Role Overview

Head - Admissions Conversion Engine” will be a key member of the Admissions leadership team, responsible for building and running the systems, processes, teams, and operating discipline required to convert prospective students into applicants and applicants into enrolled students.

This is a highly hands-on role. The individual will own the admissions conversion funnel, work closely with counsellors and calling teams, partner with the CRM and Training functions, and ensure that every prospective student is moved through the admissions journey with the right engagement, follow-up and counselling.

The role requires someone who combines strong commercial and people leadership with attention to detail, process thinking and a strong understanding of CRM-led operations.

The successful candidate should be comfortable moving between strategy and execution. From reviewing funnel numbers with leadership, examining individual leads inside the CRM, coaching a counsellor, identifying a process bottleneck, and working with the CRM to ensure the right metrics and dashboards are available.

The objective is simple: build a predictable, disciplined, and student-centric Conversion Engine that consistently improves the movement of prospects from applications to admissions.

Key Responsibilities

1. Own the Admissions Conversion Funnel: Own the end-to-end conversion journey from the point a prospect enters the conversion funnel through application, counselling, admission, and closure. Drive measurable improvement across key stages including:

Qualified and Engaged Leads to Counselling to Applications to Admissions and Enrollments

You will

- Own application-to-admission conversion performance.
- Establish clear stage definitions, ownership, conversion targets, and operating standards across the funnel.
- Track daily, weekly and monthly movement across each funnel stage.
- Identify leakage, stagnation, ageing and bottlenecks and implement corrective interventions.
- Develop lead prioritization and segmentation frameworks based on intent, engagement, source, stage, and likelihood of conversion.
- Build structured processes for hot leads, follow-ups, incomplete applications, dormant prospects, reactivation and lost leads.
- Ensure every active prospect has a explicit status, owner, and next action.
- Work closely with Admissions leadership to translate enrolment targets into actionable pipeline and conversion targets.

2. Build and Lead the Conversion Team Build a high-performing, accountable, and collaborative Admissions Conversion team.

The individual will work closely with Admissions Counsellors, calling teams and their managers to ensure seamless movement of prospects through the admissions journey.





Responsibilities include

- Establish clear roles, responsibilities and hand-off mechanisms between callers, counsellors and managers.
- Establish daily and weekly operating rhythms for pipeline reviews, follow-ups, hot leads, application completion and conversion performance.
- Set clear performance expectations and conversion goals for teams and individuals.
- Conduct regular one-on-one and team reviews focused on pipeline quality, conversion, and execution.
- Build a culture that is performance-oriented without compromising the quality of the prospective student and parent experience.

3. CRM Design, Governance & Funnel Visibility Act as the business owner of CRM usage for the Admissions Conversion Engine. This is not merely a reporting responsibility. The individual must understand how an effective CRM should be structured and be comfortable working hands-on with the system.

Working closely with the CRM specialist, the role will:

- Define how the admissions (conversion) funnel should be represented within the CRM.
- Define lead stages, statuses, dispositions, loss reasons, follow-up requirements and data fields.
- Ensure that CRM workflows accurately reflect the real admissions process.
- Identify the metrics, reports and dashboards required by counsellors, managers and leadership.
- Work with the CRM team to design dashboards, automation, alerts, lead routing and workflows.
- Monitor untouched leads, lead ageing, overdue follow-ups, inactive leads, duplicate records and incomplete CRM records.
- Ensure counsellors consistently maintain accurate and timely lead information.
- Establish strong CRM hygiene and prevent parallel or unstructured lead-management systems outside the CRM.

The Conversion Head owns the business process, adoption, and accuracy of the CRM, while working with the CRM specialist on its technical configuration and implementation. 4. Build Processes and Operating Structures

Design and continuously improve the processes required to make the Conversion Engine scalable, measurable, and predictable.

From Lead allocation and reassignment to counselling workflows to Application initiation and completion and Lead escalation.

You’ll also have to look into the

- No-response and unreachable lead protocols and Closed-lost processes.
- Lead recycling,



and Admissions documentation and closure.

Develop clear SOPs, service standards, SLAs/TATs, and escalation mechanisms for each stage. You should continuously ask: Where are we losing prospects? Why are we losing them? What process, capability, communication, or system change can improve the outcome?

5. Counselling Quality & Conversion Excellence

Ensure that prospective students and parents receive high-quality, consultative, and professional counselling throughout their interaction with the University.

Conversion must never depend on mis-selling, excessive pressure, or inaccurate representation of programs, scholarships, placements, outcomes, or institutional commitments.

The objective is to build both high conversion and high trust.

6. Training & Capability Development

Work closely with the Admissions Training Head to continuously improve the capability of callers, counsellors and managers.

The Conversion Head will use CRM data, conversion performance, call observations and funnel analysis to identify capability gaps and communicate clear training requirements.

- Identify individual and team-level skill gaps.
- Define training priorities based on conversion data.
- Identify recurring objections and counselling challenges.
- Ensure teams remain current on program knowledge, processes, and admissions policies.
- Measure whether training interventions result in actual performance improvement.

Training effectiveness should ultimately be reflected in stronger counselling quality, process adherence and funnel conversion.

Preferred Experience

- Experience leading sales, admissions, customer-success, inside-sales or comparable customer-facing teams.
- Experience owning or significantly influencing a measurable conversion or revenue funnel.
- Experience managing teams through CRM-based processes.
- Hands-on exposure to platforms such as Meritto, LeadSquared, Salesforce, HubSpot, Zoho, Freshsales, or comparable CRM systems.
- Experience designing or improving CRM workflows, dashboards, lead stages, automation, and reporting.
- Experience developing SOPs, operating processes and performance-management structures.
- Experience coaching customer-facing teams and improving performance through structured intervention.
- Experience working cross-functionally with Marketing, Operations, Training, Technology/CRM and senior leadership.

Education-sector experience is advantageous but not mandatory. We are equally interested in strong Sales Managers, Customer Success leaders and other commercially oriented professionals who have demonstrated the ability to build teams, manage funnels, use CRM systems effectively and create disciplined conversion processes.

📌 Head Admissions Conversion Engine (Ghatkesar)
🏢 Sreenidhi Institute of Science & Technology,
📍 Ghatkesar