Associate Director

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 progression
• Team productivity: enrollments per counselor, talk-time quality, connect-to-counseling ratios
• Forecast accuracy and revenue attainment
• CRM hygiene score and process compliance
• Team health: attrition, ramp success, and TL/Manager capability maturity

Candidate Profile (Must-Have)

• 12+ years of sales experience with 5+ years leading large inside sales teams (40100+) 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 transformation
• Consultative selling, objection handling, and customer empathy
• Strong analytical thinking (funnels, cohorts, source performance, productivity)
• Process design, SLA governance, and operational rigor
• Communication, negotiation, and executive-level reporting

Working Style Expectations

• High ownership, high accountability; thrives in targets-driven environments
• Hands-on operator who can go deep into calls/process and also think strategically
• Can influence without authority across Marketing/Product/Training