Job Description: Associate Director (AD) - Inside Sales (Healthcare Education)
Company: Medvarsity
Function: Revenue / Inside Sales (B2C - Healthcare Professionals & Medical Students)
Location: Hyderabad (preferred) / Bengaluru (as applicable)
Reporting To: Business Head / Head of Sales / VP - Revenue (as per org structure)
Team Size: 50+ Admission Counselors (plus Team Leads/Managers)
Role Summary
The Associate Director - Inside Sales will own the strategy, performance, and transformation of a high-volume counseling-led sales engine focused on healthcare professionals and medical students. This role drives revenue outcomes by building a coaching-first culture, strengthening pipeline discipline, improving conversion metrics across the funnel, and partnering cross-functionally with Marketing, Product, Training, Ops, and Finance to scale enrollments sustainably.
Key Responsibilities
1) Strategic Sales Leadership
Define and execute inside sales strategy for multiple course categories/programs (doctors, PG aspirants, allied healthcare, etc.).Translate business targets into weekly/monthly operating plans: lead requirements, conversion targets, staffing, and capacity planning.Own revenue forecasting, target setting, and performance governance (daily/weekly/monthly reviews).2) Team Transformation & Leadership (50+ Team)
Lead a large Admission Counselor team through a culture shift from "command & control" to coaching, accountability, and performance enablement.Build a strong mid-layer: develop Team Leads/Managers with structured coaching, 1:1s, and performance rituals.Drive hiring inputs, onboarding quality, ramp plans, and performance management (PIPs, role clarity, productivity standards).3) Pipeline & CRM Management
Own the end-to-end funnel: digital lead connect counseling follow-up enrollment/closure.Ensure strict CRM adoption, hygiene, and governance using Zoho (or equivalent): lead stages, follow-up SLAs, activity logging, and outcome tracking.Improve speed-to-lead, contactability, and follow-up discipline to reduce leakage and maximize conversion.4) Data-Driven Optimization (Human-Centric Coaching)
Convert sales analytics into actionable coaching and playbooks: call outcomes, objections, lead source quality, counselor performance, and cohort trends.Identify bottlenecks and run structured experiments: scripts, cadence, call flows, pricing/offer communication, and counselor behavior changes.Partner with QA/Training to improve counseling quality, empathy, and compliance while sustaining high throughput.5) Cross-Functional Collaboration
Marketing: improve lead quality, source ROI, lead scoring, and campaign-to-enrollment conversion.Product/Academics: strengthen program pitch, differentiation, and feedback loops from market to offering.Training/QA: align on competency mapping, coaching rubrics, call audits, and certification of counselors.Operations/Finance: ensure smooth enrollment ops, payment journeys, documentation, and reporting accuracy.Success Metrics (KPIs)
Lead-to-enrollment conversion rate (overall + by segment/program/source)Speed-to-lead and contactability %Follow-up SLA adherence and pipeline stage progressionTeam productivity: enrollments per counselor, talk-time quality, connect-to-counseling ratiosForecast accuracy and revenue attainmentCRM hygiene score and process complianceTeam health: attrition, ramp success, and TL/Manager capability maturityCandidate Profile (Must-Have)
12+ years of sales experience with 5+ years leading large inside sales teams (40-100+) in high-volume environments.Proven track record of revenue ownership, funnel improvement, and scaling teams through coaching-led leadership.Strong CRM discipline and pipeline governance (Zoho, Salesforce, or similar).Excellent ability to use data/analytics to drive behavior change (not just reporting).Strong stakeholder management and cross-functional execution.Preferred (Good to Have)
Experience in edtech, healthcare education, professional courses, or counseling-led sales.Exposure to performance frameworks: call quality scorecards, coaching playbooks, competency mapping, and training enablement.Experience managing multiple programs/verticals with different buyer personas (doctors vs students).Core Skills & Competencies
Coaching-led leadership, performance management, and team transformationConsultative selling, objection handling, and customer empathyStrong analytical thinking (funnels, cohorts, source performance, productivity)Process design, SLA governance, and operational rigorCommunication, negotiation, and executive-level reportingWorking Style Expectations
High ownership, high accountability; thrives in targets-driven environmentsHands-on operator who can go deep into calls/process and also think strategicallyCan influence without authority across Marketing/Product/Training Read Less