The role of the Senior Sales Manager at Moringa School involves driving the company's revenue growth by developing and executing comprehensive B2C and B2B sales strategies. This leadership position is crucial for scaling enrollment targets and enhancing the overall customer journey, particularly within the EdTech space. The manager will be responsible for leading the sales and customer experience (CX) teams, leveraging data analytics for strategic decision-making, and ensuring process automation and optimization across the function.
Responsibilities
Revenue Growth and Budgeting
- Develop and execute the company’s B2C and/or B2B sales strategy to meet and exceed enrollment and revenue targets.
- Identify and convert leads from multiple channels (digital, referrals, partnerships, institutions, etc.).
- Lead, coach, and motivate the sales team to deliver consistent results through data-driven performance management.
- Build and manage relationships with schools, universities, and corporate training partners.
- Work with the marketing team to align lead generation and conversion strategies.
- Track sales performance metrics and report on conversion rates, pipelines, and revenue.
- Prepare, monitor, and report on budgets related to sales/admissions and customer experience initiatives.
Strategic Leadership
- Analyze existing sales and CX processes to identify and address gaps.
- Analyze CRM and CX data to inform strategy, forecast sales, and report on trends to leadership.
- Develop and implement scalable sales frameworks suitable for expansion into new geographies and verticals.
- Establish and monitor sales processes, trackers, and Service Level Agreements (SLAs) for the sales function.
- Collaborate with Product and Marketing teams to attract and enroll students aligned with new program offerings.
Leadership and Collaboration
- Recruit, train, and mentor a high-performing sales and CX team.
- Foster a culture of continuous improvement and customer-centricity within the team.
- Collaborate with product, academic, and marketing teams to align learner needs with business goals.
- Represent the voice of the customer in strategy and product meetings.
Stakeholder Collaboration
- Work closely with Tech and Data teams to streamline and automate sales processes.
- Strengthen the synergy between Sales and Marketing to optimize lead conversion.
Process Automation and Data Analysis
- Ensure full automation of the sales function, enabling efficient data capture and analysis.
- Able to manipulate data using data analytics/data visualization tools such as Power BI.
- Utilize dashboards and analytics to inform decision-making and improve customer journey touchpoints.
Customer Experience Enhancement
- Develop and implement strategies to improve customer interactions across multiple channels.
- Analyze customer feedback and data to identify pain points and enhance the overall customer journey.
- Design and enforce customer service standards to ensure consistent and exceptional service delivery.
- Train staff on customer-centric approaches and best practices to foster a customer-focused culture.
- Monitor key performance indicators (KPIs) related to customer satisfaction, retention, and loyalty, providing regular reports to senior management.
Qualifications
- Education: Bachelor’s degree in Business Administration or a related field; a Master’s degree is preferred.
- Experience: 7+ years of experience in sales, ideally within EdTech, TechSales, education, or SaaS.
- Specific Expertise: Experience in telesales and telesales management is essential.
- Technical Skills: Experience using Power BI and other Data Analytic tools is essential. Proficiency in customer experience tools, CRM platforms, and data analytics software.
- Track Record: Proven track record of managing teams and hitting ambitious sales targets, and a strong track record of meeting or exceeding sales and retention targets.
- Core Competencies: Excellent communication, negotiation, and presentation skills. Excellent interpersonal and communication skills to effectively guide prospective students through the admissions process.
- Mindset: Flexibility to adapt to changing schedules and work in a fast-paced, startup environment. Passion for education, learning innovation, and student success.
