Channel Sales Manager

ROLE OBJECTIVE

To develop, manage, and grow the Channel Partner (CP) network for the organization, ensuring consistent lead generation, site visits, bookings, and revenue while maintaining strong, long-term relationships with brokers, IPCs (Independent Property Consultants), and real estate consultants.

KEY RESPONSIBILITIES

1. Channel Partner Development

– Identify, empanel, and activate new Channel Partners across the assigned territory.

– Build and maintain strong, trust-based relationships with brokers, IPCs, and real estate consultants.

– Strategically expand the active CP network to maximize market reach and lead inflow.

2. Sales & Revenue Generation

– Drive lead generation, site visits, and bookings through the channel partner ecosystem.

– Achieve assigned monthly and quarterly sales targets for bookings and revenue.

– Support channel partners during customer presentations, negotiations, and deal closures.

3. Lead & Pipeline Management

– Ensure timely lead registration and accurate CRM updates by all channel partners.

– Track lead progress at every stage — from initial enquiry through to booking.

– Monitor lead ageing, follow-up cadence, and conversion ratios to identify gaps.

4. Partner Engagement & Activation

– Conduct regular CP meetings, project presentations, and broker engagement events.

– Share timely inventory updates, pricing revisions, and promotional offers with partners.

– Serve as the primary point of contact and relationship owner for all channel partners.

5. Site Visit Management

– Coordinate and facilitate customer site visits through the channel network.

– Ensure an excellent customer experience during all project visits.

– Track and improve site visit-to-booking conversion rates.

6. Conflict Resolution & Channel Governance

– Ensure strict adherence to lead protection policies and CP governance frameworks.

– Resolve lead ownership conflicts and commission-related disputes in a fair and timely manner.

– Coordinate with CRM and internal sales teams for prompt issue resolution.

7. Market Intelligence

– Monitor competitor projects, pricing, and CP incentive schemes in the market.

– Provide regular market feedback and channel insights to senior management.

– Leverage market knowledge to position the project as a preferred choice in the broker community.

KEY KPI MATRIX

KPI Metric What It Measures Review Frequency

Active Channel Partners Maintain & grow active CP base within territory Monthly

Bookings & Revenue

Achieved Meet monthly & quarterly sales targets via CP channel Monthly

Lead-to-Booking

Conversion Ratio Improve conversion efficiency of CP-generated leads Monthly

Site Visits Conducted Volume of customer site visits coordinated through CPs Weekly

CP Retention &

Engagement Score 40–60% of project sales from CP ecosystem; partner satisfaction Quarterly

Supporting metrics tracked include: New CP Empanelments, Leads Generated, CRM Compliance Rate, and Dispute Resolution Turnaround Time (TAT).

DESIRED COMPETENCIES

– Strong relationship management and partner engagement skills

– Proven experience in real estate sales and channel partner management

– Effective negotiation and deal-closing ability

– Proficiency in CRM tools and lead tracking systems

– Strong market knowledge, networking capability, and competitive awareness

WHAT SUCCESS LOOKS LIKE

A successful Manager – Channel Partner Sales builds a highly engaged, productive broker network that drives consistent, high-quality leads and bookings. The individual ensures seamless lead management, resolves conflicts efficiently, and positions the project as the preferred choice within the real estate broker community.

• Benchmark: 40–60% of total project sales should originate from the channel ecosystem owned and managed by this role.