Head pre-sales

ROLE PURPOSE :

To lead the Pre-Sales function with end-to-end ownership of the lead-to-site-visit funnel, ensuring effective lead management, customer engagement, conversion, team productivity and CRM discipline. The role will maximise the value of every marketing-generated lead and build a high-performance, process-driven Pre-Sales function.

KEY RESPONSIBILITIES

Lead Management & Conversion

• Own the complete Pre-Sales funnel from lead allocation and first contact through qualification, follow-up and site-visit generation. • Improve lead contactability, qualification, engagement and site-visit conversion. • Monitor lead ageing, untouched leads, follow-up gaps and lead leakage and drive corrective action.

Team Leadership & Productivity

• Lead, manage and develop the Pre-Sales team against defined productivity and conversion targets. • Establish daily and weekly standards covering calls, connect rates, follow-ups, qualified leads and site visits. • Conduct regular performance reviews and targeted coaching.

CRM & Data Governance

• Ensure disciplined usage of Sell.Do / CRM. • Set standards for lead allocation, data capture, lead status, follow-up scheduling and closure. • Conduct periodic CRM and data audits and drive CRM-based reporting.

MIS & Analytics

• Own the Pre-Sales master tracker, MIS and performance dashboards. • Track lead volumes, contactability, untouched leads, calls, follow-ups, qualified leads, site visits and conversion ratios. • Provide actionable insights and drive corrective action.

Sales & Marketing Collaboration

• Work closely with Marketing on lead quality, campaign effectiveness and source-wise performance. • Partner with Sales to ensure smooth handover of qualified leads and effective follow-through after site visits. • Establish feedback mechanisms to improve lead quality and conversion.

Process Excellence & Customer Experience

• Standardise calling scripts, qualification frameworks, follow-up processes and lead-management SOPs. • Continuously improve Pre-Sales processes and customer experience. • Introduce technology, automation and AI-led interventions where relevant .

KEY RESULT AREAS (KRAs)

• Lead-to-Contact Conversion • Contact-to-Qualified Lead Conversion • Qualified Lead-to-Site Visit Conversion • Overall Lead-to-Site Visit Conversion • Lead Leakage and Lead Ageing • Untouched / Uncontacted Leads • Team Productivity Calls & Follow-ups • CRM / Sell.Do Data Accuracy and Compliance • Lead Source and Campaign Performance • Pre-Sales Team Performance and Target Achievement • Site-Visit Quality and Sales Handover • MIS Accuracy and Timeliness • Customer Engagement and Response Time

IDEAL CANDIDATE PROFILE

• 1015 years in Pre-Sales, Inside Sales, Tele-sales, Lead Management or Sales Operations, preferably Real Estate. • Proven experience leading and scaling a target-driven Pre-Sales / Inside Sales team. • Strong understanding of the real-estate lead funnel, customer journey and conversion metrics. • Demonstrated track record of improving lead-to-site-visit and overall funnel conversion. • Strong hands-on CRM experience; Sell.Do exposure preferred. • Strong analytical ability with experience in MIS, funnel analytics and dashboards. • Experience establishing processes, SOPs, performance standards and CRM governance. • Strong stakeholder-management, communication, coaching and people-management skills. • High ownership, commercial orientation and execution discipline.