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.