A privately owned real estate developer is appointing a Sales Director to lead the commercialisation of a major mixed-use development.
This is a development-side role with responsibility for defining what the project should bring to market, how the product should be positioned and priced, and how sales revenue will be generated. The Sales Director will translate the masterplan into a clear commercial proposition, supported by market evidence, pricing discipline, sales channels, and measurable revenue targets.
The position reports to the Chief Development Officer and will work closely with development, design, finance, marketing, and project delivery teams.
Key Responsibilities
Commercial product strategy
- Provide the commercial view on what the development should sell, including product mix, unit typologies, sizing, specifications, amenities, release strategy, and phasing.
- Use market demand, competitor activity, customer preferences, and absorption evidence to shape product recommendations before design decisions are fixed.
- Ensure that the residential and mixed-use offer is commercially relevant to the local and regional market.
Pricing and revenue management
- Develop and maintain the pricing strategy across the development.
- Set launch pricing, escalation plans, payment structures, incentives, and release sequencing.
- Track achieved pricing, sales velocity, cancellations, collections, and revenue against approved targets.
- Recommend corrective action where pricing, product, or sales performance falls below plan.
Sales leadership
- Build and lead the sales function across direct, broker, institutional, and international channels.
- Establish sales targets, team structures, commission arrangements, broker agreements, operating procedures, and performance reporting.
- Manage the full sales process from lead generation and qualification through reservation, contracting, and completion.
- Create a disciplined sales culture based on accurate forecasting, CRM adoption, and measurable conversion.
Go-to-market strategy
- Lead the commercial launch strategy for each phase of the development.
- Work with the Marketing Director and external agencies to ensure that positioning, campaigns, collateral, events, and lead-generation activity support the approved sales strategy.
- Translate the development proposition into clear messages for buyers, brokers, investors, and strategic partners.
Market intelligence
- Own competitor benchmarking, customer research, demand analysis, and market reporting.
- Provide the CDO and Finance team with credible sales, pricing, absorption, and revenue assumptions for the development business case.
- Monitor market conditions and adjust recommendations as buyer demand, supply, regulation, and economic conditions change.
Candidate Profile
The successful candidate will bring:
- At least 12 years of real estate sales and commercial experience
- A strong development-side track record rather than purely brokerage experience
- Experience leading sales for a major residential, mixed-use, or master-planned development
- Demonstrable responsibility for revenue targets, pricing, launches, and sales performance
- Experience influencing product mix, unit design, specifications, amenities, and phasing from a commercial perspective
- Strong understanding of direct sales, broker channels, CRM, sales operations, and customer conversion
- The ability to use market data and customer evidence to challenge development assumptions
- Experience operating in an emerging or fast-developing real estate market
- Previous experience in the GCC
Candidates may currently hold titles such as Sales Director, Commercial Director, Director of Sales and Marketing, Head of Sales, or Senior Director of Sales within a developer organisation.
What Success Looks Like
During the first 12 months, the Sales Director will be expected to:
- Establish a clear commercial product and pricing strategy
- Validate the proposed product mix against real market demand
- Build the sales operating platform, team, channels, and reporting
- Prepare the development for phased market launch
- Deliver credible revenue forecasts and sales targets
- Establish an effective broker and partner network
- Create a disciplined relationship between product decisions, pricing, sales activity, and revenue performance
