS

Internal Stakeholder

Purpose of Interaction

Top Management

Function Head/ BU Head/ Project Head/ Cluster Head

All Functional Heads

Project Heads

External Stakeholder

Purpose of Interaction

Customers

Suppliers

Contractors

External Consultants

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 10 years in Real Estate Sales

Nature of

Experience

• Real Estate 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 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 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)

• NA

ROLE PROFILE DOCUMENTATION

Document Owner

Date