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.

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