Manager - Admissions

Job Purpose

Drive 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 PROs 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 Outline

Key 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 readiness

2. 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 Success

1.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 Specification

Knowledge / Education

Graduate /post-graduate

Specific 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 Experience

10+ 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 Team

External

• Clients
• Participants
• Procurement Departments of Clients
• Finance Department of clients for payment collection and invoicing
• HR Professionals
• L&D Professionals

Key Responsibilities and % Time Spent

Prospecting 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%