Institutional Sales - Real Estate & Architects

Hello December · India

Studio December | Mumbai

Studio December is looking for a commercially sharp, relationship-driven Institutional Sales professional to grow our business across real estate developers, architects, interior design firms, hospitality groups and institutional clients.

This is a high-ownership role focused on building long-term industry relationships, generating qualified project opportunities and converting them into revenue for Studio December’s Interior Styling, Sourcing, Procurement and Turnkey offerings.

Key Responsibilities

* Build and manage relationships with real estate developers, architects, interior designers, PMC firms, hospitality groups and luxury residential developers.

* Develop a strong institutional pipeline for:

* Interior Styling & Sourcing

* Furniture, Lighting, Art & Décor Procurement

* Show Apartments & Experience Centres

* Clubhouses, Lobbies & Common Areas

* Hospitality & F&B Projects

* High-end Residential Projects

* Turnkey Interior Opportunities

* Identify upcoming projects at an early stage and establish Studio December as a preferred styling, sourcing and execution partner.

* Conduct regular meetings and presentations with architects, developers, design heads, procurement teams and key decision-makers.

* Drive new client acquisition while building repeat business from existing institutional accounts.

* Work closely with Studio December’s design, sourcing, procurement and project teams to prepare proposals, presentations, estimates and commercial submissions.

* Own opportunities from lead generation → meeting → proposal → negotiation → closure.

* Build strategic partnerships and empanel Studio December with leading developers, architectural practices and hospitality companies.

* Maintain an active database of industry relationships, projects, leads, decision-makers and follow-ups.

* Track market activity, upcoming developments and major projects across Mumbai and key Indian markets.

* Represent Studio December at industry events, exhibitions, networking forums and developer/architect meetings.

* Negotiate commercials while protecting project margins and payment terms.

* Ensure smooth handover of closed projects to the internal execution team while continuing to manage the client relationship.

Key Performance Indicators

* Monthly qualified sales pipeline generated

* Monthly and quarterly revenue closed

* Number of new developer / architect / institutional accounts opened

* Meetings with key decision-makers

* Proposal-to-conversion ratio

* Average project value

* Repeat business from institutional clients

* Collection and payment discipline

* Gross margin achieved on projects

Ideal Candidate

* 5–10 years of experience in institutional/B2B sales within interiors, furniture, building materials, luxury products, architecture, real estate, hospitality or design.

* Strong existing relationships with architects, developers, interior designers, procurement teams or hospitality groups will be a significant advantage.

* Comfortable selling projects ranging from ₹5 lakh to ₹1 crore+.

* Strong commercial understanding and negotiation ability.

* Excellent presentation, communication and relationship-management skills.

* Highly proactive and comfortable building business independently.

* Able to understand design and speak confidently with architects and senior design professionals.

* Strong follow-up discipline and ability to manage a large sales pipeline.

* Entrepreneurial, target-driven and comfortable working in a fast-growing organisation.

What Success Looks Like

Within the role, you should be able to build a consistent network of developers, architects and institutional partners who see Studio December as their go-to partner for styling, sourcing and procurement—creating a predictable pipeline of high-value projects and long-term recurring business.

Location: Mumbai

Function: Business Development / Institutional Sales

Reporting To: Founder / Business Head

Industry: Interior Design, Styling, Furniture & Sourcing