Sales Manager at Centum Real Estate

Job Summary

• The Sales Manager is responsible for driving sales performance, revenue growth, and customer acquisition across the company's real estate portfolio. The role provides leadership to the sales team, develops and executes sales strategies, oversees client relationships, and ensures seamless coordination of the sales process from lead generation through transaction closure.
• The Sales Manager is accountable for achieving approved sales and collections targets, maintaining high standards of client service, ensuring operational excellence within the sales function, and supporting the successful commercialization and cash realization of the company's projects.

Key Responsibilities

 Sales Leadership & Revenue Growth (Core Focus)

• Develop and implement sales strategies to achieve monthly, quarterly, and annual sales targets.
• Drive revenue generation and inventory absorption across all assigned projects.
• Own the achievement of approved sales and collections targets across assigned projects, including monthly forecasting, pipeline conversion, inventory absorption, and implementation of corrective actions where performance is below target.
• Lead, coach, and motivate the sales team to achieve individual and team performance targets.
• Monitor sales pipeline performance by source, lead allocation, response time, ageing, conversion, and closure rates, and implement corrective actions where necessary.
• Develop monthly rolling sales and collections forecasts and provide regular business performance updates against approved targets.
• Identify new market opportunities and recommend strategies to increase market share.
• Establish and manage strategic relationships with brokers, agents, investors, banks, Saccos, corporates, diaspora partners, institutional partners, and other business partners.

Client Relations & Customer Experience

• Build and maintain strong relationships with prospective and existing clients.
• Ensure timely and professional engagement with all customer inquiries and sales opportunities.
• Manage key client negotiations and support the closure of high-value transactions.
• Oversee the resolution of customer concerns and escalations.
• Ensure a seamless customer journey from inquiry to handover.
• Promote exceptional service standards across the sales team.

Sales Operations & Administration

• Oversee sales documentation including booking forms, sale agreements, reservation forms, and transaction records.
• Ensure completeness, compliance, and accuracy of all customer documentation.
• Ensure all discounts, incentives, commissions, payment-plan concessions, and other special commercial terms are applied strictly within the approved authority matrix and documented approvals; escalate all exceptions before commitment to the customer.
• Monitor transaction progress and coordinate with Legal, Finance, Customer Experience, and Project teams to facilitate timely closings.
• Review sales reports, pipeline reports, and deal tracking updates regularly.
• Establish a disciplined weekly and monthly sales-management cadence covering target achievement, pipeline coverage, forecast accuracy, collections, ageing, lead-source performance, and agreed recovery actions.
• Ensure effective CRM utilization and data integrity within the sales function.
• Drive collection performance across the sales portfolio and coordinate with the Finance team to ensure customer payments are received in line with contractual obligations and approved collection targets, while proactively addressing overdue balances.

Team Management & Performance Monitoring

• Set performance goals and KPIs for sales executives and sales support teams, including individual and team sales, collections, lead generation, conversion, pipeline, referral, and CRM-discipline measures.
• Conduct regular performance reviews, coaching sessions, and capability development initiatives, and implement structured performance-improvement/action plans where performance is below target.
• Identify training needs and implement sales development programs.
• Foster a high-performance, customer-centric, and results-driven culture.
• Support recruitment, onboarding, and retention of sales talent.

Marketing & Business Development

• Collaborate with the Marketing team in planning and executing campaigns, activations, exhibitions, and property launches.
• Provide market intelligence and customer insights to inform business decisions.
• Develop and participate in strategic local, out-of-town, diaspora, corporate, institutional, banking, Sacco, broker, and referral partnerships that support lead generation and sales conversion.
• Drive digital lead generation initiatives and ensure effective lead management processes.
• Evaluate campaign performance and optimize conversion strategies.

Showroom & Sales Experience Management

• Ensure all showrooms, show houses, and sales centers consistently meet company presentation standards.
• Oversee readiness of marketing collateral, presentations, and client-facing materials.
• Ensure client visits, site tours, and sales events are professionally managed.
• Maintain high standards of customer experience throughout property presentations and site visits.
• Monitor showroom performance and effectiveness as a sales conversion channel.

Key Performance Indicators (KPIs)

• Achievement of monthly, quarterly, and annual sales targets.
• Revenue generated from property sales.
• Inventory absorption rate.
• Lead-to-sale conversion rate.
• Sales pipeline growth and quality.
• Sales forecast accuracy and adequacy of qualified pipeline coverage against approved targets.
• Lead-management effectiveness, including allocation, response time, ageing, conversion by source, and closure rates.
• Customer satisfaction and retention rates.
• CRM accuracy and utilization.
• Timeliness and accuracy of sales reporting.
• Achievement of monthly, quarterly, and annual collection targets, including recovery of overdue customer balances.
• Team productivity and performance against targets.
• Compliance with approved pricing, discount, incentive, commission, and commercial-approval controls.
• Showroom readiness and customer experience ratings.

Qualifications & Experience Academic Qualifications

• Bachelor’s degree in business administration, Marketing, Real Estate, Commerce, or a related field.
• Professional qualification in Sales, Marketing, Real Estate, or Business Management will be an added advantage.

Experience

• Minimum of 5-8 years' experience in sales, business development, or customer relationship management.
• At least 3 years' experience in a supervisory or managerial role.
• Demonstrated success in achieving and exceeding sales targets.
• Experience in real estate sales, property development, or a highly structured sales environment is highly desirable.
• Experience managing sales teams and driving performance improvement initiatives.

Skills & Competencies

• Strong sales leadership and team management capabilities.
• Excellent negotiation and deal-closing skills.
• Strong business development and relationship management skills.
• Excellent communication and presentation skills.
• Strategic thinking and commercial acumen.
• Strong analytical and reporting capabilities.
• Customer-centric mindset.
• Ability to work under pressure and achieve ambitious targets.
• Strong problem-solving and decision-making abilities.
• High level of integrity and professionalism.

Career Growth Opportunities

• Head of Sales
• Commercial Manager
• General Manager - Commercial

Strategic Importance of the Role

• The Sales Manager plays a critical role in driving revenue generation, inventory absorption, customer acquisition, and market penetration. The position directly influences the commercial success of Centum Real Estate developments by ensuring effective execution of sales strategies, maintaining superior customer experience standards, and leading a high-performing sales team. Through strong leadership and commercial excellence, the role contributes significantly to profitability, cash flow generation, and achievement of the organization's strategic growth objectives.