AddressReports to: CEO
This is a sizeable business opportunity leading to 50K Site Visits per month. The overall business opportunity potential is a sizable revenue of 500 Cr a year. The business requires to scale to multicity locations and have a strong lead conversion ratio in a fast paced start up environment. This is a 0 to 1 product which has the need to detail every process step in customer journey. The role would require strength in process management and lead funnel management through Operations, Sales Development and Retention of clients. Excellence in Process and Program management would be foundational for success in the role.
Support to do this role:
- The leads for inside sales team will be generated through the MB Platform. The prime responsibility for lead generation and flow will be with the product team, the product managers for which report to Product Head.
- On the supply side, the MB sales team will be responsible for getting business from developers, The sales team reports to NSH of B2B.
The SV head will have adequate support in lead generation and the supply side of this business.
Job description (Must Have - MH / Good to Have - GH)
- List 3 / 5 must have specifications.
a. MH - Ability to run a large and complex TC Sales / Ops. Process and work at the micro level with the teams to manage strength in the process.
b. MH - Experience of having worked with sales team / supply for contribution to revenue generation.
c. MH - Strong process development & efficiency management experience
d. GH - Experience of having worked with Product / to build solutions for enhancing user experience.
e. GH - Managing multifunctional team Like ops / sales / SD / process etc.
- Target Industries / Scope
a. B2B companies with 100 to 200 inside sales process
b. Brokerage firms working at Large scale (topmost person)
c. Process oriented work in large scale companies
- Key stakeholder / teams
a. Ops Head
b. SD Head
c. Customer Success Head
d. Program Manager
e. QC Manager.
Success Parameters
- Job well done will look like
a. High conversion rate by Agents
b. Repeat visits for each lead - shelf life of leads min. 2 months.
c. Repeat business/ Retention of client.
- How/ What does the role require the person to do to produce this outcome?
a. Improving the conversion funnel & making the tele-sales process effective
b. Driving supply growth - working closely with sales team
c. Drive high retention and volume from each developers.
d. Initiatives to drive a higher target and deliver better quality.
- Metrics to track.
a. Lead Management - Lead Funnel, Lead Score, Lead Timeline
b. Repeat customers.
- Reports and Dashboards to drive.
a. Lead Management Related
b. Agent Productivity
c. Customer Retention
