Head - Offline Growth

Role Overview -

We are hiring a
Head of Offline Growth
to lead and scale a high-performance field growth engine across India. You will manage a team of
15–20 Offline Growth Managers
operating across key metros and high-potential cities. Your mandate is to build a repeatable, predictable pipeline of
qualified leads and enrollments
for online undergraduate and postgraduate degree programs through
institutional partnerships
(junior colleges, coaching institutes) and
corporate tie-ups
(HR/L&D and education benefit programs), supported by strong offline activations.

You will create the playbook, enforce execution rigor, drive accountability, and continuously improve conversion, quality, and efficiency.

Key Responsibilities -

1) Leadership, Coaching & Performance Management -

• Lead, coach, and manage
  15–20 Offline Growth Managers
  across multiple cities.
• Set clear weekly/monthly targets (leads, applications, enrollments, partner onboarding) and drive achievement through disciplined execution.
• Run a strong operating cadence: daily updates, weekly reviews, monthly business reviews (MBRs), and quarterly planning.
• Conduct regular field audits, joint visits, and deal coaching to improve partner conversion and on-ground execution quality.
• Identify performance gaps, implement corrective actions, and build a high-accountability culture.

2) Playbook Creation & Scale -

• Build and continuously improve the
  Offline Growth Playbook
  :

1) Partner segmentation and outreach scripts

2) Activation formats (career clinics, scholarship tests, counselling desks, corporate desk days)

3) Quality rules for lead capture and partner tagging

4) Templates for MoUs, pricing/benefit structures, and referral models

5) City planning frameworks and weekly route plans

• Standardize best practices across cities and ensure replicable execution.

3) Partnerships Strategy (Institutions + Corporates) -

• Define the national strategy for:

1) Junior colleges
and student funnels

2) NEET/JEE/IAS coaching institutes
and high-intent pipelines

3) Corporate education benefits
and cohort-based bulk enrollments

• Guide managers on stakeholder mapping, negotiation structures, and conversion funnels.
• Personally handle / support high-value partnerships, large corporate accounts, and multi-city tie-ups.

4) Funnel Ownership & Cross-Functional Collaboration -

• Own the offline funnel end-to-end:
  leads → qualified leads → applications → enrollments
  (aligned with admissions/sales).
• Partner with Inside Sales/Admissions to tighten SLAs, improve speed-to-lead, reduce leakage, and increase conversion.
• Work with Marketing/Brand to ensure consistent collateral, local event support, and compliance in messaging.
• Build a feedback loop from sales outcomes back into partner selection and activation design.

5) Planning, Reporting & Governance

• Own dashboards and reporting across cities: lead volume, lead quality, CPL/CPA conversion, and partner productivity.
• Drive data discipline: CRM hygiene, partner/source tagging, daily activity reporting, and forecasting.
• Manage budgets for on-ground activations, vendors, collateral, travel, and local initiatives.
• Ensure compliance with consent-based data capture and on-ground brand conduct.

Ideal Candidate Profile -

• 10–15+ years
  in
  offline growth, field sales, partnerships, or BTL-led acquisition
  , with
  multi-city leadership
  exposure.
• Strong track record of building and managing large field teams (10+ direct/indirect reports).
• Experience in one or more:
  Education/EdTech
  ,
  Test prep
  ,
  Foodtech
  ,
  Fintech merchant acquisition
  ,
  Consumer internet field growth
  ,
  Retail activation
  ,
  B2B partnerships
  .
• Excellent coaching and execution rigor: can build systems and also go to the field when needed.
• Highly analytical and operational: strong funnel thinking, dashboarding, and problem solving.
• Strong stakeholder management with Sales, Marketing, Product, and senior leadership.

Skills & Competencies

• Team leadership, coaching, and performance management
• Partnerships negotiation and account growth
• Activation design and on-ground execution excellence
• Funnel and conversion optimization
• Data discipline and forecasting
• Multi-city operations and budget management

Work Mode & Travel

• Field-driven role with frequent inter-city travel to audit, coach, and close key partnerships.