Head Pre-Sales

Role & responsibilities

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.

Preferred candidate profile