Position: MANAGER – PRE-SALES & LEAD CONVERSION

Department: Sales & Pre-Sales

Location: Gurugram

Reporting To: Business Head / Director – Sales

Experience: 4–8 years in Real Estate Pre-Sales, Tele-Sales, Lead Conversion or Customer Acquisition

Industry Preference: Residential Real Estate / Luxury Real Estate / Plotted Developments / Premium Housing

Salary: 6 Lakh-9Lakh/Year

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1. ROLE PURPOSE

The Manager – Pre-Sales & Lead Conversion will be responsible for managing the complete pre-sales process from the time a lead is received until it is successfully converted into a qualified prospect and site visit.

The role requires strong communication, sales follow-up, lead nurturing and team-coordination skills, with a sharp focus on lead-to-site-visit conversion.

The candidate will act as the primary link between Digital Marketing, Pre-Sales and the Sales/Closing Team.

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2. KEY RESPONSIBILITIES

A. Lead Management

* Receive and monitor leads generated through Meta, Google, portals, website, WhatsApp and other marketing channels.

* Ensure all fresh leads are contacted promptly.

* Understand the prospect’s requirement, budget, location preference, purpose of purchase and purchase timeline.

* Categorise leads into Hot, Warm, Cold and Not Qualified.

* Maintain accurate lead records and follow-up status in the CRM/database.

B. Lead Calling & Qualification

* Personally handle important/fresh incoming leads.

* Conduct structured telephonic conversations to understand customer requirements.

* Explain relevant project/product information and generate customer interest.

* Identify genuine buyers and prioritise leads based on buying intent.

* Handle initial objections related to price, location, project, payment plans and possession timelines.

* Qualify prospects before transferring them to the Sales Team.

C. Follow-up & Lead Nurturing

* Establish a systematic follow-up process for every qualified lead.

* Maintain regular contact through calls and WhatsApp.

* Follow up with customers who are not immediately ready to visit.

* Reactivate old, dormant and previously unresponsive leads.

* Develop long-term relationships with prospects until they are ready for a site visit.

* Ensure no genuine lead is left unattended or without a defined next follow-up date.

D. Site Visit Conversion

* Convert qualified enquiries into confirmed site visits.

* Coordinate with the Sales Team regarding availability and customer requirements.





* Confirm site-visit appointments with customers.

* Send relevant project information, location details and appointment confirmations through WhatsApp.

* Follow up with customers who cancel, postpone or do not turn up.

* Track Lead → Qualified Lead → Appointment → Site Visit conversion.

E. Team Management

* Supervise the Pre-Sales / Telecalling Executive(s).

* Allocate leads and databases appropriately.

* Monitor daily calling and follow-up activity.

* Review pending follow-ups and ensure timely action.

* Conduct daily/weekly performance reviews with the telecalling team.

* Train team members on calling scripts, project knowledge, objection handling and follow-up techniques.

* Escalate high-value and high-intent prospects to the Sales/Closing Team.

F. CRM & Reporting

* Ensure complete and accurate CRM/database updation.

* Maintain records of calls, conversations, follow-ups and customer requirements.

* Prepare daily and weekly pre-sales reports.

* Track source-wise lead performance.

* Monitor lead ageing and follow-up pending reports.

* Provide feedback to Digital Marketing regarding lead quality and campaign performance.

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3. KEY PERFORMANCE INDICATORS (KPIs)

The role will primarily be measured on quality and conversion, not merely the number of calls made.

Primary KPIs

* Lead-to-Contact Ratio

* Qualified Lead Conversion

* Lead-to-Site-Visit Conversion %

* Number of Qualified Site Visits Generated

* Site Visit Show-up Ratio

* Follow-up Completion %

* Lead Response Time

* Old/Cold Lead Reactivation

* Sales-qualified leads handed over to Sales Team

Secondary KPIs

* CRM accuracy and discipline

* Daily calling productivity

* Follow-up ageing

* Customer response rate

* Team productivity

* Lead quality feedback to Marketing

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4. DAILY RESPONSIBILITIES

The Manager is expected to:

1. Review all fresh leads received.

2. Ensure immediate contact with new enquiries.

3. Review pending follow-ups.

4. Personally handle high-value/high-intent prospects.

5. Monitor the telecalling executive’s activity.

6. Qualify prospects and schedule site visits.

7.



Coordinate confirmed visits with the Sales Team.

8. Review cancelled/no-show visits and initiate re-follow-up.

9. Update CRM and ensure every active lead has a clear next action.

10. Submit an end-of-day performance report.

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5. REQUIRED SKILLS

* Excellent verbal and written communication skills.

* Strong telephonic sales and follow-up ability.

* Good understanding of real estate sales cycles.

* Ability to identify genuine buying intent.

* Strong objection-handling and negotiation skills.

* Excellent follow-up discipline.

* Customer relationship management skills.

* Ability to work with CRM and lead-management systems.

* Strong ownership of targets and results.

* Ability to manage and motivate a small pre-sales team.

* Qualified and presentable personality.

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6. CANDIDATE PROFILE

The ideal candidate should be:

* Experienced in real estate pre-sales / inside sales / tele-sales.

* Comfortable handling high-value residential property enquiries.

* Target-oriented and persistent without being overly aggressive.

* Strong at converting conversations into appointments and site visits.

* Comfortable working with digital leads from Google and Meta campaigns.

* Capable of managing both fresh and old databases.

* Data-driven and disciplined in CRM usage.

Experience with premium/luxury residential projects, plotted developments, floors, villas or NRI clientele will be an advantage.

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7. AUTHORITY & OWNERSHIP

The Manager will have ownership of the pre-sales funnel from lead receipt until site-visit generation.

The position is expected to work closely with:

Digital Marketing → Pre-Sales → Sales → Site Team → Closing

The Manager will also provide regular feedback to Management regarding:

* Lead quality

* Campaign performance

* Customer objections

* Market response

* Pricing feedback

* Competitor activity

* Reasons for lead drop-offs

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8. SUCCESS IN THE ROLE

The Manager will be considered successful when the organisation consistently achieves:

MORE QUALITY LEADS → FASTER RESPONSE → BETTER QUALIFICATION → STRONGER FOLLOW-UP → MORE SITE VISITS → MORE SALES

The core objective is simple:

“Every genuine enquiry must be systematically followed up and converted into a qualified sales opportunity and, wherever possible, a site visit.”

Apply Now: Send your CV/Resume to us.:

+91-XXXXXXXXXX

Pay: ₹45,000.00 - ₹50,000.00 per month

Work Location: On the road

📌 MANAGER- PRE SALES& LEAD CONVERSION (India)
🏢 allegiant real estate advisory services
📍 India