Sales Operations Manager

Company Description

Transworld Academy of Excellence is a premier institution dedicated to bridging the gap between theoretical education and real-world application. With the robust backing and global presence of Transworld, the academy focuses on nurturing future-ready professionals. Specializing in Logistics, Shipping, and Supply Chain Management, the academy empowers individuals with the skills and knowledge required to excel in dynamic industries. At Transworld Academy, we are committed to fostering excellence and driving impactful career development.

Role Description

We are seeking a Sales Operations Manager for a full-time, on-site role located in Mumbai, India. The Sales Operations Manager will oversee daily sales operations, monitor key metrics, streamline workflows, and ensure the team meets sales performance goals. The role involves optimizing operational processes, collaborating with team members to enhance customer satisfaction, and analyzing data for informed decision-making. Additionally, the individual will work closely with cross-functional teams to improve customer experiences and achieve strategic objectives.

PRINCIPAL ACCOUNTABILITIES

1. Sales & Business Development

·      Develop and execute the annual sales strategy aligned with TAE's revenue and growth targets

·      Identify, engage, and acquire new corporate clients across logistics, ports, shipping, freight forwarding, and supply chain sectors

·      Establish and expand strategic partnerships with academic institutions for professional certifications and value-added programs

·      Drive enrolments across professional courses, executive education programs, and customised corporate training solutions

·      Identify and develop new markets, institutional relationships, and corporate training opportunities

·      Lead end-to-end business development activities including proposal preparation, pricing strategy, MoUs, and commercial negotiations

·      Monitor, analyse, and optimise the sales pipeline and lead conversion funnel for improved performance

·      Collaborate with marketing teams to design and execute targeted campaigns and partnership initiatives

·      Represent TAE at industry events, seminars, academic forums, and networking platforms to strengthen brand visibility and business opportunities

2. Corporate & Academic Relationship Management

·      Build and sustain long-term relationships with key stakeholders including HR leaders, L&D heads, and academic deans

·      Conduct structured client needs assessments and design tailored training and learning solutions aligned to business objectives

·      Manage and maintain CRM systems to track engagement, pipeline progression, and conversion performance

·      Strengthen TAE's market presence by representing the Academy at industry forums, seminars, and professional networking platforms

3. Academic Operations & Programme Delivery

·      Oversee end-to-end program operations including scheduling, batch planning, faculty coordination, and student lifecycle management

·      Ensure seamless delivery of classroom, blended, and online programs with consistent quality standards

·      Monitor training effectiveness through feedback, assessments, and defined learning outcomes

·      Collaborate with subject matter experts and professional bodies for curriculum updates, certification alignment, and LMS integration

·      Ensure operational readiness including centre infrastructure, session quality, and administrative support

·      Drive continuous improvement in delivery processes to enhance operational efficiency across all learning formats

4. Financial & Operational Governance

·      Monitor revenue realisation, invoicing, and collections to ensure healthy cash flow and financial discipline

·      Manage program budgets with a focus on cost optimisation and profitability

·      Track and analyse key performance indicators including sales performance, enrolments, conversion rates, and client retention

·      Prepare and maintain accurate MIS and dashboards covering sales, operations, and performance for periodic review

·      Ensure compliance with regulatory, institutional, audit, and internal policy requirements

·      Drive data accuracy, reporting discipline, and governance standards across all operational processes

5. People Leadership & Team Management

·      Lead, mentor, and develop the Sales & Operations team to build capability, accountability, and a high-performance culture

·      Set clear targets, monitor performance against defined KPIs, and drive consistent achievement of business objectives

·      Provide ongoing coaching, feedback, and support to enhance individual effectiveness and team productivity

·      Collaborate with cross-functional teams to allocate manpower resources effectively based on workload and seasonal demands.

·      Continuously monitor productivity metrics and implement shift adjustments or process changes for cost efficiency.

·      Identify automation or process improvement opportunities to reduce dependency on manual labor without compromising service quality.

6. Innovation, Efficiency & Continuous Improvement

·      Propose new value-added services or technology interventions (e.g., LMS, e-Library) to enhance client experience and profitability.

·      Monitor contract SLA / KPIs and develop action plans to address performance gaps.

·      Lead continuous improvement projects.

·      Work with Analysts/ Commercial team to ensure accurate reporting of monthly performance, financial, and productivity reports shared with senior management.

7. ESG & Corporate Responsibility

·      Ensure all operations are aligned with the company's sustainability goals, including energy efficiency, waste reduction, and responsible disposal of spoiled/ damaged/ expired goods.

·      Contribute to initiatives that reduce the environmental footprint.

·      Implement ESG practices and waste-management initiatives in line with Transworld's sustainability goals.

KNOWLEDGE, SKILLS & EXPERIENCE

Educational Qualification(s):

·     Graduate in Logistics, Shipping, Supply Chain, Maritime Studies, or Business Management

·      MBA preferred

·      Professional certifications in Shipping/Logistics (ICS/CILT or equivalent) desirable

Experience Required:

·      5-8 years experience in logistics education, maritime training, EdTech, or corporate L&D sales

·      Proven track record in developing new business for corporate and academic clients

·      Experience in managing training operations and client servicing

·      Experience in cross-functional collaboration with commercial, finance, and AP/AR teams.

·      Demonstrated ability to support pricing strategies and operational cost models for new business opportunities.

Knowledge Required:

.      Understanding of learning and training models for corporate and academic services.

·      Knowledge of supply chain, logistics and commercial shipping domain.

·      Familiarity with contractual SLAs, revenue leakage prevention, client billing processes, and AR follow-ups.

·      Awareness of sustainability practices and ESG principles.

·      Understanding of financial metrics, cost structures, and P&L drivers.

Skills & Personal Attributes:

·      Business Development & Commercial Acumen: Strong ability to drive business growth through strategic sales, negotiation, and conversion of industry relationships into sustainable partnerships, with a clear focus on revenue, pricing, and profitability

·      Customer-Centric & Relationship Orientation: Proven ability to build long-term client and institutional relationships, with a strong focus on service excellence, SLA adherence, and client satisfaction

·      Operational Excellence & Programme Management: Demonstrates high operational discipline with the ability to manage end-to-end program delivery, ensure quality, and drive efficiency across offline and digital learning environments

·      Data-Driven & Analytical Mindset: Skilled in leveraging data, dashboards, and KPIs to track performance, optimise sales funnels, and support informed decision-making

·      Leadership & Cross-Functional Collaboration: Effective team leader with the ability to develop talent, manage performance, and collaborate seamlessly across commercial, finance, operations, and external stakeholders

·      Problem-Solving, Agility & Innovation: Proactive in identifying challenges, driving continuous improvement, and adapting to change with an entrepreneurial mindset and ownership orientation