Sales Team Lead

Responsibilities:

Revenue Generation and Target Delivery:

• Translate assigned revenue targets into monthly, weekly, and individual sales plans.
• Deliver personal sales targets while taking responsibility for the team’s overall performance.
• Drive sales of luxury properties, including properties valued at ₦400 million and above.
• Grow residence revenue through individual bookings, corporate accommodation, extended stays, and repeat business.
• Monitor performance against targets and implement corrective actions promptly.
• Pursue revenue growth while maintaining approved pricing and protecting profit margins.

Business Development and Client Acquisition:

• Identify and engage high-net-worth individuals, property investors, corporate buyers, and prospective residence clients.
• Generate qualified opportunities through prospecting, referrals, networking, digital enquiries, and industry events.
• Build productive relationships with brokers, estate agents, relocation consultants, corporate organisations, and referral partners.
• Identify opportunities for repeat purchases, referrals, cross-selling, and corporate accommodation arrangements.
• Maintain a clear understanding of client needs, budgets, decision criteria, and purchase timelines.

Sales Conversion and Deal Closure:

• Manage opportunities from initial enquiry through qualification, inspection, proposal, negotiation, documentation, and payment.
• Personally lead priority negotiations and support team members with complex transactions.
• Deliver persuasive presentations that communicate property features, location benefits, service standards, and commercial value accurately.
• Ensure every active opportunity has a clear next action, responsible owner, and expected closing date.
• Address objections promptly and escalate pricing, documentation, or operational issues that could delay conversion.
• Avoid unauthorised commitments concerning discounts, investment returns, property delivery dates, or service availability.

Team Leadership and Coaching:

• Supervise the daily activities of sales executives and establish clear performance expectations.
• Allocate leads fairly, define follow-up responsibilities, and monitor execution.
• Conduct regular pipeline reviews, coaching sessions, and individual performance discussions.
• Accompany team members on important client meetings and property inspections where required.
• Identify skill gaps and provide practical coaching in prospecting, product knowledge, negotiation, and closing.
• Address underperformance with clear improvement actions and escalate persistent concerns to the Head of Sales.
• Promote urgency, collaboration, integrity, and accountability.

Pipeline Management and Forecasting:

• Maintain accurate CRM records covering leads, client interactions, opportunity values, sales stages, and expected payment sates.
• Track conversion rates, sales cycle duration, stalled opportunities, and reasons for lost business.
• Prepare realistic weekly and monthly forecasts supported by evidence.
• Maintain sufficient qualified pipeline coverage to support assigned targets.
• Present concise performance reports identifying results, risks, and actions required.

Collections and Transaction Coordination:

• Agree and communicate approved payment terms clearly to clients.
• Coordinate with Finance to track deposits, instalments, outstanding balances, and payment milestones.
• Follow up on overdue payments professionally and escalate collection risks promptly.
• Work with Legal and Operations to ensure documentation, availability, and handover arrangements support timely completion.
• Ensure payments follow approved company channels and clients receive appropriate confirmation.

Residence Sales and Corporate Accounts:

• Develop relationships with corporate travel coordinators, executive assistants, relocation firms, and other accommodation decision-makers.
• Promote residence offerings based on client requirements, approved rates, and confirmed availability.
• Coordinate with the residence operations team to support accurate bookings and smooth guest experiences.
• Encourage repeat bookings and longer stays through responsive account management.
• Monitor booking cancellations, client feedback, and account performance to identify retention opportunities.

Marketing Collaboration and Customer Experience:

• Work with Marketing to improve lead quality and campaign conversion.
• Provide market feedback on buyer preferences, competitor offerings, pricing, and objections.
• Ensure listings, proposals, and presentations use accurate, approved information.
• Maintain professional communication throughout the sales journey and after completion.
• Resolve client concerns within delegated authority and escalate issues requiring management intervention.

Requirements:

• Bachelor’s degree in Marketing, Business Administration, Estate Management, Hospitality Management, or a related discipline.
• Relevant professional training in sales, negotiation, real estate, or customer relationship management is an advantage.
• Minimum of 5 years’ relevant experience in sales or business development, including experience supervising or leading a sales team.
• Demonstrated success in luxury real estate, premium hospitality, serviced residences, or a closely related high-value sales environment.
• Verifiable evidence of targets achieved, revenue generated, and transactions personally closed.
• Experience managing sales pipelines, preparing forecasts, and following through on payment collections.
• Familiarity with the Abuja property and hospitality markets is an advantage.

Commercial and Technical Skills:

• Strong prospecting, negotiation, objection-handling, and closing capabilities.
• Ability to engage high-net-worth individuals, investors, and corporate decision-makers confidently.
• Ability to interpret sales data and translate findings into practical commercial actions.
• Proficiency in CRM systems, Microsoft Excel, PowerPoint, and sales reporting tools.
• Sound understanding of pricing discipline, payment structures, and transaction documentation.
• Ability to prioritise opportunities and deliver results within agreed timelines.

Leadership and Personal Attributes:

• Practical team leadership and coaching skills.
• Strong communication, presentation, and relationship-management abilities.
• High levels of ownership, initiative, resilience, and professional integrity.
• Attention to detail and sound judgement when handling client information and commercial commitments.
• Willingness to undertake property inspections, client visits, and relevant sales events.

Key Performance Indicators:

Performance will be assessed against agreed targets covering:

• Personal and team revenue achievement.
• Cash collections against agreed payment milestones.
• Completed property transactions and residence booking revenue.
• Qualified pipeline value and coverage.
• Lead-to-inspection, proposal-to-close, and booking conversion rates.
• Sales cycle duration and forecast accuracy.
• Sales executive productivity and target attainment.
• Revenue generated through brokers, referrals, and corporate accounts.
• Repeat business, client retention, and customer satisfaction.
• Compliance with pricing, CRM, documentation, and reporting requirements.