Senior Sales Manager

4 weeks ago


Pune, India upGrad Full time

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.


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