Rakshit Kaushik’s Post

The specific KRAs for a #Presales Manager in the Facility Management Industry may be tailored to the company's unique needs, goals, and services. These KRAs are designed to support the sales team, ensure effective client acquisition, and contribute to the overall growth and success of the facility management business. Here are some common KRAs for a Presales Manager in this industry: 1. Lead Qualification and Segmentation: Develop a system for qualifying and segmenting leads based on their potential value and fit with the facility management services offered. 2. Sales Pipeline Management: Oversee the management of the sales pipeline, ensuring that leads progress through the stages and are tracked effectively. 3. Client Needs Assessment: Work closely with potential clients to understand their specific facility management needs and tailor proposals accordingly. 4. Proposal Development: Lead the development of comprehensive proposals that address the client's unique requirements, including pricing and service level agreements. 5. Competitive Analysis: Stay informed about industry trends, competitors, and market dynamics to provide insights that inform pricing strategies and competitive positioning. 6. Client Relationship Building: Establish and maintain strong relationships with potential clients, addressing their concerns and questions throughout the sales process. 7. Sales Team Collaboration: Collaborate with the sales team to ensure alignment between presales efforts and the overall sales strategy. 8. Technical Expertise: Provide technical expertise to potential clients, answering questions and explaining the technical aspects of facility management services. 9. Customer Feedback Loop: Establish a feedback loop with clients to gather feedback on their needs and preferences to help improve service offerings. 10. Contract Negotiation: Participate in contract negotiations with potential clients, ensuring that agreements are fair and align with the organization's capabilities. 11. Market Research: Continuously conduct market research to identify new opportunities and emerging trends in the facility management industry. 12. Quality Control: Ensure that proposals and presentations are of high quality and meet the standards set by the organization. 13. Cross-Selling and Up-Selling: Identify opportunities to cross-sell additional services or up-sell higher-level service packages to existing clients. 14. Sales Metrics and Reporting: Collect and analyze data on lead conversion rates, sales performance, and other relevant metrics to make data-driven decisions. 15. Resource Allocation: Efficiently allocate resources, including presales staff, time, and budget, to maximize the success of the presales process. 16. Customer References: Build a portfolio of satisfied clients who can serve as references for new potential clients. 17. Technology Integration: Leverage technology and tools to streamline the presales process and improve efficiency.