Website:
cincoindia.com
Job details:
JOB DESCRIPTION – CRM & LEADS HEAD
Department: Sales / CRM
Location: Coimbatore, Tamil Nadu
Industry: Real Estate / Construction
Reporting To: GM – Sales
Team Managed: Pre-Sales Executives / Telecallers, CRM Executives
Experience: 5+ Years
Role Purpose
The CRM & Leads Head will be responsible for managing the complete lead lifecycle, ensuring that every lead generated through various channels is captured, allocated, followed up, qualified, and properly tracked until conversion.
The role will oversee CRM operations, lead management, Pre-Sales activities, customer data accuracy, and coordination between Marketing, Pre-Sales, CRM, and Sales teams.
Key ResponsibilitiesLead Management
- Manage and monitor leads received from digital campaigns, website, property portals, social media, referrals, events, walk-ins, and other sources.
- Ensure all leads are properly captured and assigned to the appropriate team.
- Monitor lead response and follow-up activities.
- Track leads throughout the sales funnel from enquiry to site visit and booking.
- Identify and minimize lead leakage.
- Monitor inactive and pending leads and ensure timely follow-up.
CRM Management
- Ensure accurate and timely updating of all customer and lead information in the CRM.
- Monitor lead stages, follow-ups, remarks, customer requirements, and sales status.
- Maintain data accuracy and eliminate duplicate or incomplete records.
- Conduct regular CRM reviews and ensure proper usage by the team.
- Identify opportunities to improve CRM processes and automation.
- Ensure CRM data is available for accurate sales and management reporting.
Pre-Sales & Telecalling Team Management
- Manage and monitor the performance of Pre-Sales Executives and Telecallers.
- Allocate leads based on team capacity and business requirements.
- Monitor daily calling, follow-ups, lead qualification, and site visit generation.
- Review call quality and provide guidance to improve customer engagement.
- Identify performance gaps and support team members in improving productivity.
- Ensure proper coordination between Pre-Sales and Sales teams.
Lead Qualification & Quality
- Monitor the quality of leads generated from different sources.
- Identify genuine, duplicate, irrelevant, and low-quality enquiries.
- Ensure customer requirements are properly captured and updated.
- Coordinate with the Marketing team regarding lead quality and campaign performance.
- Provide feedback to improve lead generation and targeting.
Sales Funnel Management
- Monitor the movement of leads through different stages of the sales funnel.
- Track lead-to-site-visit and site-visit-to-booking progress.
- Identify bottlenecks and opportunities for improving conversions.
- Monitor stale and inactive leads and initiate re-engagement activities.
- Support the Sales team with accurate and updated lead information.
Reporting & Coordination
- Prepare regular lead and CRM reports for the GM – Sales.
- Provide source-wise and campaign-wise lead analysis.
- Track Pre-Sales and CRM team performance.
- Coordinate with Marketing, Sales, and Management to improve overall lead conversion.
- Provide insights and recommendations based on CRM and sales data.
- Maintain confidentiality of customer and company information.
Qualifications & Experience
- Bachelor's degree in Business Administration, Marketing, Sales, Management, or a related field.
- Minimum 5 years of experience in CRM, Sales Operations, Lead Management, Pre-Sales, or related functions.
- Experience in the real estate or construction industry is preferred.
- Prior experience managing a CRM, Pre-Sales, or Telecalling team.
- Hands-on experience with Zoho CRM, LeadSquared, Salesforce, or similar CRM platforms.
- Strong knowledge of sales funnel and lead management processes.
Required Skills
- Strong CRM management skills
- Team leadership and people management
- Excellent communication and coordination skills
- Strong analytical and problem-solving ability
- Good knowledge of Excel/Google Sheets and CRM reporting
- Lead qualification and pipeline management
- Strong follow-up and process management skills
- Ability to analyze sales and customer data
- Ability to work closely with Marketing and Sales teams
- Strong attention to detail and data accuracy
Preferred Candidate Profile
- Real estate/construction industry experience preferred.
- Experience handling high-volume leads and Pre-Sales operations.
- Strong understanding of digital marketing leads and sales conversion funnels.
- Data-driven and result-oriented approach.
- Strong leadership and decision-making abilities.
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