Sourcing & Channel Lead, (Residential/Commercial) - Pristine Developers - Pune, Maharashtra, India
(2025-05)
Lead strategic sourcing, channel network expansion, and sales enablement for premium residential and commercial developments. Manage and mentor a high-performing team of five sourcing professionals within a corporate structure of over 150 employees.
- The Lords (Baner-Pashan Link Road), Amore (Kalyani Nagar) – Residential projects with shops & showrooms
- Allure Business Hub (Kharadi), Commerce Street (Moshi) - Commercial Projects with office spaces
- Channel Partner (CP) Network Development: Identify, onboard, and empanel real estate brokers, agents, and channel partner firms across target markets
- Build and expand a segmented CP database by micro-market, ticket size, and productivity
- Establish tie-ups with institutional, key, retail CPs, and corporate brokerage houses (e.g., large CP aggregators, national broking chains)
- Continuously scout for new channel partners to widen sourcing reach
- Sales Target Achievement: Own and deliver sales/revenue targets sourced through channel partners
- Convert CP-generated leads into site visits and bookings
- Track and improve CP conversion ratios (leads → visits → bookings)
- Monitor project-wise and partner-wise sales performance against targets
- Relationship Management: Act as the primary point of contact for top-performing/key channel partners
- Conduct regular partner meets, project briefings, and site visits
- Resolve broker queries and escalations related to bookings, documentation, and payments
- Build long-term loyalty to prioritize company projects over competitors
- Incentive & Commission Structuring: Design competitive CP incentive and brokerage payout structures with slab-based schemes
- Run contests, loyalty programs, and reward trips to motivate top brokers
- Ensure timely and accurate commission disbursement to maintain trust
- Benchmark payout structures against competitor developers
- Team Leadership: Build, train, and manage a team of channel managers/executives across zones or projects
- Set individual and team KPIs (site visits, bookings, CP activation)
- Conduct regular training on project USPs, pricing, inventory, and objection handling
- Mentor and appraise team performance
- Lead Management & CRM: Ensure proper lead capture, tagging, and tracking via CRM to avoid CP disputes
- Monitor lead-to-visit and visit-to-booking funnels
- Coordinate with tele calling/pre-sales teams for lead qualification before CP handoff
- Marketing & Project Launch Coordination: Collaborate with marketing on CP-specific launch events, roadshows, and property expos
- Organize broker meets and project walkthroughs for new launches
- Provide CPs with collateral, brochures, price lists, and updated inventory status
- Coordinate co-branded marketing campaigns with high-value partners
- Market Intelligence: Track competitor project pricing, offers, and CP incentive structures
- Provide inputs on pricing strategy, inventory release, and positioning based on broker feedback
- Identify emerging micro-markets or partner segments for expansion
- Process & Compliance: Ensure CP agreements, RERA-compliant documentation, and KYC are in place
- Standardize SOPs for booking, cancellation, and brokerage claim processes
- Ensure adherence to RERA norms in all channel sales communication and collateral
- Reporting & MIS: Prepare regular sales MIS: CP-wise sourcing, funnel conversion, and revenue contribution
- Present performance reviews to CEO, Sales Head, and CXO on channel vs. direct sales contribution
- Forecast channel sales pipeline for upcoming quarters and launches
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