JOB DESCRIPTIONPRE-SALES MANAGER – REAL ESTATE
Company: Manju Group
Location: Chennai, Tamil Nadu
Department: Pre-Sales
Designation: Pre-Sales Manager
Reporting To: Pre-Sales Head
Employment Type: Full-Time
1. POSITION SUMMARY
The Pre-Sales Manager will be responsible for managing the day-to-day operations and performance of the Pre-Sales/Telecalling team at Manju Group.
The role will focus on lead qualification, customer engagement, follow-up management, site-visit scheduling, site-visit conversion and team productivity.
The Pre-Sales Manager will work closely with the Pre-Sales Head and Sales Team to ensure qualified prospects are effectively converted into site visits and handed over to the Sales Team for further engagement and closure.
The position requires strong people-management skills, sales orientation, customer communication, process discipline and the ability to manage performance through data and MIS.
2. KEY RESPONSIBILITIESA. Pre-Sales Team Management
- Manage and supervise the day-to-day activities of the Pre-Sales/Telecalling team.
- Allocate leads among Pre-Sales Executives based on defined processes.
- Set daily and weekly productivity targets in line with targets assigned by the Pre-Sales Head.
- Conduct daily team huddles to review targets, priorities and pending follow-ups.
- Monitor individual telecaller performance and productivity.
- Track calls, connects, qualified leads, follow-ups and site visits.
- Identify performance gaps and provide regular coaching and feedback.
- Support the Pre-Sales Head in maintaining a high-performance team culture.
- Escalate persistent performance or operational issues to the Pre-Sales Head.
B. Lead Management & Qualification
- Ensure all assigned leads are contacted within the defined response-time/SLA.
- Understand customer requirements including:
- Budget
- Preferred location
- Property type
- Investment or end-use requirement
- Purchase timeline
- Preferred site-visit date
- Qualify leads based on defined criteria.
- Communicate project details, location advantages, amenities, pricing and other approved project information accurately.
- Identify genuine prospects and prioritize high-potential customers.
- Maintain proper lead status and next-action dates.
C. Site Visit Conversion
The primary operational responsibility of the role is to improve Lead-to-Site-Visit conversion.
- Convert qualified leads into confirmed site visits.
- Schedule site visits based on customer availability and Sales Team capacity.
- Confirm appointments with customers prior to the visit.
- Follow up with customers who have postponed or cancelled visits.
- Reduce site-visit no-shows through systematic confirmation calls.
- Track scheduled vs. completed site visits.
- Coordinate with Sales Executives for smooth customer handover.
- Monitor site-visit feedback received from the Sales Team.
- Identify reasons for unsuccessful site visits and recommend corrective actions to the Pre-Sales Head.
D. Customer Follow-Up
- Maintain structured follow-up schedules for interested prospects.
- Ensure no qualified lead remains unattended.
- Conduct timely follow-ups with customers who are:
- Interested
- Yet to decide
- Waiting for family discussion
- Budget constrained
- Planning a future purchase
- Postponing site visits
- Maintain professional communication throughout the customer journey.
- Ensure customer concerns and objections are properly recorded and addressed within the team's scope.
E. CRM & Lead Management
- Ensure 100% of assigned leads are updated in the CRM/lead management system.
- Monitor CRM discipline across the team.
- Ensure accurate recording of:
- Call status
- Customer requirement
- Lead qualification
- Follow-up date
- Site-visit status
- Customer remarks
- Sales handover
- Monitor ageing and pending leads.
- Ensure appropriate next actions are assigned to every active lead.
- Identify duplicate, invalid and non-contactable leads and report them appropriately.
F. Coordination with Sales Team
- Coordinate with Sales Managers/Sales Executives regarding confirmed site visits.
- Ensure proper handover of qualified prospects to the Sales Team.
- Share relevant customer requirements and interaction history before the site visit.
- Obtain feedback from Sales on site-visit quality and customer interest.
- Track the outcome of site visits.
- Maintain a feedback loop between Pre-Sales and Sales to improve lead quality and conversion.
G. MIS & Performance Monitoring
The Pre-Sales Manager will maintain and submit regular operational reports to the Pre-Sales Head.
