Manager - Lead Management

Job Description

The Responsibilities

1. Own the Qualified Lead Funnel

• Take complete ownership of all qualified leads from the moment they are handed over by Telecalling until they are either converted or formally closed.
• Ensure: No qualified lead is lost.
• Every lead has a defined next action.
• Lead ageing remains within SLA.
• High-priority opportunities are acted upon immediately.
• Lead disposition is accurately captured in CRM.

2. Drive Daily Sales Planning

• Lead the planning and execution of daily field sales schedules.
• Allocate leads based on geography, urgency, and sales capacity.
• Optimize travel routes and meeting clusters.
• Balance workload across sales executives.
• Plan high-productivity daily calendars.
• Dynamically adjust schedules for cancellations or urgent opportunities.
• Enable every Sales Executive to spend maximum time selling rather than planning.

3. Maximize Sales Productivity

• Continuously monitor field execution and identify opportunities to improve efficiency.
• Own metrics such as: Meetings planned Meetings completed Travel efficiency Idle time
• utilization Lead-to-meeting ratio Meeting-to-booking ratio
• Drive corrective actions wherever productivity gaps exist.

4. Ensure Outstanding Appointment Management

• Build a highly reliable customer appointment process by ensuring: Appointment confirmation Reminder calls/messages Rescheduling when required
• Timely customer communication
• Sales Executive readiness before every meeting
• Aim to significantly reduce customer no-shows and failed visits.

5. Lead

• Act as the single operational interface between: Marketing Telecalling Field Sales Operations
• Support
• Ensure seamless communication, rapid issue resolution, and uninterrupted lead flow.

6. Establish Operational Excellence

• Develop and continuously improve standard operating procedures (SOPs) for: Lead allocation Scheduling Follow-ups Escalation handling
• CRM updates Appointment confirmations Customer communication
• Drive consistency, transparency, and scalability across the sales funnel.

7. Build a Data-Driven Operating Rhythm

• Design and manage dashboards to monitor:
• Lead ageing Lead backlog Appointment adherence
• Sales Executive utilization
• rates
• Present daily and weekly performance reviews with actionable insights.
• Lead a team of four executives by:
• Setting daily targets
• Conducting performance reviews
• Monitoring quality
• Providing coaching
• Driving accountability
• Building a high-performance culture
• The role will be measured on its ability to deliver measurable business outcomes, including:
• 95%+ qualified leads scheduled within defined SLA.
• Reduction in lead ageing and lead leakage.
• Higher meetings completed per Sales Executive per day.
• Improved field force utilization.
• Reduced customer no-show rates.
• Increased
• Improved customer satisfaction during the scheduling journey.
• Accurate CRM hygiene and reporting.
• Managing
• Team Reduction

Requirements

• Capacity planning
• Workforce scheduling
• Field force optimization
• Sales process management
• Pipeline management
• Analytical & Decision-Making
• Strong analytical ability
• Data interpretation
• Root cause analysis
• KPI management
• Forecasting
• Process improvement
• Leadership
• Team
• Coaching
• Performance management
• Stakeholder management
• Conflict resolution
• Service mindset
• Relationship management
• CRM platforms (Salesforce, LeadSquared, Zoho, Freshsales, etc.)
• Advanced Microsoft Excel
• Google Sheets
• Power BI / Tableau (preferred)
• Route planning and scheduling tools (preferred)
• well-versed with CRM software - Excel, google communication, collaboration, interpersonal skills
• sheets - presentation skills - Tele-calling
• team management experience

Primary Skills:

• 6 -10 Years Exp
• Location Pune Baner
• 6 days WFO ( 2 Saturday working)
• The person also manages a small Bridge Team, plans field-sales schedules, tracks leads in CRM, reduces missed appointments/leakage, and monitors conversion/productivity numbers.