Sales Manager

Work Timings: 10:00 AM – 7:00 PM Working Days: 5 Days a Week — Because Productivity Doesn't Need a 6th Day Work Mode: Work from Office Location: Marol, Mumbai Reports to: Sales Director About IIDE: IIDE is India's leading digital business school, offering industry-relevant programs in digital marketing, AI, and business. With a strong focus on experiential learning, we equip students, graduates, and working professionals with the skills required to thrive in today's digital-first world. Backed by a community of 500,000+ learners and 250+ industry experts, IIDE delivers hands-on training, real-world projects, and robust placement support. With campuses in Mumbai and Delhi, we continue to expand our presence across India and globally. About the Role: As the Sales Manager at IIDE, Marol, you will play a pivotal role in driving enrollment and revenue growth by leading a high-performing team of sales counselors. You will own team performance across the sales funnel, ensure strong lead conversion, execute sales strategies, monitor revenue and productivity metrics, and improve day-to-day sales effectiveness. The role requires a strong balance of people leadership, sales execution, data-driven decision-making, coaching, and operational discipline. You will work closely with sales leadership, marketing, admissions, and other cross-functional teams to improve lead quality, strengthen conversion processes, enhance team productivity, and consistently achieve business targets. What You'll Do: ● Revenue & Sales Performance Management: ○ Own individual and team revenue targets aligned with monthly, quarterly, and annual business objectives. ○ Drive strong lead-to-enrollment conversion across assigned programs, campaigns, and counselor teams. ○ Monitor the sales funnel closely, including lead aging, follow-up quality, conversion rates, and revenue per counselor. ○ Identify performance gaps and implement corrective actions to improve conversion and productivity. ○ Drive new customer acquisition through direct sales, telesales, consultative selling, and structured follow-up processes. ○ Identify opportunities for cross-selling and upselling across relevant IIDE programs. ● Sales Strategy & Funnel Optimization: ○ Execute sales plans, campaigns, and initiatives defined by sales leadership. ○ Translate business targets into clear daily, weekly, and monthly team action plans. ○ Continuously improve lead management, follow-up cadence, objection handling, and sales conversion processes. ○ Ensure strong funnel hygiene by monitoring lead stages, aging, counselor activity, and closure timelines. ○ Share insights on student behavior, objections, market trends, and competitor activity with marketing and product teams. ○ Collaborate with stakeholders to improve lead quality, campaign effectiveness, and overall sales outcomes. ● Team Leadership, Coaching & Development: ○ Lead, motivate, and manage a team of approximately 10–30 sales counselors. ○ Set clear performance expectations and regularly review individual and team progress against targets. ○ Conduct regular coaching sessions on sales pitches, consultative selling, objection handling, negotiation, follow-ups, and lead management. ○ Review counselor calls and interactions to identify coaching opportunities and improve conversion quality. ○ Build a culture of accountability, ownership, collaboration, and consistent performance within the team. ○ Support recruitment, onboarding, training, and ramp-up of new sales team members. ○ Identify high-potential team members and support their development into stronger performers and future leaders. ● Reporting, CRM & Quality Assurance: ○ Track and report key sales metrics, including revenue, conversion rates, counselor productivity, lead response time, and funnel movement. ○ Analyze team performance data and translate insights into actionable performance-improvement plans. ○ Ensure accurate, timely, and consistent usage of CRM systems across the team. ○ Conduct regular CRM audits to maintain lead allocation accuracy, follow-up discipline, and data hygiene. ○ Perform call audits and quality checks to ensure adherence to sales processes and communication standards. ○ Provide structured performance updates and business insights to sales leadership. ● Additional Duties: ○ Collaborate closely with marketing teams to provide feedback on lead quality, campaign performance, and customer insights. ○ Contribute to incentive planning, sales contests, productivity initiatives, and performance-management processes where required. ○ Drive continuous improvements in sales processes, team productivity, CRM adoption, and conversion effectiveness. ○ Support strategic sales initiatives, new program launches, and expansion activities as required. ○ Perform any other reasonable duties as requested by management, aligned with the broad scope of the position. Requirements Who You Are: ● Must-Have: ○ 2–3 years of sales experience with a postgraduate degree from a premium B-school, such as an IIM or equivalent, OR a Graduate/Postgraduate with 8–10 years of total work experience, preferably in sales, education, or EdTech. ○ Proven experience managing and driving performance for a sales team of at least 10 members. ○ Strong understanding of sales funnels, conversion metrics, revenue management, and pipeline performance. ○ Demonstrated ability to consistently drive teams toward ambitious revenue and enrollment targets. ○ Excellent communication, leadership, coaching, and people-management skills. ○ Strong objection-handling, negotiation, and consultative selling capabilities. ○ Proficiency in MS Office and CRM platforms such as Salesforce, HubSpot, LeadSquared, or similar tools. ○ Strong analytical ability with the confidence to interpret performance data and take corrective action. ○ High ownership, accountability, and comfort operating in a fast-paced, target-driven environment. ● Should Have: ○ Experience executing sales strategies, campaigns, performance plans, and incentive initiatives. ○ Ability to create and interpret sales reports and convert data into actionable insights. ○ Strong understanding of CRM processes, lead allocation, funnel hygiene, and sales automation. ○ Experience conducting call audits, coaching sales teams, and improving conversion quality. ○ Ability to collaborate effectively with marketing, admissions, product, and business teams. ○ Experience managing large lead volumes and performance-driven inside-sales operations. ● Nice to Have: ○ Prior experience in EdTech, education, professional training, or student admissions. ○ Exposure to cross-functional sales initiatives involving marketing, product, operations, or customer success teams. ○ Experience handling international sales markets, programs, or geographically distributed teams. ○ Certifications or formal training in sales leadership, people management, CRM optimization, or revenue operations. ○ Experience contributing to new market launches, new program sales, or team-scaling initiatives. Benefits Why Join IIDE? ● Work with one of India's fastest-growing digital education brands. ● Take ownership of revenue, conversion, and team performance within a high-growth sales environment. ● Lead, mentor, and develop a sizable team of sales professionals. ● Gain exposure to end-to-end sales operations, funnel management, revenue strategy, and business growth initiatives. ● Work closely with marketing, product, admissions, and leadership teams on high-impact business initiatives. ● Build expertise in sales leadership, performance analytics, CRM optimization, and conversion strategy. ● Grow within a dynamic EdTech ecosystem with strong opportunities for increased leadership responsibility. Who You'll Thrive As You're someone who: ● Is energized by ambitious targets and enjoys translating business goals into measurable team outcomes. ● Enjoys coaching people and helping sales professionals become consistently stronger performers. ● Combines strong people leadership with a sharp understanding of numbers, funnels, and conversion metrics. ● Takes ownership of results and acts quickly when performance begins to fall behind expectations. ● Uses data to identify problems but is equally comfortable listening to calls, coaching counselors, and solving issues on the ground. ● Maintains high standards around CRM hygiene, follow-up discipline, and sales execution. ● Communicates clearly, handles difficult conversations confidently, and holds teams accountable while supporting their development. ● Thrives in a fast-paced, performance-driven environment where business priorities can evolve quickly. ● Is proactive, adaptable, and passionate about building high-performing teams while delivering an exceptional student experience.