Sourcing Manager Sales

Sourcing Manager – Commercial Sales

Company: Brillsworth Realty Private Limited

Department: Commercial Sales

Location: HO Vashi, Navi Mumbai – Greenscape

Reporting To: Senior Management / Directors

Employment Type: Full-Time

1. Job Purpose

The Sourcing Manager – Commercial Sales will be responsible for leading and managing the sourcing function for commercial real estate, developing a strong Channel Partner (CP) network, generating qualified business leads, and ensuring a consistent pipeline of commercial property opportunities to support the company's sales and revenue targets.

2. Key Responsibilities

A. Team Management & Leadership

• Lead, manage, and mentor the sourcing team to achieve individual and departmental targets.
• Allocate leads, monitor daily activities, and ensure timely follow-ups.
• Conduct regular team reviews to evaluate performance, productivity, and target achievement.
• Set clear performance expectations and implement corrective action plans wherever required.
• Coordinate with the sales team to ensure effective lead handovers and smooth business closures.

B. Channel Partner (CP) Management

• Develop and maintain strong relationships with Channel Partners, commercial property brokers, and real estate consultants.
• Expand the existing CP network and onboard new partners to strengthen market coverage.
• Conduct regular CP meetings, networking activities, and project briefings.
• Ensure consistent engagement with active CPs to generate quality leads and repeat business.
• Resolve CP-related queries and coordinate internally to ensure timely communication and support.

C. Lead Generation & Business Development

• Drive lead generation for commercial real estate projects, including office spaces, retail spaces, and other commercial properties.
• Identify new sourcing channels and business development opportunities.
• Ensure a consistent flow of qualified leads based on project requirements and target customer profiles.
• Monitor lead quality, conversion ratios, and the effectiveness of sourcing activities.
• Maintain a healthy sourcing pipeline to support the company's business objectives.

D. Target Achievement & Performance Monitoring

• Achieve monthly and quarterly sourcing targets as assigned by management.
• Monitor team-wise and individual performance against defined KPIs.
• Track lead generation, CP activation, site visits, bookings, and revenue contribution.
• Prepare and submit daily, weekly, and monthly performance reports.
• Analyse gaps in target achievement and implement strategies to improve productivity and conversions.

E. Coordination & Reporting

• Work closely with the sales team to understand project requirements, inventory availability, pricing, and customer demand.
• Ensure accurate lead entries, source tagging, and timely updates in the company's CRM or designated reporting system.
• Maintain transparency in lead allocation and sourcing records.
• Share market intelligence, competitor activities, and CP feedback with senior management.
• Ensure compliance with company policies, reporting standards, and operational procedures.
  

3. Key Performance Indicators (KPIs)

The performance of the Sourcing Manager will be evaluated on the following parameters:

1. Achievement of monthly and quarterly sourcing targets.
2. Number and quality of qualified leads generated.
3. Active and productive Channel Partner network growth.
4. Lead-to-site-visit and site-visit-to-booking conversion ratios.
5. Team productivity and individual target achievement.
6. Revenue and booking contribution from sourced leads.
7. Accuracy of CRM records and timely reporting.
8. Team discipline, retention, and adherence to company policies.
   

4. Required Qualifications & Experience

• Graduate in any discipline; an MBA in Sales, Marketing, or Business Management will be an added advantage.
• Relevant experience in commercial real estate sourcing, channel partner management, or real estate business development.
• Prior experience managing a sourcing team is essential.
• Strong understanding of the Navi Mumbai commercial real estate market will be preferred.
• Proven track record of achieving sourcing, lead generation, or revenue targets.
  

5. Required Skills & Competencies

• Strong leadership and team management skills.
• Excellent communication, negotiation, and relationship-building abilities.
• Ability to build and activate a productive CP network.
• Target-oriented approach with strong analytical and problem-solving skills.
• Good understanding of lead management, sales funnels, and CRM systems.
• Ability to coordinate effectively with internal stakeholders.
• High levels of accountability, ownership, and professional conduct.
  

6. Expected Outcomes

• A consistent and qualified pipeline of commercial real estate leads.
• A strong, active, and productive Channel Partner network.
• Improved sourcing efficiency and conversion rates.
• Consistent achievement of team and individual business targets.
• Effective coordination between sourcing and sales teams.
• Accurate reporting and measurable contribution to overall business growth.