ToothSi - Head - Inside Sales

Head - Inside Sales

Description:

1. P&L Ownership & Financial Performance:

- Own the Inside Sales P&L including revenue, cost, margins, and contribution

- Drive unit economics improvement (CAC, revenue per lead, cost per consultation, cost per closure)

- Optimize manpower, dialer usage, incentives, and tooling costs to improve profitability

- Ensure monthly, quarterly, and annual revenue vs cost variance control with corrective actions

2. Revenue Ownership & Conversion Growth:

- Own end-to-end Inside Sales revenue targets across channels

- Drive improvement in Lead Consultation Closure conversion rates

- Deliver consistent MoM and QoQ growth in bookings and collections

- Identify funnel leakages and execute structured recovery plans

3. Lead-to-Consultation Funnel Management:

- Own lead allocation, prioritization, and freshness logic

- Reduce lead aging and improve TAT from lead assignment to consultation

- Maintain strict funnel hygiene with zero duplication and clear stage definitions

- Act as owner of daily lead movement across funnel stages

4. Consultation-to-Closure Execution:

- Improve consultation quality, pitch consistency, and objection handling

- Increase show-up rate, closure %, and average ticket size

- Implement scalable playbooks for follow-ups, re-engagement, and lost-lead recovery

- Ensure strong alignment between counselors, doctors, field ops, and retail ops

5. Inside Sales Leadership & Team Management:

- Build and lead high-performing Inside Sales teams (Counselors, TLs, Managers)

- Own hiring, onboarding, training, certification, and career paths

- Drive agent-level productivity: talktime, connects, consultations, closures

- Manage attrition, improve retention, and maintain healthy bench strength

6. Performance Culture & KPI Frameworks:

- Define and govern daily, weekly, and monthly KPIs at agent, TL, and manager levels

- Run performance reviews, incentive structures, and corrective action plans

- Drive accountability through scorecards, leaderboards, and transparent reporting

- Build a culture of ownership, discipline, and continuous improvement

7. CRM Ownership & Discipline:

- Own CRM workflows, configurations, and data hygiene end-to-end

- Ensure accurate dispositioning, tagging, and case/lead updates

- Enforce strict CRM discipline across the organization

- Use CRM data to drive insights, decisions, forecasting, and performance actions

8. Dialer Strategy & Optimization:

- Own dialer configuration, routing logic, calling cadence, and retry rules

- Define lead-source-wise dialing strategies (paid, organic, retail, partnerships)

- Improve connect rate, right-time calling, and agent utilization

- Reduce call wastage through smart prioritization, sticky logic, and automation

- Ensure dialer performance directly aligns with sales and revenue outcomes

9. Marketing Collaboration & Lead Mix Strategy:

- Partner with Marketing to define and optimize the lead mix and demand quality

- Provide fast feedback on lead intent, quality, and source-wise ROI

- Influence campaign strategy using conversion and funnel data

- Ensure alignment between marketing spend, sales capacity, and revenue goals

10. Cross-Functional Collaboration (Field Ops & Retail Ops):

- Act as the central Inside Sales SPOC for Field and Retail Operations

- Resolve day-to-day execution challenges impacting consultations and closures

- Align on capacity planning, appointment availability, and SLA adherence

- Establish strong feedback loops to improve customer experience and outcomes

11. Forecasting, Automation & Dashboard Reporting:

- Build reliable revenue forecasts and capacity plans

- Track daily operational metrics and funnel movement dashboards

- Drive automation-first execution to reduce manual work and errors

- Provide real-time visibility to leadership through dashboards and reviews

12. Workflow Design, Funnel Hygiene & Ops Ownership:

- Design and optimize end-to-end inside sales workflows

- Eliminate bottlenecks, redundancies, and process gaps

- Maintain clean funnel definitions and stage-wise accountability

- Act as the daily operations metric movement owner

13. Short-Term Execution & Long-Term Strategy:

- Own weekly and monthly execution plans to deliver near-term targets

- Define 6 to 12 month Inside Sales roadmap aligned to company growth

- Plan for scale across new markets, products, channels, and volumes

- Ensure Inside Sales evolves from a support function to a strategic growth engine