Pre-sales Head

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

• 10–15 years in Pre-Sales, Inside Sales, Tele-sales, Lead Management or Sales Operations. 

• 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.