e-GMAT - Director - Sales (4-15 yrs)
Director - Sales
1. Do you enjoy scaling sales processes, resulting in multiplying your Sales team's output?
2. Do you like taking on challenging initiatives such as improving the conversion of your entire Sales team?
3. Do you have a knack to understand the strengths and weaknesses of your team members and guide them appropriately to reach their potential?
4. Do you have a proven track record of the above?
If your answer to these questions is - yes-, then read below to understand the roles and responsibilities of this job.
2 ABOUT E-GMAT
e-GMAT is on a mission to make online test prep more effective than studying with a private tutor. We plan to achieve this by building technology which when combined with our teaching pedagogy, makes learning more effective and personal, powering customer success. The stupendous success of our students is a testament to the success of our strategy and of 10-years of investment in pedagogy and technology. Two metrics demonstrate this success:
1. Reviews: We are GMAT Club's most reviewed company. We have twice as many reviews as the next most popular company - Veritas Prep.
2. Student Success Stories: 29% percent of test takers who used any form of preparation material credited their success to e-GMAT.
e-GMAT started in 2010 with one full time and two part time co-founders and $10,000 in investment. We had 200 paying customers from 4 countries in our first calendar year. Today, we are a team of 40+ full-time people spread over two continents, and four locations. We have helped more than 50,000 from 60 countries achieve their target score and realize their dreams.
If you are passionate about empowering people's dreams and changing their lives, then you should check out our job openings and evaluate whether you are a fit. To succeed at e-GMAT, you need to be a lifelong learner, be ready to embrace change, and imbibe our values of honesty, persistence, and transparency.
1. Convert prepped users
More than 9000 prospects log on to the e-GMAT platform every month. Some of them write to us and some do not. Identify prospects who have shown an interest in the e-GMAT course offering - directly or indirectly - and address their needs/concerns to convert them.
2. Improve conversion of prepped users
We track and monitor current and historical conversion rates. You will identify opportunities to improve conversion rates of users by taking on projects to improve current processes, enhance the skill set of your Sales team, work with the Marketing team to build new influencers etc.
3. Increase pipeline from non-marketing channels
We use standard marketing channels to acquire and influence prospects. You will take charge of acquiring prospects from non-standard (non-marketing) channels. This responsibility includes identifying such channels and defining activities for these channels. You may also build partnerships with collaborators and accordingly educate these new partners. You will be in-charge of this process from end-to-end.
4. Ensure customer on-boarding
Sales team will be responsible for ensuring that the prospects converted into students through the Sales channel are properly transitioned into the e-GMAT way of learning. The level of services students receive during the pre-sales process should match that of the post sales process. Working with internal teams, you will establish the processes so that the transition between these two phases is smooth and seamless for the student. You will also ensure smooth implementation of these processes.
5. Obtain reviews and debriefs from successful students
e-GMAT is built on the success of its students. You will set up processes to track the success of students acquired through the Sales channel and work with them to ensure that they take the right next steps post their GMAT. In the process, you shall get reviews from these successful students. That personal connection that the Sales representative develops in the beginning of the student's journey should enhance e-GMAT's NPS.
6. Track metrics
At e-GMAT, we strongly believe in tracking the right metrics so that we can take positive feedback from the system for the jobs well done and so that we can implement corrective actions or fixes in the system before they become a problem. As the Sales leader, it is your responsibility to track the entire sales funnel so that you can track what works well and where the leakages are and hence where the scope of improvement lies. You will also track whether the students from the sales funnel are getting on-boarded properly. And lastly, you will track the success of your students and the reviews and debriefs posted by your students.
To effectively carry out this job, you should have the following skillset at the minimum:
1. Understand what it takes to make a sale
You should be an exceptional salesman yourself - you should have the ability to understand the prospect's needs and address the same succinctly. Doing so requires that you understand e-GMAT's offering so that you can match the needs of the prospect with the appropriate course features. You should be skilled to ask the right questions so that you can get to the bottom of the pain points of the prospect. Along the same lines, you should be able to evaluate when - e-GMAT- is not the best fit for a student have the ability to say - no- .
2. Train and manage a Sales team
You should be skilled in establishing and executing robust and scalable training programs. In addition, you should be skilled in managing your workforce to ensure that your entire Sales team works in a well-coordinated manner with the intent to accomplish its goals.
3. Build standard responses
It is the responsibility of sales personnel to provide personalized responses. However, each personalized response is built up of granular blocks of information. You should be skilled in identifying these blocks and in setting up templates and process such that the personalized response for each prospect can be efficiently crafted by the sales team.
4. Create influence collateral
You should be highly skilled in creating collateral in the form of pdfs, videos, emails, etc. The purpose of this collateral is to positively influence the prospect and readily provide the information so that he/she can make a purchasing decision appropriately. This means that you should be skilled at determining the content that needs to be shared, conceptualizing the presentation of the content, articulating the vision to the design team, and providing feedback as needed to ensure that the collateral is created per the requirements.
5. Possess excellent verbal skills
You should be skilled in written and spoken English. This implies that any piece of content that you write should be structured well and should be written in grammatically correct English in order to communicate the intended message appropriately. Likewise, this implies that you should be fluent in the English language so that you are confident to speak with everyone - be it your team, your colleagues or the prospects.
6. Tool Knowledge
You should be adept at and have experience with working with at least one of the dashboarding tools - Tableau, Power BI, etc. Further, you should be adept at using the typical MS Office tools.
4.1 BONUS POINTS
The following experiences and capabilities can help your case if you
1. Have experience in building and scaling Sales teams.
2. Have aced two or more competitive tests - GMAT/GRE/CAT etc.
3. Have taught in the past
4. Have been an entrepreneur
Note: Please feel comfortable to apply if you don- t meet all the criteria for skills and experiences.
- Commensurate with experience and at par with the best in the industry.
- Fixed component: 15 Lacs to 25 Lacs
- Incentive component: up to 7 Lacs annually
- Equity and Bonus: up to 50 Lacs over a 4-year period based on performance
7 EDUCATION AND EXPERIENCE
Education: Bachelor's degree (min), MBA preferred
Experience: Min - 4 years.