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

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