Head - Presales - Real Estate Group - IIM/ISB/IMT

Pre Sales Head - Mumbai - Leading Real Estate Group (IIM A/B/C or ISB or IMT Ghaziabad can apply)

Department/function : Sales

Sub function: Pre Sales

Job Purpose:

As the Head of Pre-Sales vertical of the

- Group, you would lead implementation of pre-sales strategy and business development for all our projects, across markets in which we operate. You would be responsible for driving a team of 150 outsourced members (contact-center team) towards qualifying strong leads and managing 35 in-house associates to pursue and convert the same (in collaboration with the Sales team).

- The central objective would be revenue contribution across projects by increasing lead generation, facilitating higher walk-ins, cross- using leads for various projects and effectively servicing potential customers. Subsequently, the second focus area would be to leverage sales analytics at every stage of the Pre Sales process.

- In this role, you will be required to consistently partner with all the Sales / Vertical Leads, Marketing Head, Digital Marketing team and Strategy Leads towards achieving the overall sales revenue and business targets. While your ability to collaborate with peers will remain crucial, success will also depend on maintaining a hands-on approach for ensuring smooth business operations.

As a vertical lead and senior brand representative, you would be responsible for overall team performance, capability development and managing key client relationships from time to time.

Job Duties and Responsibilities
 
Business Development - 

- Ensure the outsourced team of pre-sales executives is able to identify the right customers for various projects. This will be critical as the success of our sales pitch depends largely on the accuracy of this analysis.

- Use the market insights, coupled with own sales expertise, to craft sales pitches. Establishing a strong initial connect with the customer and mapping their requirement to our products is essential.

- Drive a strong lead generation and qualifying process, coupled with market/ consumer insights in collaboration with the Digital Marketing Team. Focus on meeting the defined targets and work in tandem with the Sales Function to achieve set goals for multiple projects.

Industry Awareness

- Maintain product knowledge, competitor knowledge and a strong understanding of the industry landscape at all times, percolating the same to the entire team.

- Participate and contribute in strategy meetings with Marketing and Sales teams to ensure that the sales pitch is consistently

aligned with the marketing campaigns as well. To share insights that would influence media plans, BTL plans to optimize investment made on various mediums.

Sales Analytics - 

- Explore how we can derive further data-based insights and generate business opportunities from our existing systems.

- Identify opportunities for using advanced technologies in data science and analytics space for business growth.

- Pave the way forward for own team to leverage data analytics and incorporate the same in their work.

Collaboration and Team Management

- Assign targets for various team members, monitor their performance and to ensure that they consistently achieve their targets.

- Provide guidance to the team leads based on own sales experience and industry knowledge, thereby building on team capability towards effectively managing the pre-sales process / lead management.

- Consistently work with the Sales Heads to strengthen the overall business development process and ensure a smooth customer experience.

Systems and Process Compliance

- To know and understand the mediums / systems/ technologies used by other industries to manage leads and adopt best practices in the organization.

- Improve lead management process, TATs and device policies for enabling max lead conversion.

- Monitor quality of various activities/processes followed at the in-house as well as the outsourced centers.