Architectural Sales Specialist

Company Description SALES ARCHITECTDepartment
Sales & Business Development
Reports To
Sales & Design Lead / Head of Sales
Location
Chennai- Thoraipakkam
1. ROLE PURPOSE
To convert qualified residential enquiries into paid Project Feasibility & Concept Plan engagements and subsequently into Design + Build projects by understanding the client's aspirations, building confidence in Architeca's process, communicating the value of professional design and construction, and guiding the client through a structured sales journey.
The Sales Architect must sell confidence before construction—not free drawings.
2. KEY RESPONSIBILITYA. Conduct Discovery Consultations
Conduct a structured 45–60 minute Discovery Consultation with qualified prospects.
Understand:
Family requirements
Lifestyle and aspirations
Budget expectations
Project timeline
Plot status and site context
Previous inspirations
Design preferences
Construction expectations
Decision-making structure
Client concerns and previous experiences
The objective is discovery, not design.
The Sales Architect should demonstrate that Architeca understands the problems clients face during home building, without prematurely giving away detailed solutions.
B. Position Architeca's Design + Build Process
Clearly explain:
Architeca's Design + Build methodology
Client journey
Different stages of engagement
Scope and deliverables at each stage
Design as a professional paid service
Difference between design and construction
Payment milestones
Expected client involvement
Next steps
The Sales Architect must ensure that the client understands what they are buying, why they are buying it and what outcome they can expect.
C. Present & Sell the Project Feasibility & Concept Plan
Convert qualified Discovery Consultation clients into the paid Feasibility & Concept Plan Package.
Explain the value of:
Site study
Requirement collection
Concept floor plan
Construction budget estimation
Customisation considerations
Site-condition considerations
Design path determination
Project roadmap
The Sales Architect must position the package as a risk-reduction and decision-making service, rather than selling a drawing.
D. Close Stage 2
Own the conversion from:
Discovery Consultation → Project Feasibility & Concept Plan
Responsible for:
Presenting the package
Handling objections
Clarifying scope
Explaining investment
Following up systematically
Creating urgency where appropriate
Securing payment
Coordinating the next stage
E. Convert Feasibility Clients into Design + Build Projects
Participate in the commercial conversion from:
Feasibility Package → Design + Build Agreement
Work with the relevant Architect / Operations / Leadership team to communicate:
Construction proposal
Design proposal
Design package options
Construction methodology
Project roadmap
Commercial terms
Payment milestones
Next steps
The Sales Architect should guide the client toward a decision rather than simply forwarding quotations.
F. Design Package Positioning
Understand and confidently communicate the difference between:
Standard Design Package
and
Personalised Design Package
Explain the value of:
Senior Architect involvement
Curated material and finish selection
Personalised design
Premium elevation development
Design reviews
Senior Architect site visits
The Sales Architect should recommend the appropriate design route based on the client's requirements rather than simply pushing the higher-priced package.
G. Client Follow-up & Opportunity Management
Own follow-up for assigned prospects until the opportunity reaches a clear outcome.
Maintain accurate CRM information including:
Lead status
Qualification information
Consultation status
Client requirements
Budget
Timeline
Decision makers
Objections
Next action
Follow-up date
Conversion stage
Lost reason
No opportunity should remain without a defined next action and next action date.
H. Commercial & Architectural Understanding
Maintain sufficient knowledge of:
Residential architecture
Construction methodology
Basic structural concepts
MEP coordination
Building materials
Interior design
Construction costing
Design packages
Construction packages
Project timelines
Site conditions
Client decision-making factors
The Sales Architect is not expected to provide detailed architectural design during sales, but must possess enough technical understanding to build credibility and identify when specialist involvement is required.
3. WHAT THE SALES ARCHITECT MUST NOT DO
The Sales Architect must strictly protect Architeca's design value.
Do NOT:
Prepare free floor plans
Draw concepts during Discovery
Suggest detailed layouts
Provide detailed architectural solutions for free
Select materials as part of free consultation
Conduct free design consultations
Promise solutions outside the approved scope
Negotiate blindly on price
Commit technical deliverables without internal confirmation
The Discovery Consultation is for understanding the client—not designing the house.
4. SALES PROCESS OWNERSHIP
The Sales Architect is primarily accountable for:
Qualified Lead
↓
Discovery Consultation
↓
Project Feasibility & Concept Plan
↓
Design + Build Conversion
The CRM / Client Relationship team supports qualification, scheduling, CRM and follow-ups, while the Sales Architect owns the consultative conversion.
5. KEY PERFORMANCE INDICATORSPrimary KPIsConversion KPIs
Lead → Discovery Consultation Conversion
Discovery Consultation → Feasibility Package Conversion
Feasibility Package → Design + Build Agreement Conversion
Design Completion → Construction Agreement Conversion
Construction Agreement → Project Start Conversion
Revenue KPIs
Average Project Value
Average Design Revenue per Project
Sales Revenue Achieved vs Target
Feasibility Package Revenue
Gross Margin of Converted Projects
Quality KPIs
Client Satisfaction / CSAT
Accuracy of client requirement capture
CRM data completeness
Follow-up adherence
Lost opportunity documentation with valid reason
The SOP identifies conversion between each major sales stage, average project value, average design revenue, gross margin and CSAT as key monthly success metrics.
6. BEHAVIOURAL EXPECTATIONS
The ideal Sales Architect should demonstrate:
Consultative Selling
Understands the client's problem before presenting a solution.
Architectural Credibility
Can discuss architecture and construction confidently without giving away professional design work for free.
Commercial Intelligence
Understands pricing, margins, project value and commercial implications.
Listening
Asks strong questions and captures what the client actually wants.
Persuasion
Can help clients make decisions without aggressive selling.
Ownership
Owns the opportunity until a clear outcome is achieved.
Discipline
Maintains CRM, follow-ups and sales documentation consistently.
Client Empathy
Understands the anxiety, uncertainty and complexity involved in building a home.
Integrity
Never promises something that Architeca cannot deliver.
7. REQUIRED COMPETENCIESTechnical
Degree / Diploma in Architecture, Interior Design, Civil Engineering or related field preferred
Good understanding of residential architecture
Basic understanding of construction
Ability to read architectural drawings
Understanding of materials and construction processes
Basic understanding of project costing
Sales
Consultative selling
Lead qualification
Discovery conversations
Objection handling
Negotiation
Closing
Follow-up management
CRM discipline
Communication
Excellent verbal communication
Strong presentation skills
Ability to simplify technical concepts for homeowners
Professional written communication
Tamil + English preferred
8. EXPERIENCEPreferred
2–6 years of experience in one or more of:
Architectural practice
Residential construction
Design + Build
Interior design
Real-estate sales
Construction sales
Architectural sales

Work arrangement
No