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Sales Manager
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Mission
The Sales Manager plays a critical role in positioning Athena Advisers as the leading cross-border real estate advisory in Portugal. This role is responsible for connecting people with places by delivering exceptional client experiences, empowering the Sales team, strengthening B2B networks and ensuring operational excellence—ultimately driving sustainable revenue growth across key Portuguese destinations.
This leader will combine strong commercial acumen, a deep understanding of the Portuguese property landscape and mastery of CRM-driven decision-making to ensure that Athena's sales operations are efficient, consistent and high-performing. The Sales Manager will also maintain an active sales role, continuing to nurture client relationships, close strategic deals, and uphold Athena's reputation for expertise and trust.
High-Level Goals1. Portuguese Sales Strategy & Market Positioning
● Develop, implement, and continuously refine a data-driven sales strategy tailored to the specificities of Portuguese resorts, regions and property types.
● Identify growth opportunities, competitive threats and strategic priorities to strengthen Athena's leadership position in key destinations.
● Ensure the Portuguese-based Sales team is equipped with up-to-date market intelligence, pricing trends, and product knowledge to guide clients effectively.
2. Revenue Growth & Market Penetration
● Deliver and exceed annual revenue targets for Portugal through targeted sales plans across resorts, new builds and resales.
● Strengthen relationships with local brokers, developers, communities and stakeholders to increase stock access, off-market opportunities and referral flows.
● Support the development of Portugal's resale portfolio by supervising mandate sourcing and ensuring alignment with Athena's onboarding standards.
3. Leadership of the Sales Team
● Lead, coach and mentor the Sales team—ensuring they have the training, tools and support needed to close deals and represent the brand at the highest level.
● Establish clear KPIs (lead conversion, resale onboarding, project introductions, team performance) and monitor results in real time through Salesforce.
● Foster a collaborative, ambitious and solutions-driven culture where best practices are shared and continuous improvement is the norm.
4. Operational Excellence & Salesforce Governance
● Ensure the integrity, accuracy and completeness of all data captured in Salesforce, including interactions, visits, lead sources and sales funnel stages.
● Align CRM data with marketing needs to strengthen lead quality, performance reporting and strategic decision-making.
● Lead the management and optimisation of EGO CRM data in collaboration with the Sales and Marketing departments.
● Oversee internal processes to ensure a smooth, consistent and premium client journey across all touchpoints.
Key responsibilitiesSales & Market Leadership
● Lead the implementation of Athena's Portuguese sales strategy, adapting plans based on performance metrics and market insights.
● Act as a senior adviser for key clients, maintaining a personal portfolio of high-value opportunities.
● Provide continuous market intelligence to the international sales teams, enabling them to better serve global clients.
● Identify new business opportunities, partnerships and emerging destinations that support Athena's long-term growth.
Team Management & Performance Development
● Manage the Sales team's day-to-day activity and performance, ensuring productivity, accountability, and excellence.
● Provide regular coaching, one-to-one sessions, training workshops and on-the-ground support during client visits.
● Create a culture of ownership, transparency and collaboration ensuring each adviser contributes to team targets and brand standards.
● Lead, coach, and mentor the Portugal-based Sales team.
Sales Force CRM & Data Compliance
● Oversee Salesforce usage and ensure rigorous data capture across all client interactions.
● Analyse team performance, conversion rates, lead quality and pipeline health, presenting regular reports to senior management.
● Work closely with the marketing team to refine lead management, campaign targeting and performance attribution.
Ego CRM & Data Compliance
● Oversee and ensure the accuracy, integrity and effective use of Ego CRM data.
● Drive the effective utilisation of Ego CRM data across sales and Marketing enhance pipeline visibility, improve the customer insights and support the revenue growth.
● Leverage existing contacts and industry experience to recruit Independent Agents who are familiar with Ego in order to grow Athena's resale stock portfolio with properties that are in line with the company's high-end level of product.
● Provide leadership for Ego CRM Data process.
● To follow up on and manage all leads generated through the Ego system, ensuring timely actions and full compliance with internal rules and regulatory requirements.
Broker & Developer Relations
● Strengthen and manage all B2B relationships with local brokers, developers and ecosystem partners.
● Ensure regular communication, product updates and collaboration opportunities to maintain strong local networks.
● Support advisers in managing developer relations, including obtaining documentation, images, and project updates.
Client Experience & Brand Representation
● Uphold Athena's premium advisory standards throughout the client journey, ensuring consistency across the Sales team.
● Represent Athena as a market expert during events, PR opportunities, partner engagements and client-facing activities.
● Ensure that the experience delivered aligns with the company's vision of placemaking and lifestyle-focused property advisory.
Qualifications
Education
● Bachelor's degree in business, Real Estate, Marketing, or related fields.
● Master's degree or relevant certifications (e.g., Certified Real Estate Broker) are an advantage.
Experience
● Proven experience in real estate sales leadership, ideally within the luxury or cross-border market.
● Demonstrated success in managing high-performing sales teams and achieving ambitious revenue targets.
● Deep knowledge of the Portuguese real estate landscape, particularly Lisbon, Comporta, the Algarve and key resort markets.
● Strong proficiency and practical experience with EGO CRM including lead management, data entry and system optimisation.
Skills
● Strong leadership and people management capabilities.
● Excellent communication, negotiation and conflict resolution skills.
● Strategic thinker with the ability to translate data into actionable plans.
● High proficiency in CRM systems (Salesforce preferred).
● Strong analytical skills and commercial acumen.
Personal Attributes
● Results-driven, proactive and solution-oriented.
● High level of professionalism, integrity and emotional intelligence.
● Comfortable in a dynamic, entrepreneurial and evolving environment.
● Fluency in Portuguese and English; French is an advantage.
Additional Requirements
● Willingness to travel within Portugal and internationally when needed.
● A strong affinity for lifestyle-led real estate and Athena's placemaking philosophy.
