Manager - Commercial Leasing

JOB PURPOSE

The Team Member – Leasing is responsible to drive prospect generation, client engagement, and deal execution across assigned asset portfolios (commercial, retail, or industrial), contributing to revenue and occupancy targets. The role involves end-to-end management of leasing transactions—from lead sourcing and proposal support to client coordination, documentation, and handover—through active collaboration with internal teams and external partners.

ORGANISATION CHART

Head – Business Development --> Team Member - Leasing

KEY ACCOUNTABILITIES

Responsibilities

Key Performance Indicators (KPIs)

Prospect Generation & Channel Partner Engagement

- Identify, research, and qualify leasing prospects using digital tools, market scans, and broker inputs.
- Build and maintain strong relationships with IPCs, local brokers, and tenant representatives to generate leasing leads.
- Regularly schedule and attend meetings with prospective clients and channel partners.
- Track and report prospect pipeline and lead conversion status in CRM systems or internal trackers.

- Number of clients met
- Number of leads generated
- Number of leads generated through channel partners
- Number of leads converted to ongoing transactions

Commercial Negotiations & Deal Closure

- Prepare and deliver compelling client presentations and proposals tailored to tenant requirements.
- Conduct site tours and manage end-to-end client interactions until deal closure.
- Collaborate with internal teams (legal, finance, design, and projects) to align technical and commercial terms during client discussions.
- Support the negotiation and execution of term sheets, MoUs, lease agreements, and other transaction documentation.
- Track documentation status, approvals, and legal coordination for timely lease execution.
- Facilitate internal approvals, commercial note preparations, and finance alignment for deals.

- Number of Term Sheets, EOIs, MoUs, Lease Agreements signed
- Number of Acres monetized

Client Lifecycle Management

- Act as primary liaison for assigned clients during the leasing cycle—respond to queries, share updates, and escalate internal dependencies.
- Collaborate with design, project, and operations teams to address client-specific fit-out and readiness issues.
- Manage all lease handover documentation and tenant onboarding requirements.
- Monitor lease expiry trackers and engage with existing clients to understand churn intent.
- Identify and develop leads for re-leasing vacated assets and work with marketing and channel partners to position space for replacement.
- Manage exit-phase interactions to deliver a professional offboarding experience and safeguard long-term relationships.

- CSAT Score
- Number of transactions closed
- Number of repeat business

Marketing & Brand Alignment

- Develop and customize marketing materials, digital brochures, presentations, and pitch decks.
- Coordinate with the marketing team to organize client-facing campaigns, sponsorships, and trade body promotions.
- Contribute inputs for experiential sales centers and asset-specific branding.

- % marketing collaterals completed on-time

KEY ACCOUNTABILITIES - Additional Details

EXTERNAL INTERACTIONS

- Office / Retail Space Occupiers/ Brands
- Developers
- Prospective and Converted Tenants
- Channel Partners, IPCs
- Social Media Agency, Marketing & Branding Consultants

INTERNAL INTERACTIONS

- Senior Management - ALD
- Project, Design, P&C, Operations, Legal, Finance, HR teams
- Marketing & Communications Teams

FINANCIAL DIMENSIONS

- Retail leasable space ~0.5 Million SQ FT
- Office leasable space ~1.0 Million SQ FT
- Industrial leasable space in BTS made 1,00,000 Sqft
- CAPEX of 400 Cr for Interchange with a Revenue Potential of 60 Cr per annum at full operations

OTHER DIMENSIONS

EDUCATION QUALIFICATIONS

- MBA/PGDM

RELEVANT EXPERIENCE

- 10-15 years of experience in in commercial, retail, or industrial leasing, with hands-on exposure to lead generation, client engagement, and deal closure

COMPETENCIES

- Tenant Acquisition (Proficient)
- Lease and Revenue Management (Proficient)
- Social Awareness
- Entrepreneurship
- Personal Effectiveness
- Problem Solving & Analytical Thinking
- Planning & Decision Making
- Capability Building
- Strategic Orientation
- Stakeholder Focus
- Networking
- Execution & Results
- Teamwork & Interpersonal influence