Key reports should include:
- Total leads received
- Leads assigned
- Leads contacted
- Contactable leads
- Qualified leads
- Interested leads
- Follow-ups pending
- Site visits scheduled
- Site visits confirmed
- Site visits completed
- Site-visit cancellations
- Site-visit no-shows
- Sales handovers
- Bookings generated from pre-sales leads
- Telecaller-wise performance
- Project-wise performance
- Lead ageing
- Conversion ratios
3. KEY PERFORMANCE INDICATORSKPIKey MeasurementLead Contact Rate% of assigned leads contactedResponse TimeTime taken to contact fresh leadsLead QualificationQualified leads generatedSite Visit ConversionQualified leads converted into site visitsSite Visit ConfirmationConfirmed vs. scheduled visitsSite Visit Show-UpCompleted vs. scheduled visitsFollow-Up ComplianceTimely follow-ups completedTelecaller ProductivityCalls, connects, qualified leads & visitsCRM ComplianceAccuracy and timeliness of CRM updatesSales HandoverQualified leads successfully handed overBooking ContributionBookings generated from Pre-Sales pipeline4. TEAM MANAGEMENT RESPONSIBILITIES
The Pre-Sales Manager will be responsible for effectively managing the assigned team through:
- Daily target allocation
- Daily performance review
- Call monitoring
- Quality monitoring
- Coaching and feedback
- Training support
- Attendance and discipline monitoring
- Productivity tracking
- Incentive data validation
- Performance improvement
- Escalation of critical issues to the Pre-Sales Head
The Manager will execute the Pre-Sales strategy and targets defined by the Pre-Sales Head and ensure effective implementation at the team level.
5. CANDIDATE PROFILEEducation
- Bachelor's degree in any discipline.
- MBA/PGDM in Sales, Marketing or Business Management will be an advantage.
Experience
- 4–7 years of experience in Pre-Sales, Inside Sales, Telecalling, Customer Relationship Management or Real Estate Sales.
- Minimum 2 years of experience in handling/supervising a Pre-Sales or Telecalling team preferred.
- Experience in the Chennai real estate market will be an added advantage.
6. REQUIRED SKILLSFunctional Skills
- Pre-Sales & Inside Sales
- Lead Qualification
- Telecalling & Customer Engagement
- Site-Visit Conversion
- Lead Follow-Up
- CRM Management
- Sales Coordination
- MIS & Reporting
- Team Performance Management
Behavioural Skills
- Strong communication skills
- Customer-centric approach
- Target orientation
- Team leadership
- Problem-solving ability
- Strong follow-up discipline
- Accountability
- Negotiation and persuasion
- Ability to work under targets and deadlines
- Data-driven approach to performance management
Language Skills
- Tamil – Mandatory
- English – Mandatory
- Hindi/other regional languages will be an advantage.
7. TECHNOLOGY & REPORTING SKILLS
The candidate should be comfortable working with:
- CRM / Lead Management Systems
- MS Excel
- Google Sheets
- WhatsApp Business/approved customer communication platforms
- Daily & monthly MIS
- Lead conversion dashboards
Knowledge of CRM-based lead tracking and digital lead management will be preferred.
8. ROLE AUTHORITY
The Pre-Sales Manager will have operational responsibility for the assigned Pre-Sales team, including:
- Daily work allocation
- Lead distribution
- Productivity monitoring
- Follow-up monitoring
- Call quality monitoring
- Performance coaching
- Escalation of operational issues
- Recommendation of performance improvement actions
Major policy, target, incentive, manpower and strategic decisions will remain under the Pre-Sales Head.
9. KEY DELIVERABLE
The Pre-Sales Manager is expected to build a disciplined and high-performing team that consistently moves prospects through the following funnel:
LEAD → CONTACT → QUALIFICATION → INTEREST → FOLLOW-UP → SITE VISIT → SALES HANDOVER → BOOKING
The primary focus of the role will be to ensure maximum qualified site visits through effective team management, structured follow-up and strong lead conversion processes.
10. COMPENSATION
CTC: As per Manju Group's salary structure and candidate experience.
Performance Incentives: Applicable as per the company's approved Pre-Sales incentive structure.
REPORTING STRUCTURE
Pre-Sales Head
↓
Pre-Sales Manager
↓
Team Leaders / Senior Pre-Sales Executives
↓
Pre-Sales Executives / Telecallers
ABOUT THE ROLE
This is a Manager-level operational leadership position within the Pre-Sales function. The successful candidate will be responsible for translating the Pre-Sales Head's strategy and targets into daily execution, team productivity and measurable site-visit conversion results across Manju Group's real estate projects.
Pay: ₹45,000.00 - ₹65,000.00 per month
Benefits:
Work Location: In person
