Job Title

Job PurposeDrive PGP PRO enrolments by leading a high-performing advisory sales team focused on converting experienced working professionals into high-quality, successful programme participants. The role blends premium consultative selling, strong pipeline ownership, and high-impact career advisory messaging — leveraging PGP PRO’s flexible learning model, weekend format, global perspectives, leadership elevation and functional expertise to enable working professionals to accelerate career growth while continuing in their roles.Job OutlineKey Responsibilities:1. High-Quality Prospecting & Lead Nurturing- Conduct structured outreach through calling, WhatsApp, email, and virtual meetings. - Maintain consistent engagement with prospects through the decision cycle. - Identify career inflection triggers and articulate programme ROI in terms of career elevation and leadership readiness2. Sales Pipeline Management & Forecasting- Own and manage the PGP PRO funnel from enquiry → application → application submit - Track and drive conversions at each stage with clear weekly, monthly and cycle-wise targets. - Use data to prioritise high-potential prospects (by profile, role, interest levels, geography). - Prepare accurate revenue and enrolment forecasts and highlight risks early.3. Program Presentations & PGP PRO Information Sessions- Plan and conduct online/offline information sessions, webinars, and preview sessions for PGP PRO. - Present the programme value proposition: governance, succession, scaling family businesses, global exposure, faculty strengths, alumni impact stories. - Coordinate with Marketing and programme teams to ensure compelling decks, brochures, and FAQs. - Engage alumni and senior faculty in select sessions to enhance credibility.4. Multi-Stakeholder Engagement- Manage conversations not only with the applicant but also with key decision-makers. - Address concerns around programme rigour, time commitment, ROI, continuity of business responsibilities, and long-term impact. - Facilitate family meetings with faculty / programme leadership when required. - Manage escalations and complex queries with maturity and strong service orientation.5. Reporting, Lead Quality Analytics & CRM Governance- Ensure complete and accurate data capture in CRM (e.g., Salesforce) for every lead, interaction, stage, and outcome. - Analyse lead quality by channel, geography, segment, partner, and campaign. - Generate weekly and monthly reports on funnel health, conversion ratios, and ageing. - Work closely with Marketing to refine targeting, optimise spend, and improve lead-to-enrolment efficiency.6. Continuous Learning & Process Improvement- Regularly review scripts, FAQs, objection-handling points and refine them based on live feedback. - Share market intelligence, competitor insights, and process improvement ideas with leadership. - Participate in internal training, calibration discussions, and call audits for ongoing improvement.Qualities for Success1.Goal Orientation:- Desire to take on ambitious targets and own the outcomes. - Proven track record of meeting and exceeding sales targets.2. Sales Opportunity Identification:- Identifying potential sales opportunities. - Clearly articulate value propositions to potential customers.3. Communication Skills:- Excellent verbal, listening, and written business communication skills. - Deliver compelling sales presentations without diluting the brand of ISB.4. Competitor Awareness:- Ensure that data and information on competitor activity are available to the team. - Align sales pitches with competitor insights.5. Leadership and Mentorship:- Strong leadership skills, guiding and advising team members on industry trends. - Taking responsibility for the entire life cycle of the sales process.6. Technology Proficiency:- Strong competency in understanding and utilizing the CRM Tool (Sales Force).7. Mindset and Approach:- Premium product/service mindset (not “sales by discounting” mindset). - Comfortable and poised speaking with mid-to-senior level managers, business leaders, and HR leaders.8. Analytical Skills:- Strong analytical skills, especially with respect to sales performance metrics and reporting.9. Independence and Team Collaboration:- Self-motivated and able to work independently. - Contribute to the success of the team.10. Organizational Skills:- Strong organizational skills and attention to detail.12. Adaptability:- Adaptability to evolving market conditions. - Willingness to embrace new sales strategies.Job SpecificationKnowledge / EducationGraduate /post-graduateSpecific Skills - Communication Skills,Sales and Negotiation Skills,Relationship Building,Prospecting and Lead Generation,Stakeholder Management,Data Analysis and Reporting,Lead Nurturing and B2C Expertise,Adaptability,Organizational and Time Management.Continuous Improvement,Problem-Solving Skills.Desirable Experience10+ years working in an inside sales role in a high-growth, dynamic environment; experience in the ed-tech industry is a plus.Job Interface/Relationships:Internal- Customer Success Team - Commercials - HR - Finance - Marketing - Enterprise Team - DT TeamExternal- Clients - Participants - Procurement Departments of Clients - Finance Department of clients for payment collection and invoicing - HR Professionals - L&D ProfessionalsKey Responsibilities and % Time SpentProspecting and Lead Nurturing - 30%Sale Pipeline Management - 20%Sales Presentations and demos - 15%Stake Holder Management - 15%Reporting and Analysis - 15%Continuous Learning & Process Improvement - 5%Total Time Spent on All Responsibilities - 100%