Vice President – Sales Business Development & Training

About:

Alef Group is a pioneer in developing meaningful and connected communities that celebrate creativity, innovation, and cultural pride through investment and strategic joint ventures, seeking a highly motivated, results-driven Vice President – Sales BD & Training to join our team in Sharjah.

Job Purpose:

The Vice President – Sales Business Development & Training leads Alef’s sales growth and sales capability agenda across its UAE real estate portfolio. The role builds, expands and manages a high-performing network of real estate brokers, agencies and channel partners across the UAE, GCC and key international markets, and designs and delivers a structured sales training academy for the in-house sales team, including Assistant Sales Managers, Sales Managers and Property Consultants, as well as external brokers and agencies. Drawing on hands-on UAE real estate sales and training experience, the role develops training modules, product and project knowledge programs, sales methodologies and certification frameworks that improve conversion, sales velocity and customer experience for off-plan and ready inventory. Working closely with the Chief Sales Officer, Marketing, Sales Operations, CRM, Finance and Legal, the role ensures that business development activity and training are aligned with annual sales targets, project launches and applicable UAE real estate regulations.

Key Accountabilities:

Sales Business Development Strategy:

• Develop and execute the sales business development strategy in line with the annual sales plan, translating revenue, unit and launch targets into channel-wise, market-wise and project-wise business development plans.
• Identify new sales channels and growth opportunities across the UAE, GCC and international markets, including broker networks, corporate and institutional buyers, investor groups, roadshows and overseas exhibitions.
• Monitor UAE real estate market trends, competitor launches, pricing, payment plans and broker incentive structures, and recommend commercial strategies to strengthen market share for off-plan and ready inventory.
• Contribute to project launch strategies, sales campaigns and inventory release plans together with Sales, Marketing and Sales Operations.

Broker, Agency & Channel Partner Management

• Build, expand and manage a productive network of real estate brokers, agencies and channel partners, including top-performing UAE brokerages and international agencies.
• Establish the channel partner framework covering registration, onboarding, documentation, agreements, tiering, commission structures, incentive schemes and performance reviews, in coordination with Legal, Finance and Sales Operations.
• Ensure partner agencies and brokers hold valid licenses and registrations as required by the relevant UAE regulatory authorities before engagement and commission payment.
• Drive channel partner engagement through broker events, project previews, launch briefings, familiarization site visits, incentive campaigns and regular business reviews.
• Manage lead registration, client ownership and dispute resolution rules between brokers and the in-house sales team to ensure fairness, transparency and partner trust.

Sales Training Strategy & Sales Academy

• Establish and lead a structured sales training academy covering induction, product knowledge, sales skills, leadership development and certification for internal sales teams and external partners.
• Conduct training needs analysis based on sales performance data, conversion ratios, mystery shopping, customer feedback and manager input, and build an annual training calendar.
• Coordinate with Human Capital on onboarding, competency frameworks, career progression and learning records for the sales function.

Training Module Design & Content Development

• Design and develop training modules, facilitator guides, participant workbooks, assessments, role-play scenarios and e-learning content tailored to the UAE real estate market.
• Develop core modules covering project and product knowledge, community master plans, unit types, pricing and payment plans, off-plan versus ready sales, sales process and documentation, objection handling, negotiation and closing, investor and end-user selling, CRM discipline and customer experience.
• Develop regulatory and compliance modules on the sales and registration process, escrow and payment collection, anti-money laundering and know-your-customer requirements, advertising rules and ethical sales conduct, validated by Legal and Compliance.
• Update training content for every new project launch, price revision, payment plan or policy change, and maintain a controlled library of approved sales training materials.

Coaching & Development of Assistant Sales Managers and Sales Team

• Deliver hands-on training and coaching to Assistant Sales Managers, Sales Managers and Property Consultants on sales leadership, pipeline management, team coaching, deal structuring and target achievement.
• Run field coaching, sales floor observations, call and meeting reviews and deal clinics to embed training into daily sales behavior.
• Design leadership development pathways that prepare high-potential consultants for Assistant Sales Manager roles and Assistant Sales Managers for Sales Manager roles.
• Support onboarding of new sales hires through a structured induction and certification program before they handle customers independently.

Broker, Agency & Channel Partner Training

• Deliver project training and launch briefings to real estate brokers, agencies and channel partners, ensuring accurate and consistent communication of Alef projects, pricing, payment plans and sales procedures.
• Establish a channel partner certification program and maintain records of trained and certified brokers and agencies.
• Provide sales toolkits, presentations, FAQs and approved marketing collateral for partners, and reduce misrepresentation risk through clear guidelines.

Compliance, Governance & Ethical Sales Practices

• Ensure business development and training activities comply with applicable UAE real estate regulations, broker licensing requirements, AML and KYC obligations and company policies, as confirmed by Legal and Compliance.
• Ensure commission and incentive payments follow approved agreements and the authority matrix, and escalate any partner misconduct, misrepresentation or non-compliance.

Team Leadership & Budget Management

• Lead, coach and develop the business development and sales training team; set objectives, review performance and build a high-performance culture.
• Prepare and manage the business development and training budget, including broker events, roadshows, exhibitions, training programs and partner incentives, and measure return on investment.

Reporting, Analytics & Continuous Improvement

• Track and report channel partner performance, broker-sourced sales, lead conversion, partner activation and training effectiveness through CRM and management dashboards.
• Measure the impact of training on sales results using pre- and post-training assessments, conversion metrics and manager feedback.
• Continuously improve sales processes, partner policies and training programs based on market feedback, performance data and industry best practices.

Educational Qualifications, Work Experience, and Skills Required:

Educational Qualification & Certifications:

• Bachelor’s degree in Business Administration, Marketing, Real Estate or a related discipline; MBA or Master’s degree is preferred.
• UAE real estate broker certification or registration (current or previous) from a recognized UAE regulatory authority or training institute is preferred.
• Recognized training or learning and development certification (e.g., Train-the-Trainer, CIPD, ATD) or sales methodology certification is preferred.

Work Experience – Mandatory Requirements:

• Minimum 15 years of experience in real estate sales, business development and/or sales training, including at least 8 years in a senior leadership role.
• UAE real estate industry experience with a real estate developer or leading real estate brokerage is mandatory. Experience outside the real estate sector does not meet this requirement.
• Hands-on experience personally delivering sales training to Assistant Sales Managers, sales teams, real estate brokers, agencies and channel partners in the UAE is mandatory.
• Proven experience designing and developing real estate sales training modules, assessments and certification programs is mandatory.
• Demonstrated track record of building and growing broker, agency and channel partner networks that contributed measurably to sales revenue.
• Experience supporting off-plan project launches, broker events, roadshows and sales campaigns in the UAE market.

Skills Required:

• In-depth knowledge of the UAE real estate market, off-plan and ready property sales cycles, payment plans, buyer segments and the broker ecosystem.
• Working knowledge of UAE real estate regulations, broker licensing, escrow, sales registration and AML/KYC requirements, with the ability to verify current requirements with Legal and Compliance.
• Excellent facilitation, presentation, coaching and public speaking skills for small groups and large broker audiences.
• Strong instructional design capability, including training needs analysis, module design, assessments and training effectiveness measurement.
• Strong negotiation, relationship management and commercial acumen in managing brokers, agencies and channel partners.
• Data-driven approach using CRM systems, sales dashboards and Microsoft Excel/PowerPoint.
• Professional written and spoken English; Arabic communication skills are an advantage.