– SALES HEAD

Designation

Sales Head

Location

Mohali / Chandigarh

Reporting To

Director

About IPB banking education and training organisation focused onpreparing graduates for careers in the banking and financial services industry. IPB has trained and placed14,000+ candidates and has a presence across 35 centres in 15 states, with leading banks and NBFCs asprospective recruiters.

Role Overview

We are looking for an experienced and result-oriented

Sales Head to lead and scale IPB's central salesfunction.

The Sales Head will be responsible for managing the overall Sales Counsellors through 6 Sales TeamLeaders, developing sales strategies, improving lead-to-admission conversion, driving revenue,establishing strong sales processes, and ensuring consistent achievement of business targets.

This is a senior sales leadership position requiring strong experience in managing large inside-sales/tele-sales teams, preferably in the education, edtech, BFSI, training, insurance, or high-volume consumer sales environment.

The ideal candidate should be a strong people leader who can manage Team Leaders, analyse salesperformance, improve conversion ratios, build accountability, and create a high-performance sales culture.

Key Responsibilities

1. Overall Sales Leadership

Own the overall sales function and revenue targets of IPB. Develop and implement monthly, quarterly and annual sales strategies.

Translate business targets into team-wise, Team Leader-wise and counsellor-wise targets.

Drive achievement of admission/revenue targets across the sales function.

Identify gaps in the sales funnel and implement corrective actions.

Build a scalable and performance-driven sales organisation.

1. Leadership of Sales Team Leaders

Directly manage and mentor

Sales Team Leaders

, each responsible for a team of counsellors.

1

Set transparent KPIs and performance expectations for Team Leaders.

Conduct regular performance reviews with Team Leaders.

Evaluate Team Leader performance based on team productivity, conversion, revenue and processadherence.

Develop Team Leaders into strong second-line sales managers.

Hold Team Leaders accountable for their team's performance.

Identify underperforming teams and implement performance improvement plans.

1. Counsellor Productivity & Performance

Ensure counsellors consistently achieve their individual targets.



Improve productivity through structured daily and weekly sales plans.

Monitor calling activity, lead follow-ups, counselling sessions, conversions and admissions.

Establish benchmarks for individual counsellor performance.

Identify high performers and create development opportunities.

Work with Team Leaders to address low productivity and attrition.

1. Sales Funnel & Conversion Management

Own the complete sales funnel from .

Analyse lead-to-contact, contact-to-counselling and counselling-to-admission conversion ratios.

Identify leakage at every stage of the funnel.

Develop strategies to improve conversion and reduce lead wastage.

Establish systematic follow-up mechanisms for hot, warm and cold leads.

Ensure timely closure of high-intent prospects.

1. CRM & Process Management

Ensure 100% compliance with CRM and sales processes. Establish clear SOPs for lead allocation, calling, follow-up and closure.

Monitor CRM data accuracy and sales pipeline hygiene.

Ensure every lead has a clear status and next action.

Develop dashboards and MIS reports for management review.

Use sales data to identify trends, bottlenecks and opportunities.

1. Sales Training & Capability Building

Design and implement regular sales training programs. Train Team Leaders on coaching, target management and performance management.

Improve counsellors' skills in

Need analysis

Product/course knowledge

Counselling

Objection handling

Negotiation

Follow-up

Closing

Upselling/cross-selling

2

Conduct role plays, call audits and sales coaching sessions.

Build a continuous learning culture within the sales team.

1. Revenue & Target Management

Own monthly and quarterly sales/revenue targets. Prepare sales forecasts and achievement plans.

Track daily, weekly and monthly performance.

Analyse target vs. achievement at:

Organisation level

Team Leader level

Counsellor level

Take immediate corrective action when teams are behind target.





Build incentive and recognition mechanisms in coordination with management/HR.

1. Customer Experience & Quality

Ensure counsellors follow ethical and professional sales practices. Monitor quality of counselling calls and customer interactions.

Ensure accurate communication regarding courses, fees, placement support and careeropportunities.

Reduce complaints, cancellations and refund-related issues through better counselling quality.

Maintain a customer-centric sales approach.

1. Collaboration with Other Departments

Work closely with: Marketing Team – lead quality and lead generation

Centre Operations – admissions and student onboarding

Academic Team – course/product understanding

Placement Team – communicating placement-related information accurately

HR – recruitment, performance management and incentives

Senior Management – revenue planning and business strategy

1. Sales Expansion & Strategy

Identify new sales opportunities and growth channels. Recommend new processes, technology and sales tools.

Analyse competitor offerings, pricing and sales practices.

Develop strategies for improving IPB's market penetration.

Support expansion of IPB's sales operations as the organisation grows.

Explore opportunities to improve sales through digital, telephonic, referral and other channels.

3

Key Performance Indicators (KPIs)

The Sales Head will be measured on:

Overall monthly revenue achievement

Admission/closure targets

Lead-to-admission conversion

Counsellor productivity

Team Leader productivity

Sales funnel conversion ratios

Lead follow-up compliance

Lead response time

Revenue per counsellor

Revenue per Team Leader

Team attrition and retention

Sales process/CRM compliance

Cancellation/refund ratio

Forecast accuracy

Training effectiveness

Overall sales team growth

Ideal Candidate The ideal Sales Head should be someone who has managed managers, not just individual sales executives

.

The candidate should be capable of taking ownership of sales , building strong Team Leaders, improvingconversion rates, creating accountability, and consistently driving revenue.

A candidate who has only handled a small team of 8–15 counsellors without managing Team Leaders would not be the ideal fit for this position.

Pay: ₹60,000.00 - ₹70,000.00 per month

Work Location: In person

📌 Head of Sales-Education industry (Sahibzada Ajit Singh Nagar)
🏢 ICS
📍 Sahibzada Ajit Singh Nagar