Enterprise Sales Manager

Location South Bengaluru, Hyderabad, Chennai

Reporting to Head of Sales, India

Employment Full time / Permanent

Primary Job Purpose

Responsible for proactively owning the British Safety Councils (BSC) commercial performance and brand reputation for its Education business in South India, which includes BSC Certified & Accredited (IOSH/NEBOSH/IEMA) Training Programs and Digital Learning Modules.

This is a hunter role focused on new client acquisition across corporate and industrial sectors, engaging HSE and L&D teams at both corporate and plant/site levels. Over time, the incumbent is expected to build and manage their own client portfolio, while continuing to drive new sales.

Target customers include organisations across Manufacturing Chemical, Pharma, Auto, Metals, etc., Real Estate, Construction, Petrochemicals, Oil & Gas, Pharmaceuticals, and other sectors prioritizing occupational healthy & safety, environmental sustainability, wellbeing and development.

Responsibilities Tasks

Commercial / Sales Performance

• Achieve revenue targets for Education business across training formats and digital offerings, at agreed contribution margins.
• Build and maintain a qualified, moving pipeline of 3 Cr+ at any point in time.
• Over time develop a portfolio and drive growth through strategic development of existing accounts alongside continuous new client acquisition.
• Prepare and execute structured business development plans for products, sectors, and regions.

Lead Generation & Client Acquisition

• Hunt for new clients using direct (calls, meetings) and indirect (networking, referrals) methods.
• Target both HSE and L&D teams across corporate HQs and plant/site levels.
• Present high-impact solutions aligned to client training needs.
• Position BSCs training and digital learning modules as value-driven, scalable solutions.
• Identify and win high-potential accounts through tendering and strategic outreach.

Strategic Relationship Management

• Build deep understanding of each client's learning journeys, industry trends, and competitor landscape.
• Enter and expand presence in accounts currently working with competing education providers.
• Develop lasting relationships across client hierarchies to increase share of wallet.
• Collaborate with internal delivery, product, and support teams to ensure a seamless client experience.

Sales Process & CRM Management

• Maintain high-quality sales pipeline and opportunity tracking in Salesforce CRM.
• Lead consistent forecasting and pipeline hygiene with minimal variance in targets.
• Follow structured sales processes from prospecting to closure.
• Represent British Safety Council with professionalism and brand integrity in all interactions.

Domain Knowledge & Capability Building

• Continuously develop domain knowledge in safety, learning, compliance, and digital transformation in L&D.
• Stay updated on BSCs training portfolio, learning technologies, and regulatory developments.
• Leverage knowledge to consult, upsell, and advise clients on integrated education strategies.
• Participate in training sessions, self-learning, and team knowledge sharing.

Health & Safety

Understand and execute your health and safety responsibilities in line with management objectives. Regularly review your competence and development needs with your manager.

Skills & Qualifications

• MBA/PGDM or equivalent post-graduation is preferred
• Excellent communication (verbal and written)
• Strong presentation, negotiation, and interpersonal skills
• Highly organised with the ability to prioritise tasks
• Proficient in CRM tools (preferably Salesforce)
• Ability to build strong client and internal stakeholder relationships

Experience

• Minimum 7 years in B2B Training Sales
• Proven success in education/training sales or similar knowledge-based services
• Demonstrated ability to acquire new business and scale client relationships
• Experience selling to multiple functions within client organisations and/or L&D teams in industrial and corporate setups
• History of meeting/exceeding sales targets through structured sales processes

Behavioural Competence

• Professional, credible, and commercially focused
• Strong business judgment and strategic mindset
• Data-driven, target-oriented, and self-motivated
• Aligned with the British Safety Councils behavioural framework