Head of Channel Relations

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Head of Channel Relations

Dubai

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Full Time

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Salary + Incentive

Department: Sales

Reports to: Managing Director

Direct reports: 4–5 Relationship Managers (RMs)

Employment type: Full-time

Location: Artha office and project sales gallery, Dubai

Working pattern: Includes launches, weekend broker activity and roadshow travel as needed

Role Purpose

The Head of Channel Relations will lead Artha Realty's B2B sales and drive revenue from our exclusive and master agency projects through the broker channel. The role combines three responsibilities: expanding Broker Connect, our channel of external brokers and partner agencies; leading and developing a team of Relationship Managers; and running a fair, well-governed channel, so that exclusive inventory is placed quickly and at the right price.

Scope of the Role

- Owns the B2B team's targets, Broker Connect, the RM team, broker terms and channel reporting. - Developer relationships sit with the Associate Director, Sales, who remains the sole point of contact with the developer. This role supports that relationship with channel data and insight. - Overall project launch plans and pricing are agreed with the Managing Director and the Associate Director, Sales. This role owns the channel plan within them. - Works alongside Artha's other sales teams, which may continue to work with their own existing broker contacts, under shared rules on lead ownership and inventory. New broker leads and gallery walk-ins are handled by this role's team.

Key Responsibilities

B2B Sales Leadership and Strategy

- Define and execute the B2B sales strategy, targets and annual revenue plan for exclusive and master agency projects. - Set monthly, quarterly and project-level B2B targets and track performance against them. - Build the channel plan for each launch, covering broker allocation, inventory access, incentives and sales timelines. - Own the B2B pipeline, forecasting and reporting to the Managing Director, and provide channel data for developer reporting through the Associate Director, Sales. - Identify market opportunities, broker segments and investor profiles across local and international markets. - Track competitor commissions, incentives and launches, and Artha's share of broker attention.

Team Management (Relationship Managers)

- Lead, coach and manage 4–5 Relationship Managers, with clear portfolio ownership, targets and KPIs. - Allocate broker accounts across the RM team, with named key accounts for each RM. - Set RM activity standards for broker meetings, site visits and registered leads. - Run weekly pipeline reviews, one-to-ones and performance discussions. - Develop RM capability in product knowledge, negotiation, closing and broker handling. - Work with HR on hiring, onboarding, incentive structures and retention for the team.

Broker Connect Expansion

- Grow and structure the Broker Connect network, onboarding new brokerages and individual agents. - Create a clear broker proposition: commission structure, incentives, launch access, training and support. - Segment brokers into tiers by productivity, with service levels and access to match each tier. - Hold regular broker events, project briefings, roadshows and site visits. - Track broker activity, conversion and productivity, and manage underperforming partners. - Ensure brokers are onboarded and operate in line with RERA, Dubai Land Department and company requirements.

Channel Rules and Deal Governance

- Set and enforce rules for broker registration, lead and client ownership, and validity periods. - Resolve disputes between brokers, or between brokers and other Artha sales teams, through a clear written process. - Apply agreed rules for unit holds, blocking and release to brokers, including any priority access for top performers. - Manage broker agreements, commission claims and payment timelines with Finance, and handle commission disputes. - Approve commissions, incentives and discounts only within limits set by the Managing Director.

Sales Gallery Operations

- Run day-to-day B2B operations at the sales gallery, including broker visits and RM coverage. - Ensure RMs and visiting brokers have current inventory, pricing and project materials.

Compliance and Governance

- Ensure all B2B sales activity complies with RERA, DLD, Trakheesi advertising permits and AML/KYC regulations. - Own the use of the CRM across the B2B team as the single record of brokers, registered leads, site visits, deals and commissions, with RM activity logged in full and on time. - Use CRM reports for pipeline reviews, forecasting and broker performance tracking. - Maintain accurate deal documentation and reporting standards. - Uphold company policies, ethical standards and client confidentiality. - Declare any interest in a partner brokerage, and make no side arrangements with brokers or personal dealings in project inventory. - Keep broker relationships and data in Artha's systems, and hand them over in full on leaving the company.

Cross-Functional Collaboration

- Work closely with the Associate Director, Sales on launch readiness, inventory and developer requirements. - Work with Marketing on broker campaigns, collaterals, launches and lead-generation strategy. - Coordinate with Operations, Finance and Legal on bookings, SPAs, commissions and handovers. - Provide market and broker feedback to management to shape product and pricing decisions.

First 90 Days

- Review the current broker base and agree broker tiers and key accounts. - Put the written channel rules in place, covering lead ownership, inventory and commissions. - Set RM portfolios, targets and activity standards, and ensure the broker base and pipeline are fully set up in the CRM. - Present the channel plan for the next launch to the Managing Director.

Key Performance Indicators

- B2B team revenue and units sold against target, by project. - Number of active, productive brokers, and new brokers onboarded and activated. - Broker concentration: share of team sales coming from the top brokerages. - RM activity: broker meetings, site visits and registered leads. - Lead-to-sale conversion and sales cycle length. - Commission processing time and speed of dispute resolution. - RM team performance, retention and development.

Qualifications and Experience

Essential

- Bachelor's degree in Business, Marketing, Real Estate or a related field. - 5+ years of real estate sales experience in the UAE, with at least 3 years in a senior sales leadership role with a developer or master agency. - Demonstrated track record of managing and growing broker channels or brokerage partnerships. - Experience leading a team of sales managers or RMs and meeting revenue targets. - Strong network among brokerages and investors in Dubai. - Strong working knowledge of Dubai real estate regulations.

Preferred

- Experience with exclusive project launches and large-scale inventory sell-through. - Established relationships with international broker networks and investor markets. - Hands-on experience with real estate CRM platforms and sales analytics. - Additional languages such as Arabic, Russian or Hindi/Urdu.

What We Offer

- Competitive base salary and commission/incentive structure linked to performance. - Access to exclusive developer projects. - Opportunity to build and shape the B2B function and the Broker Connect channel. - UAE employment benefits in line with UAE Labour Law.