Presales Manager

Industry Preference: Real Estate / Residential Projects
We are looking for an experienced and target-oriented Pre-Sales Manager to lead the pre-sales function for residential real estate projects. The role will be responsible for managing inbound and outbound leads, improving lead-to-site-visit conversion, ensuring effective follow-up, managing the pre-sales team, maintaining CRM discipline, and supporting the Sales team in achieving project sales targets.

The candidate should have strong experience in real estate pre-sales, telecalling, lead management, CRM, customer qualification, and site-visit generation, with proven ability to manage and motivate a team.

Key Responsibilities

1. Pre-Sales Team Management

• Lead and manage the Pre-Sales / Telecalling team.
• Allocate leads to team members based on project, source, location, and availability.
• Set daily, weekly, and monthly activity and conversion targets.
• Monitor individual team performance and productivity.
• Conduct daily team huddles and performance reviews.
• Coach team members on customer handling, qualification, objection handling, and conversion techniques.
• Identify performance gaps and implement corrective actions.

2. Lead Management

• Manage and monitor leads generated
• Ensure all leads are contacted within the defined response TAT.
• Qualify leads based on budget, location preference, configuration, purchase purpose, and buying timeline.
• Categorize leads into hot, warm, and cold prospects.
• Ensure systematic follow-up until conversion or closure.

3. Site Visit Generation & Conversion

• Drive maximum qualified site visits from available leads.
• Coordinate with Sales Managers / Sales Executives for site-visit appointments.
• Track scheduled, confirmed, completed, cancelled, and rescheduled site visits.
• Analyze reasons for site-visit cancellations and no-shows.
• Develop strategies to improve lead-to-site-visit and site-visit-to-booking conversion.
• Ensure effective handover of qualified customers to the Sales team.

4. CRM Management

• Ensure 100% and accurate lead entry and follow-up in CRM.
• Monitor lead ageing, pending follow-ups, and untouched leads.
• Track source-wise and project-wise lead performance.
• Ensure proper updating of customer interactions, follow-up remarks, appointment status, and lead disposition.
• Prepare CRM-based reports for management review.
• Ensure no lead is missed or left without follow-up.

5. Customer Handling

• Handle high-value and priority customer enquiries where required.
• Support the team in handling customer objections related to:
  
• Pricing
• Location
• Project specifications
• Amenities
• Payment plans
• Possession timelines
• Competitor projects
• Ensure professional and consistent customer communication.
• Maintain a high standard of customer experience throughout the pre-sales process.

6. Sales & Marketing Coordination

• Coordinate closely with Sales Managers and Project Sales teams.
• Share qualified leads and customer requirements with the Sales team.
• Provide feedback to Marketing on lead quality and campaign performance.
• Identify high-performing and low-performing lead sources.
• Provide inputs for digital campaigns and promotional activities.
• Coordinate with Marketing for project-wise lead generation requirements.

7. MIS & Performance Analysis

Prepare and present regular MIS

Analyze trends and recommend actions to improve conversion and productivity.

8. Process Improvement

• Establish standard operating procedures for lead handling and follow-up.
• Define response and follow-up TATs.
• Develop call scripts and customer qualification formats.
• Monitor call quality and customer interaction standards.
• Conduct regular call audits and provide feedback to team members.
• Implement effective follow-up strategies for old and inactive leads.
• Continuously improve the pre-sales process and conversion funnel.

Qualification

• Graduate in any discipline.
• MBA / PGDM in Marketing or Sales will be an added advantage.

Required Skills

• Strong experience in Real Estate Pre-Sales / Inside Sales
• Team handling and performance management
• Lead qualification and conversion
• Excellent telephonic communication skills
• Strong customer relationship skills
• CRM knowledge and lead management
• Sales funnel management
• Objection handling and negotiation
• MIS and analytical skills
• Good knowledge of MS Excel
• Strong follow-up and coordination skills
• Target-oriented approach
• Excellent communication in English and Tamil

Preferred Candidate Profile

• 5 to 10 years of overall experience with substantial experience in residential real estate pre-sales.
• Experience managing a team of Pre-Sales Executives / Telecallers.
• Experience handling leads generated through digital marketing and property portals.
• Strong understanding of the Lead Qualification Site Visit Sales Handover Booking funnel.
• Experience with CRM systems and digital lead management.
• Candidates with experience in premium / luxury residential projects will be preferred.
• Should have strong analytical ability to identify gaps in lead conversion and recommend corrective actions.
• Should be comfortable working with aggressive targets and multiple projects.
• Strong leadership, communication, coaching, and stakeholder-management skills.