Job Title: Senior Manager 2 Inside Sales
Location: Pune, India
Company Overview:
upGrad is a leading Indian EdTech company dedicated to providing learners with the tools to succeed in today's fast-paced business world. We specialize in offering high-quality online programs that align with the needs of working professionals and students.
Position Overview:
The Senior Manager 2 Inside Sales is a strategic leadership role responsible for overseeing and managing a team of 3-5 Sales Managers, each of whom leads a team of 9-10 Admissions Counselors (ACs). The Senior Manager 2 will be responsible for driving sales performance across their entire team while ensuring operational efficiency, process adherence, and team development. This role requires a seasoned leader with a keen focus on sales strategy, team management, and revenue growth.
Key Responsibilities:
Team Leadership & Development:
- Oversee a team of 3-5 Inside Sales Managers and ensure each manager is aligned with their team goals.
- Conduct regular performance reviews, coaching, and development sessions with Sales Managers to ensure continuous improvement in sales processes and strategies.
- Mentor and develop high-potential team members, ensuring a strong leadership pipeline within the sales division.
Sales Strategy & Execution:
- Collaborate with the leadership team to design and execute sales strategies that align with the company's growth objectives.
- Drive revenue and admissions targets by creating a high-performance culture that fosters collaboration and excellence.
- Monitor key performance indicators (KPIs) for Sales Managers and their teams, ensuring monthly and quarterly targets are met or exceeded.
Operations & Process Management:
- Implement sales processes, guidelines, and best practices to ensure operational efficiency and consistency across teams.
- Regularly review and optimize workflows, reporting tools, and sales technologies to improve the team's productivity and performance.
- Ensure accurate tracking and reporting of sales performance through the CRM system, ensuring all teams follow protocol.
Collaboration & Cross-Functional Interaction:
- Work closely with the marketing, product, and customer success teams to create a seamless experience from lead generation to customer conversion and post-sales onboarding.
- Provide feedback to the product and marketing teams to drive course improvement and the development of new offerings based on customer insights.
- Participate in leadership meetings to share team performance updates, discuss challenges, and propose solutions.
Data-Driven Decision Making:
- Analyze sales performance data and provide actionable insights to senior management.
- Use data to forecast sales performance, identify areas for growth, and develop strategies to improve conversion rates.
Key Result Areas (KRA):
Team Performance:
- Achieve monthly/quarterly team targets for revenue, sales conversions, and lead management.
- Ensure each Sales Manager and their team achieves at least 100% of their individual and team targets.
Sales Growth & Strategy Execution:
- Execute sales strategies that result in a minimum of 20% year-on-year revenue growth across your team.
- Improve sales conversion rates by 10% within the first 6 months of joining.
Team Development & Retention:
- Reduce sales team attrition by 15% through team engagement, development, and career progression initiatives.
- Develop leadership potential within the sales team to fill at least one vacant manager position internally.
Process Optimization:
- Ensure 100% adherence to the sales processes and CRM usage across the team.
- Reduce the sales cycle duration by 10% through process improvements and team training.
Ideal Candidate Profile:
- Education: Bachelor's degree in Business, Marketing, or a related field. MBA is preferred.
- Experience: Minimum of 6-8 years of experience in sales, with at least 3 years in a leadership role managing teams in a fast-paced, target-driven environment, preferably in EdTech or E-learning.
Skills:
- Proven track record in sales leadership and team management.
- Strong ability to analyze sales performance metrics and use data to drive decision-making.
- Excellent interpersonal, communication, and motivational skills.
- Proficiency in CRM software and other sales technologies.
- Demonstrated ability to create and implement strategic sales plans.
