Channel Sales Head - Luxury Commercial Sales & Leasing (Real Estate)

About the Role

Roswalt Realty is looking for a dynamic, highly experienced and result-oriented Sourcing Head – Commercial Real Estate (GM / AGM) to lead the sourcing function for our upcoming premium commercial project in Khar, Mumbai.

The ideal candidate must possess extensive experience in commercial real estate sourcing, institutional brokerage, investment sales and high-value commercial transactions, along with a strong, active network of IPCs, commercial brokers, corporate decision-makers, institutional investors, family offices and HNI/UHNI clients.

The position requires exceptional communication, executive presence, strong commercial market intelligence and proven leadership capabilities.

The Sourcing Head will be responsible for developing the overall sourcing strategy, expanding commercial buyer networks, generating qualified leads for 10–20 Cr+ transactions, driving channel partner engagement and managing the commercial sourcing team.

Key Responsibilities1. Commercial Sourcing Strategy & Leadership

• Lead the entire Commercial Sourcing department for the upcoming Khar project.
• Develop and execute sourcing strategies aligned with project launch plans, sales targets and business objectives.
• Build a consistent pipeline of qualified commercial buyers and investors for transactions worth 10–20 Cr and above.
• Lead, mentor and manage Sourcing Managers, CP Relationship Executives and Sales Coordinators.
• Define individual sourcing targets, performance metrics and review mechanisms.
• Monitor sourcing performance, lead quality, conversion ratios and overall pipeline development.
• Present sourcing MIS, market intelligence and business updates to senior management.

2. IPC & Commercial Broker Network Development

• Build and maintain strong relationships with leading IPCs, including JLL, CBRE, Colliers, Cushman & Wakefield, Knight Frank and Savills.
• Develop senior-level connections with investment sales and office leasing teams.
• Establish and activate a network of 40–50 productive commercial brokers and boutique brokerages across Bandra, Khar, Santacruz, Juhu and BKC.
• Conduct regular CP engagement activities, broker meets, project launches, site walkthroughs and networking events.
• Develop Joint Business Plans (JBPs), brokerage structures, incentive programmes and channel activation strategies.
• Track channel-wise sourcing contributions and strengthen relationships with high-performing partners.
• Identify and onboard new commercial consultants and brokers capable of generating high-value buyer enquiries.

3. Corporate Sales & Institutional Buyer Development

• Identify corporates looking to purchase office premises for self-use, expansion, investment or operational consolidation.
• Build direct relationships with CEOs, CFOs, promoters, founders, administration heads and corporate real estate decision-makers.
• Develop relationships with institutional investors, family offices, private wealth managers and investment advisers.
• Conduct corporate meetings, investor presentations, exclusive project previews and strategic buyer engagements.
• Source commercial investment opportunities from HNIs, UHNIs and institutional investors.
• Understand buyer requirements relating to investment budgets, office space, financial objectives and decision-making processes.
• Generate qualified enquiries for premium office spaces with transaction values of 10–20 Cr+.

4. Commercial Market Intelligence & Product Knowledge

• Possess strong knowledge of Mumbai's premium commercial real estate market, particularly Bandra, Khar, Santacruz, Juhu and BKC.
• Understand competing Grade-A commercial developments, pricing, inventory, floor plates, absorption trends and investment opportunities.
• Demonstrate knowledge of commercial property valuations, rental yields, capital appreciation and investment returns.
• Understand carpet area, chargeable area, loading factors, parking entitlements and commercial office specifications.
• Be familiar with commercial property pricing in the 40,000–60,000 per sq. ft. segment.
• Understand buy-versus-lease calculations, commercial rental structures, security deposits, outgoings and investment yield calculations.
• Maintain awareness of DCPR 2034 commercial norms, MahaRERA requirements, GST, stamp duty and commercial transaction documentation.
• Track competitor strategies and market developments to strengthen the project's positioning.

5. Lead Generation, Qualification & Sales Pipeline

• Develop structured sourcing plans targeting corporate occupiers, investors, family offices and commercial brokers.
• Generate qualified enquiries through IPCs, commercial brokers, corporate outreach, investment networks and direct relationships.
• Evaluate prospective buyers based on budget, purpose, investment capacity, decision-making authority and purchase timeline.
• Drive qualified site visits and client meetings for the Commercial Closing team.
• Ensure complete and accurate lead information is captured in CRM.
• Coordinate closely with the Closing Head to ensure effective lead handovers and faster deal conversions.
• Monitor lead-to-meeting, meeting-to-site-visit and site-visit-to-negotiation conversion ratios.
• Maintain consistent follow-up and pipeline discipline across the sourcing team.

