Manager-Collections & Sales Operations

Total Environment; Bengaluru; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

Total Environment in Bengaluru is seeking a senior leader to drive collections, sales operations and revenue realisation across projects. You will own collection targets, monitor forecast vs actuals and work with Finance, Sales, Legal and CRM to close pending collections.

You will also manage sales operations post-closure, track milestones, ensure documentation closure, build SOPs, and provide clear risk visibility through MIS dashboards.

Qualifications

• 10+ years of experience in real estate, preferably in sales operations, collections, revenue management or business operations.
• Strong understanding of the real-estate sales lifecycle.
• Proven experience handling large-value collections and senior stakeholders.
• Strong analytical and MIS capabilities.
• Excellent negotiation, communication and escalation-management skills.
• Ability to work closely with Sales, Finance, Legal, CRM and Projects.
• Strong ownership, commercial understanding and execution orientation.

Responsibilities

• Drive project-wise and month-wise collections targets, monitor actuals vs projections and ensure timely realisation.
• Lead post-sales-to-collection processes, monitor bookings, payments and documentation milestones.
• Prepare management dashboards and provide visibility on risks, cash flows, ageing and project performance.
• Handle high-value customer cases and coordinate with Legal, Finance, CRM and Projects for resolutions.
• Lead and mentor the Collections & Sales Operations team, set KPIs and drive a data-driven culture.
• Identify gaps in the sales/collections lifecycle and implement corrective measures to improve efficiency.

Skills

Real estate lifecycle

Stakeholder management

Analytical & MIS skills

Negotiation & escalation

Leadership & coaching

Job description

Role Overview

Responsible for driving collections, sales operations and revenue realisation across projects, ensuring

1. Collections & Revenue

• Own project-wise and month-wise collection targets.
• Track projected vs. actual collections and drive timely realisation.
• Monitor high-value and critical receivables and ensure timely follow-ups.
• Identify collection risks and escalating issues impacting revenue.
• Work closely with Finance, Sales, Legal and CRM teams to close pending collections.

2. Sales Operations

• Drive the complete Post sales-to-collection process and ensure smooth customer closure.
• Monitor bookings, agreements, payments, Milestone completions at site and other key milestones.
• Ensure timely execution of AFS/agreements and closure of documentation.
• Establish and improve SOPs, processes and controls across Sales Operations.
• Monitor pipeline, ageing, cancellations, forfeitures and refund cases.

3. Business MIS & Reporting

• Prepare and present management dashboards on:
  • Collections
  • Projected collections
  • Receivables ageing
  • Cancellations/refunds
  • Pending documentation
  • Project-wise performance
• Provide management with clear visibility on risks, gaps and expected cash flows.

4. Customer & Stakeholder Management

• Handle critical/high-value customer cases and escalations.
• Coordinate with Legal, Finance, CRM, Projects, Interiors and Sales teams for resolution.
• Ensure customer commitments are tracked and closed within agreed timelines.

5. Team Leadership

• Lead and mentor the Collections & Sales Operations team.
• Set individual and team KPIs and review performance regularly.
• Drive accountability, discipline and process adherence.
• Build a high-performance, data-driven operating culture.

6. Process Improvement

• Identify gaps in the sales and collections lifecycle and implement corrective measures.
• Improve collection efficiency, turnaround times and closure ratios.

Key KPIs

• Monthly / quarterly collection achievement
• Projected vs. actual collections
• Collection efficiency and ageing reduction
• Sales-to-agreement conversion
• Agreement execution TAT
• Cancellation / refund closure TAT
• Customer escalation closure
• Accuracy of collection forecasting
• Team productivity and KPI achievement

Ideal Candidate

• 10+ years of experience in real estate, preferably in sales operations, collections, revenue management or business operations.
• Strong understanding of the real-estate sales lifecycle.
• Proven experience handling large-value collections and senior stakeholders.
• Strong analytical and MIS capabilities.
• Excellent negotiation, communication and escalation-management skills.
• Ability to work closely with Sales, Finance, Legal, CRM and Projects.
• Strong ownership, commercial understanding and execution orientation.