Head of Sales

Role Summary:

Reporting to the Sales & Leasing Manager, the Head of Sales leads the daily execution of the entity's sales function, ensuring the team consistently meets and exceeds occupancy, revenue, and tenant retention targets. The role combines hands-on sales leadership with people development, account management, and commercial reporting, serving as the operational bridge between the Sales & Leasing Manager and the front-line sales associates.

The Head of Sales is responsible for driving pipeline activity, qualifying and converting leads, managing key tenant relationships, and coaching associates on best practices to build a motivated, high-performing team. Through accurate KPI tracking and structured reporting, the role provides the commercial insight required to inform leasing strategy, campaign planning, and tenant experience initiatives. Success in this role directly contributes to occupancy growth, revenue performance, tenant retention, and overall brand positioning in the market.

Sales Execution & Pipeline Management

• Lead the day-to-day execution of all sales and leasing activities, ensuring associates remain focused on priority leads and conversion targets.

• Qualify inbound and outbound leads, oversee pipeline progression, and personally manage high-value or strategic accounts.

• Monitor lead-to-conversion ratios, identify bottlenecks in the sales funnel, and implement corrective actions to maintain performance.

• Conduct site visits, product walkthroughs, and tenant presentations as required.

Team Leadership & Coaching

• Supervise, mentor, and develop Senior and Junior Sales Associates through structured coaching, on-the-job training, and regular performance feedback.

• Set clear daily, weekly, and monthly sales targets aligned with overall commercial objectives.

• Foster a results-driven, collaborative team culture that prioritizes accountability and continuous improvement.

• Support recruitment, onboarding, and performance review processes for the sales team in coordination with HR.

Key Account & Tenant Relationship Management

• Build and maintain strong relationships with prospective and existing tenants to drive retention, renewals, and referrals.

• Serve as the primary escalation point for key accounts, ensuring service excellence throughout the tenant lifecycle.

• Coordinate with operations, marketing, and project teams to deliver a seamless and high-quality tenant experience.

KPI Tracking, Reporting & Commercial Insight

• Track, analyze, and report on core sales KPIs including occupancy rates, revenue performance, lead conversion, average deal size, and tenant retention.

• Prepare weekly and monthly sales reports for the Sales & Leasing Manager, highlighting performance trends, risks, and opportunities.

• Maintain accurate records in the CRM and ensure data integrity across the sales pipeline.

Campaign Support & Cross-Functional Collaboration

• Partner with the marketing team to support leasing campaigns, promotional activities, and lead-generation initiatives.

• Provide market intelligence and competitor insights to inform pricing, positioning, and campaign strategy.

• Collaborate with the project and operations teams to align sales messaging with product offering and delivery timelines.

Educational Qualifications

• B.Sc. in Marketing, Business Administration, Real Estate, or a related field.

• Additional certifications in sales management, real estate, or commercial leasing are an advantage.

Years of Experience

• Minimum of 5 years of commercial sales experience, ideally within real estate, property management, retail leasing, or a related industry.

• Demonstrated experience leading or coaching a sales team is required.

Language Proficiency

• Fluency in English, Kurdish, and Arabic (spoken and written) is required.

• Ability to deliver professional presentations, negotiate, and prepare written reports in all three languages.

Key Competencies

• Sales Coaching & Team Leadership

• Key Account Management & Client Relations

• Pipeline & Lead Conversion Management

• KPI Tracking, Reporting & Commercial Analysis

• Negotiation & Deal Closing

• Campaign Support & Cross-Functional Collaboration

• Communication & Presentation Skills

• Customer-Centric Mindset & Tenant Experience Orientation

• Market Awareness & Competitor Intelligence