6. Channel Partner Engagement & Business Development

• Build long-term relationships with existing and potential commercial channel partners.
• Conduct regular broker activation programmes, networking sessions, high teas and project presentations.
• Develop strategic sourcing partnerships with commercial consultants and institutional brokerage firms.
• Implement performance-driven brokerage and incentive structures.
• Identify underperforming channels and execute corrective action plans.
• Develop direct and indirect sourcing opportunities for high-ticket commercial office transactions.
• Strengthen Roswalt Realty's presence within Mumbai's commercial real estate ecosystem.

7. Team Management & Performance Monitoring

• Recruit, train, mentor and lead a high-performing commercial sourcing team.
• Allocate sourcing territories, corporate accounts and channel partner networks.
• Set individual and team targets for qualified leads, meetings, site visits and sourcing contributions.
• Conduct periodic performance reviews and monitor team productivity.
• Maintain structured sourcing MIS, brokerage tracking and conversion reports.
• Coordinate with Marketing, CRM, Finance and Closing teams to support sales activities.
• Ensure professional conduct, reporting discipline and accountability across the department.

Mandatory Experience & Qualifications

• Minimum 8–10 years of relevant experience in commercial real estate sourcing, commercial investment sales or institutional brokerage in Mumbai.
• Proven track record of personally sourcing commercial transactions worth 10 Cr+.
• Strong existing network of commercial IPCs, brokers, institutional investors, corporate buyers and family offices.
• Hands-on knowledge of Bandra–Khar–BKC and surrounding premium commercial micro-markets.
• Experience working with leading commercial real estate developers, institutional brokerage firms or reputed IPCs.
• Proven experience independently managing and leading a commercial sourcing team.
• Strong understanding of high-value commercial office transactions and buyer requirements.
• Excellent communication, negotiation, relationship management and presentation skills.
• Confident personality with strong executive presence and the ability to engage with CXOs, promoters and institutional investors.
• Graduate in any discipline; MBA in Marketing, Sales, Real Estate or Business Management preferred.

Preferred Industry Background

Candidates with experience at leading commercial real estate developers or reputed IPCs such as:

• JLL
• CBRE
• Colliers
• Cushman & Wakefield
• Knight Frank
• Savills
• Leading Mumbai commercial developers
• Reputed commercial investment advisory and institutional brokerage firms

Candidates currently working in Senior Manager, AGM, DGM, GM or equivalent senior commercial sourcing roles will be preferred.

Key Skills Required

Commercial Real Estate Sourcing, Institutional Sales, IPC Network, Commercial Brokerage, Corporate Sales, Channel Partner Management, Investment Sales, Investor Relations, Family Office Networking, High-Value Transactions, Strategic Sourcing, Commercial Office Sales, Lead Generation, Business Development, Market Intelligence, Team Leadership, Commercial Leasing Knowledge, Negotiation, Pipeline Management, CRM, Revenue Planning, Broker Activation and Relationship Management.

Key Performance Indicators

• Qualified commercial buyer pipeline generated for 10–20 Cr+ transactions.
• Number and quality of corporate and institutional buyer enquiries.
• Active IPC and commercial broker network development.
• Qualified client meetings and site visits delivered.
• Channel-wise sourcing contribution and conversion performance.
• Direct corporate and investor relationships developed.
• Team productivity and sourcing target achievement.
• Accuracy and consistency of sourcing MIS and reporting.
• Successful coordination with the Closing team and contribution to overall sales revenue.

Ideal Candidate Profile

We are looking for an ambitious, commercially intelligent and highly networked professional who understands Mumbai's premium commercial real estate market and can independently build a high-performing sourcing department.

The candidate must be confident in engaging with senior corporate decision-makers, institutional investors and leading IPCs, while demonstrating strong commercial knowledge, leadership maturity and the ability to generate high-value business opportunities.

Important: Candidates with experience exclusively in residential sales or without demonstrable commercial sourcing experience will not be considered.