Architectural Sales Specialist

Company Description SALES ARCHITECTDepartment

Sales & Business Development

Reports To

Sales & Design Lead / Head of Sales

Location

Chennai- Thoraipakkam

1. ROLE PURPOSE

To convert qualified residential enquiries into paid Project Feasibility & Concept Plan engagements and subsequently into Design + Build projects by understanding the client's aspirations, building confidence in Architeca's process, communicating the value of professional design and construction, and guiding the client through a structured sales journey.

The Sales Architect must sell confidence before construction—not free drawings.

2. KEY RESPONSIBILITYA. Conduct Discovery Consultations

Conduct a structured 45–60 minute Discovery Consultation with qualified prospects.

Understand:

• Family requirements
• Lifestyle and aspirations
• Budget expectations
• Project timeline
• Plot status and site context
• Previous inspirations
• Design preferences
• Construction expectations
• Decision-making structure
• Client concerns and previous experiences

The objective is discovery, not design.

The Sales Architect should demonstrate that Architeca understands the problems clients face during home building, without prematurely giving away detailed solutions.

B. Position Architeca's Design + Build Process

Clearly explain:

• Architeca's Design + Build methodology
• Client journey
• Different stages of engagement
• Scope and deliverables at each stage
• Design as a professional paid service
• Difference between design and construction
• Payment milestones
• Expected client involvement
• Next steps

The Sales Architect must ensure that the client understands what they are buying, why they are buying it and what outcome they can expect.

C. Present & Sell the Project Feasibility & Concept Plan

Convert qualified Discovery Consultation clients into the paid Feasibility & Concept Plan Package.

Explain the value of:

• Site study
• Requirement collection
• Concept floor plan
• Construction budget estimation
• Customisation considerations
• Site-condition considerations
• Design path determination
• Project roadmap

The Sales Architect must position the package as a risk-reduction and decision-making service, rather than selling a drawing.

D. Close Stage 2

Own the conversion from:

Discovery Consultation → Project Feasibility & Concept Plan

Responsible for:

• Presenting the package
• Handling objections
• Clarifying scope
• Explaining investment
• Following up systematically
• Creating urgency where appropriate
• Securing payment
• Coordinating the next stage

E. Convert Feasibility Clients into Design + Build Projects

Participate in the commercial conversion from:

Feasibility Package → Design + Build Agreement

Work with the relevant Architect / Operations / Leadership team to communicate:

• Construction proposal
• Design proposal
• Design package options
• Construction methodology
• Project roadmap
• Commercial terms
• Payment milestones
• Next steps

The Sales Architect should guide the client toward a decision rather than simply forwarding quotations.

F. Design Package Positioning

Understand and confidently communicate the difference between:

Standard Design Package

and

Personalised Design Package

Explain the value of:

• Senior Architect involvement
• Curated material and finish selection
• Personalised design
• Premium elevation development
• Design reviews
• Senior Architect site visits

The Sales Architect should recommend the appropriate design route based on the client's requirements rather than simply pushing the higher-priced package.

G. Client Follow-up & Opportunity Management

Own follow-up for assigned prospects until the opportunity reaches a clear outcome.

Maintain accurate CRM information including:

• Lead status
• Qualification information
• Consultation status
• Client requirements
• Budget
• Timeline
• Decision makers
• Objections
• Next action
• Follow-up date
• Conversion stage
• Lost reason

No opportunity should remain without a defined next action and next action date.

H. Commercial & Architectural Understanding

Maintain sufficient knowledge of:

• Residential architecture
• Construction methodology
• Basic structural concepts
• MEP coordination
• Building materials
• Interior design
• Construction costing
• Design packages
• Construction packages
• Project timelines
• Site conditions
• Client decision-making factors

The Sales Architect is not expected to provide detailed architectural design during sales, but must possess enough technical understanding to build credibility and identify when specialist involvement is required.

3. WHAT THE SALES ARCHITECT MUST NOT DO

The Sales Architect must strictly protect Architeca's design value.

Do NOT:

• Prepare free floor plans
• Draw concepts during Discovery
• Suggest detailed layouts
• Provide detailed architectural solutions for free
• Select materials as part of free consultation
• Conduct free design consultations
• Promise solutions outside the approved scope
• Negotiate blindly on price
• Commit technical deliverables without internal confirmation

The Discovery Consultation is for understanding the client—not designing the house.

