Role Overview :
Manage the entire sales lifecycle—from New Acquisition to Retention—based on our customer journey flow. You are expected to role-play and coach the team on closing techniques, manage the sales pipeline, and utilize AI-driven Dashboards to monitor real-time performance and optimize strategies daily.
Key Responsibilities
1. Revenue Growth For Business
- Drive Revenue Targets: Take full ownership of B2C revenue targets, driving consistent Month-over-Month (MoM) and Year-over-Year (YoY) growth.
- Strategic Planning: Develop and execute long-term sales strategies to maximize Customer Lifetime Value (CLTV) and increase Average Revenue Per User (ARPU) through effective upselling and cross-selling.
- Profitability Analysis: Monitor Cost of Acquisition (CAC) versus Revenue to ensure sustainable business growth and high ROI.
2. Lead & Pipeline Management
- Manage inbound MKT Leads (from Events, Broadcasts, Ads) to ensure maximum efficiency and "Speed to Lead" (fast response times).
- Qualify and allocate leads to the Telesales team based on individual strengths and capacity.
3. Sales Mastery & Team Coaching
- Role-play & Scripting: Design high-impact sales scripts and conduct regular role-play sessions to sharpen the team's negotiation skills.
- Call Auditing & Feedback: Monitor live calls and review chat logs to identify weaknesses. Provide immediate, 1-on-1 feedback to improve closing rates.
- Objection Handling: Train the team on advanced objection handling techniques (e.g., overcoming "It’s too expensive," "I have no time," or "Let me think about it") to close deals on the spot.
- Closing Techniques: Instill a hunter mindset in the team, focusing on various closing techniques (e.g., Assumptive Close, Urgency Close).
4. Upselling & Retention Strategy (Lifecycle Management)
- Execute strategies to move customers up the value ladder: Single Course (SGC) → Yearly Plan (YR) → Premium Buffet.
- Manage the Renewal Cycle, specifically the critical "10-day window" before expiration, ensuring the team proactively follows up to reduce Churn Rate.
- Analyze opportunities to cross-sell workshops or bundles to existing active users.
- Conversation Intelligence: Use data to identify the "Winning Patterns" of top performers and replicate them across the team.
Qualifications
Experience:
- 3-5+ years of experience in Sales Management, specifically in Telesales, Subscription Businesses, or EdTech (B2C).
- Proven track record of managing a team that handles both New Acquisition and Retention/Renewal.
Sales Skills (The "Must-Haves"):
- Consultative Selling: Ability to ask the right questions to uncover customer Pain Points and present courses as the perfect solution.
- Strong Closing Ability: Expert in negotiation and closing deals effectively; able to demonstrate this skill to the team.
- Chat Commerce Psychology: Understands the nuances of selling via Line OA/Chat—knowing when to follow up without being intrusive but effective enough to trigger a purchase.
- CRM Proficiency: Strong understanding of CRM systems and Sales Pipeline management.
Mindset:
- Goal-Driven: Obsessed with hitting targets and breaking sales records.
- Resilient: Able to work under pressure and adapt quickly in a fast-paced startup environment.
- Data-Driven: Doesn't just read reports but creates the tools to measure success.
