Senior Manager - Sales Strategy & Automation

Location: Pune (Candidates based in Pune or willing to relocate preferred)

Role Overview

We are seeking a highly analytical and strategic Senior Manager - Sales Strategy & Automation to drive sales transformation initiatives across Contact Centre and Digital Sales channels. This role will be responsible for designing and optimizing end-to-end sales journeys, improving sales productivity, driving BOT-led customer engagement, enhancing funnel conversions, and implementing automation-led efficiency programs.

The ideal candidate will have strong experience in Contact Centre, Tele-sales, Digital Sales, Banking, NBFC, Fintech, or BPO environments and a proven track record of improving sales outcomes through data-driven strategies, process optimization, conversational AI, and digital transformation initiatives.

This is an Individual Contributor (IC) role requiring end-to-end ownership of strategy development, execution, stakeholder management, and business impact delivery.

Key Responsibilities

Sales Strategy & Transformation

- Develop and execute sales strategy frameworks to improve customer acquisition, conversion, and sales productivity.
- Design and implement future-state sales journeys across voice, digital, and BOT-led channels.
- Drive sales transformation initiatives leveraging automation, conversational AI, and data-driven decision-making.
- Identify opportunities to improve business performance through process redesign, technology adoption, and workflow optimization.

BOT & Automation Strategy
- Own the strategy, design, and optimization of Voice BOT, Chat BOT, WhatsApp BOT, and Conversational AI-driven sales journeys.
- Build automated customer engagement and lead nurturing journeys to increase conversions while reducing manual effort.
- Drive BOT containment, BOT-assisted sales, and digital self-service initiatives.
- Collaborate with technology teams to implement scalable automation solutions across the customer lifecycle.

Sales Funnel & Journey Optimization




- Own the end-to-end customer journey from lead generation through conversion and disbursal.
- Analyze customer funnels to identify drop-off points, bottlenecks, and conversion leakages.
- Implement initiatives to improve contactability, engagement rates, conversion rates, and overall sales efficiency.
- Continuously optimize customer journeys based on customer behavior insights and performance metrics.

Contact Centre Sales Efficiency
- Drive sales efficiency improvement initiatives across tele-sales and contact centre operations.
- Partner with operations teams to improve lead allocation models, dialing strategies, customer contact frameworks, and agent productivity.
- Recommend and implement interventions to improve funnel throughput and maximize revenue realization.
- Identify opportunities for process automation to reduce operational dependency and improve turnaround time.

Data Analytics & Performance Management
- Establish frameworks for monitoring and improving sales funnel performance.
- Own key sales performance metrics and dashboards.
- Conduct funnel analysis, cohort analysis, and performance diagnostics to identify growth opportunities.
- Translate data insights into actionable business recommendations and measurable outcomes.

Cross-Functional Collaboration
- Work closely with Product, Technology, Analytics, Operations, Risk, and Business teams to implement strategic initiatives.
- Drive alignment across stakeholders to ensure successful rollout of automation and sales transformation programs.
- Prepare business cases, impact assessments, and strategic recommendations for leadership review.





Key Performance Indicators (KPIs) The incumbent will be expected to drive measurable improvement in:
- Lead-to-Contact Rate
- Contact-to-Conversion Rate
- End-to-End Disbursal Conversion
- Sales Funnel Efficiency
- Customer Drop-Off Reduction
- BOT Adoption & Containment
- Digital Journey Conversion
- Agent Productivity
- Cost per Acquisition (CPA)
- Revenue per Lead
- Customer Experience Metrics

Candidate Profile

Education

- Graduate/Postgraduate from a recognized institution.
- MBA preferred.

Experience
- 8-12+ years of experience in Sales Strategy, Business Strategy, Sales Excellence, Sales Transformation, or Digital Sales.
- Experience in Banking, NBFC, Fintech, Contact Centre, Tele-sales, BPO, or Digital Lending environments.
- Proven experience in designing and optimizing end-to-end sales funnels and customer journeys.
- Hands-on experience driving BOT-led sales journeys and automation initiatives.
- Experience in customer acquisition, conversion optimization, and disbursal-focused sales processes.
- Strong exposure to digital transformation and process automation initiatives.

Functional Expertise
- Sales Strategy & Planning
- Funnel Management
- Digital Sales Journeys
- Conversational AI / Voice BOT / Chat BOT
- Process Automation
- Customer Journey Mapping
- Sales Analytics
- Conversion Optimization
- Funnel Diagnostics
- Contact Centre Strategy
- Sales Productivity Improvement

Skills
- Strong analytical and problem-solving capabilities.
- Excellent stakeholder management and influencing skills.
- Ability to independently drive strategic initiatives from concept to execution.
- High ownership, business acumen, and result orientation.
- Solid presentation and communication skills.

Preferred Industry Background Candidates from the following industries will be highly preferred:
- Banking
- NBFC
- Fintech
- Digital Lending
- BPO/KPO
- Contact Centre Sales Organizations
- Tele-sales-led Customer Acquisition Businesses

📌 Senior Manager- Sales Strategy (Pune)
🏢 Fibe -
📍 Pune