JOB DESCRIPTIONInside Sales Manager – Arka Jain University Online

Department: Admissions / Sales
Vertical: Arka Jain University – Online
Location: Jamshedpur
Reporting To: Head – Admissions / Director – Admissions
Experience: 3–7 Years in Inside Sales / EdTech / Education Sales
Team Size: 5–15 Counsellors
Employment Type: Full-Time

1. Job Purpose

The Inside Sales Manager will be responsible for driving online student admissions and revenue through the inside sales team.

The role will involve managing leads from enquiry to admission, ensuring high lead-contact ratios, improving counselling and conversion, monitoring daily sales activities, and achieving monthly admission and revenue targets.

The candidate must be a hands-on sales leader, not just a reporting manager.

2. Key Responsibilities

A. Sales & Admission Target

- Own the monthly, quarterly and annual admission and revenue targets for the Online Vertical.
- Drive the team to achieve daily, weekly and monthly admission targets.
- Take ownership of the complete sales funnel: Lead → Connect → Counselling → Follow-up → Application → Payment → Admission.
- Identify gaps in the funnel and implement corrective actions immediately.
- Personally intervene in high-value, hot and difficult-to-convert cases.

B. Team Management

- Manage, motivate and monitor a team of Inside Sales Counsellors.
- Set individual counsellor targets for calls, connects, counselling, follow-ups, applications and admissions.
- Conduct daily morning huddles and end-of-day performance reviews.
- Track individual productivity and identify non-performers.
- Coach counsellors on objection handling, counselling techniques and closing.
- Build a high-performance sales culture focused on numbers and conversions.

C. Lead Management

- Ensure maximum utilisation of all leads generated through Digital Marketing, Website, Campaigns, Organic, Referrals and other sources.
- Ensure every fresh lead is contacted within the defined TAT.
- Monitor lead ageing and ensure there are no untouched or unattended leads.
- Create systematic follow-up plans for hot, warm and cold prospects.
- Analyse lead quality and provide regular feedback to the Marketing team.

D. CRM & MIS





- Ensure 100% and accurate CRM usage by the entire team.
- Monitor daily calls, connected calls, talk time, follow-ups, applications and admissions.
- Maintain accurate sales funnel and revenue projections.
- Prepare daily, weekly and monthly sales reports.
- Track source-wise, counsellor-wise and programme-wise conversion.
- Ensure no lead is lost because of poor follow-up or incorrect CRM management.

E. Counselling & Conversion

- Develop and standardise effective counselling and sales scripts.
- Train the team on programme positioning, fee structure, scholarships, eligibility and USPs.
- Handle student/parent objections related to fees, credibility, placement, recognition, programme structure and competitors.
- Improve lead-to-admission and application-to-admission conversion ratios.
- Monitor call quality and conduct regular call audits.

F. Revenue & Business Growth

- Take direct responsibility for the revenue generated by the Online Vertical.
- Identify opportunities to increase admissions through upselling, cross-selling and reactivation of old leads.
- Develop strategies for lead reactivation and database mining.
- Work closely with Marketing, Operations, Finance and Academic teams to remove bottlenecks affecting admissions.
- Recommend new sales channels and campaigns to improve admission volume.

3. Key Performance Indicators (KPIs)

The manager will be evaluated primarily on business outcomes, supported by activity metrics.





KPIResponsibilityMonthly Admissions100% target ownershipMonthly Revenue100% target ownershipLead-to-Admission ConversionContinuous improvementApplication-to-Admission ConversionContinuous improvementLead Response TAT100% adherenceFresh Lead Contact Rate100%Follow-up Compliance100%Counsellor ProductivityDaily monitoringCRM Discipline100%Team Target AchievementMonthlyLead AgeingMinimum possibleCall QualityRegular audit4. Expected Daily Team Management

The manager should monitor, at minimum:

- Fresh leads received
- Leads contacted
- Connected leads
- Counselling conversations
- Follow-ups completed
- Applications generated
- Payments received
- Admissions closed
- Pending payment cases
- Hot leads
- Lost/negative leads
- Counsellor-wise performance
- Source-wise conversion

5. Candidate Profile

Mandatory:

- 3–7 years of experience in Inside Sales / EdTech / Higher Education / B2C Sales.
- Minimum 1–2 years of experience managing a sales team.
- Strong understanding of lead management and conversion funnels.
- Proven track record of achieving sales/admission targets.
- Strong communication, negotiation and closing skills.
- Comfortable working with CRM and MIS.
- Solid analytical and problem-solving ability.

Preferred:

- Experience in Online MBA / UG / PG / Higher Education sales.
- Experience handling high-volume digital leads.
- Experience with CRM, WhatsApp/API-based lead nurturing and telecalling platforms.
- Experience in building and scaling inside-sales teams.

6. Core Competencies

- Sales Leadership
- Team Management
- Target Orientation
- Lead Conversion
- Negotiation & Closing
- Performance Management
- Data Analysis
- CRM Management
- Communication
- Problem Solving
- Coaching & Training
- High Ownership & Accountability

7. Important Expectation

This is a target-oriented sales leadership position.

The Inside Sales Manager is expected to be on the floor, actively monitor the team, review calls, support closures and drive daily numbers.

The role is not limited to MIS, reporting or team supervision. The manager will be directly accountable for admissions and revenue.

8. Success in the Role

A successful Inside Sales Manager will be able to:

Build the team → Improve productivity → Increase conversion → Drive admissions → Deliver revenue.

The ultimate measure of success will be consistent achievement of admission and revenue targets with a healthy and scalable sales funnel.

Pay: ₹242,535.79 - ₹1,309,562.44 per year

Work Location: In person

📌 Senior Inside Sales Manager (Jamshedpur)
🏢 Arka Jain University
📍 Jamshedpur