Role Definition

The Sales Manager is responsible for converting qualified high-intent leads—sourced via divineinnovation.com, digital campaigns, and the Business Development Manager—into signed design & build contracts. Acting as a trusted workspace consultant, this professional evaluates client space requirements, leads design solution pitches, defends techno-commercial proposals (BOQs), and secures high-value corporate revenue for Divine Innovation.

Responsibilities & Deliverables

1. Inbound Lead Discovery & Need Assessment: Meet prospective corporate clients to conduct detailed space requirement analysis, understand design aesthetics, headcount plans, and budget parameters.

2. Solution Pitching & Design Alignment: Present space planning concepts, 3D visual directions, material finishes, and in-house modular furniture capabilities (manufactured at Divine Innovation's IMT Manesar plant) to key decision-makers.

3. Techno-Commercial Proposal Management: Collaborate with internal space planners, interior architects, and estimation teams to prepare transparent, competitive Bill of Quantities (BOQs) and project proposals.

4. Negotiation & Deal Closure: Address client objections, defend value propositions against competitors, negotiate commercial terms, and secure signed execution agreements.

Tasks and Activities

1. Inbound Lead Discovery & Need Assessment

• Conduct initial meetings (virtual or in-person) with leads generated via divineinnovation.com and internal BD handovers within 24 hours of qualification.

• Analyze client floor plans, structural layouts, corporate branding guidelines, and functional workflow requirements.

• Determine key decision-makers, decision criteria, target project completion timelines, and allocated fit-out budgets.

2. Solution Pitching & Design Alignment

• Translate client briefs into actionable design directions in coordination with internal space planners and design teams.

• Present customized design concepts, mood boards, workspace layouts, and ergonomic furniture systems to CXOs, Admin Heads, and Real Estate Committees.

• Demonstrate Divine Innovation’s complete turnkey strength, highlighting quality controls, timeline guarantees, and factory-backed customization from IMT Manesar.

3. Techno-Commercial Proposal Management

• Work with estimation and design teams to build accurate, detailed BOQs covering civil, MEP, interior finishes, loose furniture, and custom workstations.

• Conduct joint walkthroughs of the BOQ with the client to explain line-item specifications, material quality, and value engineering options.

• Ensure proposals reflect Divine Innovation’s target profitability margins while remaining competitive in the market.

4. Negotiation & Deal Closure

• Navigate commercial negotiations, payment milestones, and contractual terms with client procurement teams.

• Counter price-based objections by emphasizing long-term durability, factory finish quality, and single-point turnkey accountability and other value propositions.

• Finalize contract execution and handover signed agreements to the Design and Project Execution team with complete project documentation.

Measurement Metrics

• Inbound Lead Conversion Rate: Achieve a minimum 25% to 30% conversion rate from qualified inbound leads to signed contracts.

• Quarterly Closed Revenue: Generate ₹2.5 Cr to ₹4 Cr in signed design & build revenue quarterly.

• Gross Profit Margin Maintenance: Maintain target gross profit margins across all closed contracts without unjustified commercial discounting.

• Sales Cycle Velocity: Maintain an average duration of 21 to 45 days from first client discovery meeting to contract signature.

Competencies We Are Looking For

Skills

1. B2B Consultative Solution Selling & Value-Based Pitching

2. Architectural CAD Layout Reading & Space Planning Analysis

3. BOQ Commercial Defense & Margin Negotiation

4. High-Impact Client Presentation & Executive Presence

5. Objection Handling & Strategic Deal Closure

6. Client Relationship Nurturing & Account Retention

Knowledge

1. Deep knowledge of Commercial Workspace Fit-out Costs, MEP basics, and interior materials

2. Thorough understanding of modular office furniture systems and manufacturing workflows

3. Familiarity with corporate procurement cycles, tender processes, and commercial contracts

4. Proficiency in CRM management, estimation tools, and presentation software

Self-Image

1. Trusted Workspace Solutions Advisor

2. Design-Oriented B2B Sales Professional

3. High-Value Deal Closer

Traits

1. Articulate and persuasive communicator

2. Empathetic listener with high spatial awareness

3. Detail-oriented and commercially sharp

4. High integrity and solution-focused mindset

Motives

1. Driven by closing high-ticket corporate contracts and achieving revenue targets

2. Passionate about transforming physical work environments for corporate clients

3. Motivated by creating long-term client trust and satisfaction