Sales Manager – Field Sales

• Level & Experience:
  Mid‑senior; ideally
  7–10 years
  of experience in enterprise or B2B software sales, with at least 3–4 years leading a small sales team. The person should have a proven track record of meeting revenue quotas and building client relationships in HR tech, SaaS, or a related
• Reporting Structure:
  Reports directly to the Managing Director or CEO. Oversees a small team of sales executives/associates (3–5 people) and coordinates with the Business Development Director on strategic initiatives.
• Why this role:
  A Sales Manager is responsible for leading the sales team to achieve revenue goals, creating sales strategies, monitoring performance, managing client relationships, and providing guidance to team members
• . This is distinct from a sales executive role, which focuses on executing individual

Role & Responsibilities

The Sales Manager should embody both leadership and hands‑on selling:

1. Set revenue targets and sales plans
   – Analyse historical performance, market trends and team capacity to set clear, achievable sales goals
2. . Develop quarterly and monthly sales plans and adjust them based on performance metrics and feedback.
3. Lead and mentor the sales team
   – Train, coach and motivate sales executives. Provide continuous training to close skill gaps and adapt to evolving customer needs.
4. Generate and qualify leads
   – Work with the BD Director to identify target segments, then use on‑ground methods (cold calling, door‑to‑door visits, networking events) to build a high‑quality pipeline
5. Present and negotiate
   – Demonstrate the product's value by tailoring pitches and demos to the client's needs.
6. ; handle negotiations and close deals to meet or exceed targets.
7. Monitor performance and report
   – Use CRM tools to track the team's progress, maintain client records, and submit regular revenue forecasts and reports to leadership.
8. Recruit and scale the team
   – Participate in hiring additional sales associates and ensure they are onboarded effectively
9. Customer relationship management
   – Foster strong client relationships, ensuring satisfaction and identifying opportunities for upselling or renewals
10. Collaborate with BD & Product teams
    – Provide feedback from clients to guide product development and marketing; align sales execution with broader business development initiatives.

Supporting Roles:
Sales Executives / Field Sales Associates

• Level:
  3–5 years of B2B sales experience, with strong communication and relationship‑building skills.
• Responsibilities:
  Execute direct sales activities: generate leads through cold calls and networking; present products and demos; collect customer data; follow up with leads; negotiate and close deals; maintain CRM entries; provide after‑sales support
• Goals:
  Achieve individual monthly revenue quotas, maintain a healthy pipeline, and ensure high customer satisfaction.

Goals and KPIs

To align with the company's target of ₹36 Cr in 9 months, the Sales Manager's goals should include:

1. Revenue Achievement:
   Deliver monthly revenue targets that cumulatively reach ₹36 Cr by the end of the 9‑month period.
2. New Customer Acquisition:
   Secure X new enterprise clients per month (set a specific number based on conversion rates and market size) and ensure customer onboarding satisfaction.
3. Team Performance:
   Ensure every sales associate meets at least 90 % of their monthly quota; maintain high morale and reduce turnover.
4. Pipeline Health:
   Maintain a qualified pipeline that is at least 3× the monthly revenue target.
5. Customer Retention & CSAT:
   Achieve customer satisfaction (CSAT) scores above 90 % and low churn through diligent account management and support.
6. Reporting & Forecast Accuracy:
   Provide accurate weekly and monthly forecasts, with variance less than 5 % between forecasted and actual revenue.