Sales Executive at Centum Real Estate

Job Summary

• The Sales Executive is responsible for generating sales, converting leads into customers, and delivering an exceptional client experience throughout the sales journey. The role focuses on prospecting, client engagement, property presentations, sales negotiations, transaction management, and achievement of individual sales targets.
• The Sales Executive serves as a key point of contact for prospective clients and plays a critical role in driving revenue growth, inventory absorption, and customer satisfaction across the company's real estate developments.

Key Responsibilities

Sales Generation & Revenue Delivery (Core Focus)

• Proactively prospect for and self-generate new clients through referrals, networking, corporate and institutional relationships, broker partnerships, digital channels, activations, roadshows, and direct sales initiatives, in addition to converting company-generated leads.
• Generate qualified leads and actively manage the sales pipeline.
• Achieve monthly, quarterly, and annual sales targets.
• Conduct client consultations to understand customer needs and recommend suitable products.
• Present and promote the company's residential, serviced land, commercial, and other assigned investment products and opportunities across the Vipingo portfolio.
• Negotiate sales terms within approved company parameters and support deal closure.
• Apply only approved prices, discounts, incentives, payment plans, and commercial terms, and obtain the required approval before communicating or committing any exception to a customer.
• Follow up consistently with prospective clients to maximize conversion rates.
• Drive inventory absorption and contribute to the achievement of departmental revenue goals.

Client Relations & Customer Experience

• Build and maintain strong relationships with prospective and existing clients.
• Ensure timely responses to client inquiries and requests.
• Provide accurate information regarding products, pricing, payment plans, and transaction processes.
• Guide clients throughout the purchasing process from inquiry to completion.
• Resolve customer concerns promptly and escalate complex issues where necessary.
• Deliver exceptional customer service to encourage referrals and repeat business.

Property Showings & Site Visits

• Conduct property presentations, showroom visits, and site tours for prospective clients.
• Effectively communicate product features, benefits, and investment propositions.
• Ensure clients receive professional and engaging property viewing experiences.
• Participate in and proactively generate business through project launches, exhibitions, roadshows, out-of-town sales activations, corporate engagements, partner channels, and promotional events.
• Collect client feedback and market intelligence during interactions.

Sales Administration & CRM Management

• Maintain accurate client information and sales records within the CRM system, ensuring timely lead response, clear next actions, pipeline-stage accuracy, and active management of lead ageing.
• Ensure all client documentation is complete, accurate, and submitted within required timelines.
• Prepare booking forms, reservation documents, and other required sales documentation.
• Monitor transaction progress and actively follow through on customer payment obligations, coordinating with Finance, Legal, Collections/Customer Experience, and other relevant teams to facilitate smooth sales completion and timely collections.
• Update sales activity reports and pipeline reports regularly.
• Maintain clear ownership of assigned and self-generated opportunities through booking, payment follow-up, transaction completion, and handover, with timely escalation of stalled or at-risk transactions.
• Ensure compliance with company policies and sales procedures.

Market Intelligence & Business Development

• Monitor market trends, competitor activities, and customer preferences.
• Provide feedback to management on customer needs and market opportunities.
• Develop productive relationships with brokers, agents, existing customers, banks, Saccos, corporates, institutional partners, diaspora networks, and other referral partners to generate qualified business.
• Drive strategic business development initiatives aimed at increasing self-generated qualified leads, referral business, market penetration, and conversion across assigned markets.

Showroom & Sales Centre Management

• Ensure showrooms and sales centres maintain high presentation standards.
• Keep marketing materials, project information, and sales tools updated and available.
• Ensure readiness of show units prior to client visits and events.
• Represent the company professionally at all client-facing engagements.

Key Performance Indicators (KPIs)

• Monthly, quarterly, and annual sales achievement.
• Revenue generated.
• Lead conversion rate.
• Pipeline coverage and forecast reliability against individual approved sales targets.
• CRM discipline, including lead response time, lead ageing, next-action compliance, and pipeline-stage accuracy.
• Number of qualified leads generated, including self-generated leads and leads by source.
• Number of property viewings and site visits conducted.
• Customer satisfaction ratings.
• CRM data accuracy and completeness.
• Timely submission of sales documentation.
• Compliance with approved pricing, discount, incentive, documentation, and sales-governance requirements.
• Achievement of approved collection targets and client payment compliance, including follow-up on overdue customer obligations.
• Referral and repeat business generated, including conversion from existing-customer and strategic-partner networks.

Qualifications & Experience

Academic Qualifications

• Bachelor’s degree in business administration, Marketing, Real Estate, Commerce, or a related field.
• Professional training in sales, marketing, or customer relationship management is an added advantage.

Experience

• Minimum of 3-5 years' experience in sales, business development, or customer relationship management, with a demonstrable record of proactively generating and converting business.
• Experience in real estate, banking, insurance, hospitality, or other target-driven sales environments is preferred.
• Demonstrated ability to meet and exceed sales targets.

Skills & Competencies

• Strong sales and negotiation skills.
• Excellent interpersonal and relationship management skills.
• Strong presentation and communication abilities.
• Customer-focused approach.
• High levels of confidence and professionalism.
• Ability to influence and persuade customers.
• Strong organizational and time management skills.
• Good analytical and problem-solving skills.
• Self-motivated and results oriented.
• Proficiency in CRM systems and Microsoft Office applications.