Sales Head

Job Title: Sales Head

Company: Medcity Study Abroad

Location: Kochi

Employment Type: Full-time

General Overview of the Role

The Sales Head – Study Abroad is responsible for driving student recruitment targets, building strong B2C (students/parents) and B2B (universities/agents) relationships, and leading the sales team to achieve business growth. The role demands strategic planning, excellent communication, and proven leadership to expand the organization's presence in the overseas education sector.

Key Responsibilities:

1. Sales Strategy & Revenue Growth

• Develop and implement effective sales strategies to achieve and exceed student enrollment and revenue targets.
• Identify new markets, student segments, and partnership opportunities.
• Ensure high conversion rates based on the leads assigned to each counsellors of all branches
• Forecast sales performance, monitor KPIs, and ensure consistent pipeline growth. Performance Indicators (KPIs):
• Monthly and annual student enrollment targets achieved.
• Revenue growth against defined targets.
• Conversion rates (leads → applications → admissions).
• New partnerships and collaborations established.

• Team performance and retention rates.

• Business Tie-ups & Alliances

• Analyse market trends and competitor strategies to inform sales and growth initiatives

• Oversee day to day sales at all branch levels
• Identify and launch new Buisness opportunities Negotiated and manage MoUs commission structure
• Implementing new ideas and develop the Buisness
• Regular evaluation and providing an update to the operations department about progress of the Buisness
• Build and maintain strong relationships with foreign universities, colleges, and pathway providers.
• Collaborate with channel partners, sub-agents, and educational institutions for lead generation
• Represent the company in international education fairs, webinars, and promotional events.

• Tie up with new colleges and institutions to generate leads and sales

• Team Leadership & Training

• Lead, train, and motivate the sales team (counsellors, team leaders and counselling managers) to maximize performance results and ensure targets for each month are achieved

• Set clear sales targets, track progress, and ensure accountability within the sales department.
• Build a performance-driven culture with regular sales training, mentoring, and performance reviews.

• Train new joiners especially in sales division with selling strategies, USP's, Mock calls, Selling script for study abroad counsellors etc

• Student Acquisition & Conversion

• Oversee end-to-end student engagement from enquiry to admission.

• Ensure high-quality counselling standards and ethical practices.
• Monitor student conversions through CRM systems and streamline follow-ups to maximize success rates.
• Ensure professional selling tone, language and conversations during sales

5. Market Research & Business Development

• Stay updated on global education trends, visa policies, and emerging study destinations.
• Conduct competitor analysis and design unique selling propositions (USPs) for student engagement.
• Drive marketing and promotional campaigns in collaboration with the marketing team.

6. Sales Compliance

• Ensure sales activities comply with legal and ethical standards of the study abroad industry.
• Oversee sales, documentation and application processes for accuracy and timeliness.

• Align sales functions with operations, admissions, and visa teams to deliver smooth student journeys.

• Implement SOP (Standard Operating Procedures)

• Develop, implement, and enforce Standard Operating Procedures (SOPs) across the student recruitment and counselling process.

• Ensure uniformity, accuracy, and compliance in all interactions – from enquiry handling, counselling, documentation, application submission, to pre-departure support.
• Train sales/counselling teams on SOPs and monitor adherence through regular reviews and audits.
• Collaborate with Operations, Admissions, and Visa teams to align SOPs with international university requirements and changing visa regulations.
• Continuously update SOPs based on market trends, feedback, regulatory changes, and business needs.
• Maintain quality assurance by ensuring every student journey follows the defined SOP framework for a seamless experience.

• Report deviations or gaps in SOP compliance and implement corrective actions promptly.

• Lead Quality & Sales Control

• Oversee the evaluation and validation of incoming leads from marketing campaigns, referrals, agents, and walk-ins.

• Ensure leads meet the required eligibility criteria (academic, financial, destination preferences) before assigning to counsellors.
• Define and implement lead scoring mechanisms in the CRM to prioritize high-potential students.
• Regularly monitor lead sources, conversion ratios, and drop-off points to optimize marketing and sales efforts.
• Collaborate with the marketing team to refine targeting strategies and improve lead quality.
• Conduct periodic audits of the lead database to eliminate duplicates, inactive, or irrelevant leads.

• Provide feedback loops to marketing and counselling teams to enhance overall efficiency in student acquisition.

• Stakeholder Relationship

• Build and manage strong relationships with all stakeholders, departments, management, sales and marketing followed by institutions and business who are in tie-up with us.

• Reporting Sales Analysis in CRM

• Monitor and analyze sales performance using the CRM system to track enquiries, applications, admissions, and conversions.

• Generate regular reports (daily/weekly/monthly) on lead flow, counsellor productivity, and conversion ratios.
• Use CRM dashboards to identify bottlenecks in the student journey and take corrective action.
• Track revenue performance against targets and provide data-driven insights for decision-making.
• Segment leads by source, program, country, and intake to evaluate ROI on marketing campaigns.
• Ensure sales data integrity by maintaining updated and accurate records in the CRM.
• Train sales and counselling teams on CRM usage for pipeline management, follow-ups, and reporting.

• Present sales analysis reports to senior management with recommendations for growth and process improvement.

• Social Media Leads & Conversion Ratio (Sales)

• Track and evaluate lead generation from social media platforms (Facebook, Instagram, LinkedIn, YouTube, etc.), digital campaigns, education fairs, and referral networks.

• Analyze the performance of each lead source in terms of quantity, quality, and conversion rates.
• Collaborate with the marketing team to optimize ad spend and campaigns based on high-performing channels.
• Provide insights on student engagement trends across platforms to design targeted outreach strategies.
• Ensure effective tracking of leads in CRM with proper tagging of source and campaign.
• Generate periodic reports on cost-per-lead, cost-per-conversion, and ROI for each lead source.

• Recommend new lead-generation channels (school/college tie-ups, webinars, partnerships, etc.) for diversification.

• Call Recording Review of Counsellors (Sales)

• Analyse the selling strategies and pitching

• Random call recording review of counsellors from various branches especially those during probation stages need to be conducted with the help of Branch Heads to ensure there are no chances for poor quality calls, fake promises, irrelevant information etc.
• Call improvement training can be conducted and strategies can be recommended for improvement for the concerned counsellor

Job Type: Full-time

Application Question(s):

• Are you willing to relocate to Kochi?
• How many years of experience you have as Sales Head in study abroad field?

Work Location: In person