4. SALES PROCESS OWNERSHIP

The Sales Architect is primarily accountable for:

Qualified Lead

↓

Discovery Consultation

↓

Project Feasibility & Concept Plan

↓

Design + Build Conversion

The CRM / Client Relationship team supports qualification, scheduling, CRM and follow-ups, while the Sales Architect owns the consultative conversion.

5. KEY PERFORMANCE INDICATORSPrimary KPIsConversion KPIs

1. Lead → Discovery Consultation Conversion
2. Discovery Consultation → Feasibility Package Conversion
3. Feasibility Package → Design + Build Agreement Conversion
4. Design Completion → Construction Agreement Conversion
5. Construction Agreement → Project Start Conversion

Revenue KPIs

1. Average Project Value
2. Average Design Revenue per Project
3. Sales Revenue Achieved vs Target
4. Feasibility Package Revenue
5. Gross Margin of Converted Projects

Quality KPIs

1. Client Satisfaction / CSAT
2. Accuracy of client requirement capture
3. CRM data completeness
4. Follow-up adherence
5. Lost opportunity documentation with valid reason

The SOP identifies conversion between each major sales stage, average project value, average design revenue, gross margin and CSAT as key monthly success metrics.

6. BEHAVIOURAL EXPECTATIONS

The ideal Sales Architect should demonstrate:

Consultative Selling

Understands the client's problem before presenting a solution.

Architectural Credibility

Can discuss architecture and construction confidently without giving away professional design work for free.

Commercial Intelligence

Understands pricing, margins, project value and commercial implications.

Listening

Asks strong questions and captures what the client actually wants.

Persuasion

Can help clients make decisions without aggressive selling.

Ownership

Owns the opportunity until a clear outcome is achieved.

Discipline

Maintains CRM, follow-ups and sales documentation consistently.

Client Empathy

Understands the anxiety, uncertainty and complexity involved in building a home.

Integrity

Never promises something that Architeca cannot deliver.

7. REQUIRED COMPETENCIESTechnical

• Degree / Diploma in Architecture, Interior Design, Civil Engineering or related field preferred
• Good understanding of residential architecture
• Basic understanding of construction
• Ability to read architectural drawings
• Understanding of materials and construction processes
• Basic understanding of project costing

Sales

• Consultative selling
• Lead qualification
• Discovery conversations
• Objection handling
• Negotiation
• Closing
• Follow-up management
• CRM discipline

Communication

• Excellent verbal communication
• Strong presentation skills
• Ability to simplify technical concepts for homeowners
• Professional written communication
• Tamil + English preferred

8. EXPERIENCEPreferred

2–6 years of experience in one or more of:

• Architectural practice
• Residential construction
• Design + Build
• Interior design
• Real-estate sales
• Construction sales
• Architectural sales
• Premium home sales

Candidates with strong architectural knowledge and demonstrated consultative sales ability may also be considered.

9. AUTHORITY & DECISION RIGHTS

The Sales Architect can:

• Conduct Discovery Consultations
• Present approved Architeca packages
• Present approved commercial proposals
• Recommend appropriate design packages
• Negotiate within approved commercial limits
• Coordinate internal teams for client requirements

The Sales Architect cannot independently:

• Alter approved pricing
• Promise unapproved discounts
• Commit technical deliverables
• Provide free design work
• Change scope
• Commit project timelines without internal confirmation

10. DAILY / WEEKLY MANAGEMENTDaily

• Review active opportunities
• Conduct scheduled consultations
• Update CRM
• Complete pending follow-ups
• Record client requirements
• Plan next actions

Weekly

• Review pipeline
• Review conversion ratios
• Review pending proposals
• Review stalled opportunities
• Review lost opportunities
• Identify high-probability prospects
• Coordinate with Sales & Design Lead

11. SUCCESS DEFINITION

A successful Sales Architect is not measured merely by the number of calls or quotations sent.

Success means:

The right clients understand Architeca's value, trust the process, pay for professional feasibility and design, and ultimately choose Architeca for their Design + Build project.

The role must consistently protect the principle:

Sell confidence, not drawings.

• And every stage must create sufficient value before asking the client for the next payment.