Sales Manager

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.

Candidate requirements

• 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.

Required skills