Business Development Manager

Career Point University; Hoshiarpur; On-site; INR 300,000 - 900,000; Full time

Job summary

Career Point University in Punjab invites an experienced sales and admission leader to drive targets, build a high-performing team, and optimize lead conversion across campuses. You will oversee counselors, manage CRM processes, and coordinate with marketing to generate quality leads while ensuring ethical student engagement.

This role demands strong communication, coaching, and discipline to meet revenue goals and deliver excellent student onboarding.

Responsibilities

• Achieve monthly, quarterly and annual admission and revenue targets.
• Prepare sales plans and allocate targets to Sales Executives/Counsellors.
• Monitor daily sales performance against targets.
• Develop strategies to improve admission conversion.
• Identify gaps in the sales funnel and implement corrective actions.
• Drive new admissions, renewals and student referrals.
• Manage and supervise Sales Executives, Counsellors and Telecallers.
• Allocate leads and daily/weekly targets to team members.
• Conduct daily sales huddles and performance reviews.
• Monitor individual productivity and conversion ratios.
• Train team on counselling, objection handling and closing techniques.
• Coach underperforming employees and implement improvement measures.
• Motivate the team to achieve and exceed targets.
• Ensure proper distribution and utilization of leads.
• Monitor every stage of the sales funnel.
• Ensure timely follow-up of hot, warm and cold leads.
• Review pending, missed and inactive leads regularly.
• Analyse reasons for lead rejection/non-conversion.
• Improve lead-to-counselling and counselling-to-admission conversion.
• Ensure accurate CRM/ERP lead updates.
• Personally handle high-value admission cases.
• Guide counsellors on student-parent interactions.
• Explain courses, batches, fees, scholarships and study material.
• Handle objections related to fees, course selection and outcomes.
• Ensure no unauthorized promises or commitments.
• Monitor admission revenue and fee collection.
• Coordinate with Accounts/Operations on outstanding fees.
• Follow up on pending admission payments as per policy.
• Monitor instalment-based admissions and due dates.
• Support branch in reducing outstanding fees and improving collection.
• Coordinate with Marketing and Branch Management for local campaigns.
• Plan activities for generating quality student leads.
• Support seminars, school visits, scholarship exams and career counselling sessions.
• Develop referral and local outreach opportunities.
• Monitor competitor activities and market trends.
• Provide market feedback to management.
• Prepare daily, weekly and monthly sales reports.
• Track leads generated, calls made, follow-ups and counselling sessions.
• Track admissions, revenue and conversion ratios.
• Track pending and lost leads and collection status.
• Submit performance reports to the manager on time.
• Analyse sales data and recommend improvements.
• Coordinate with Academic, Marketing, Operations, Accounts and Head Office.
• Ensure smooth handover of new admissions to Academic/Operations.
• Communicate student and parent requirements to the concerned department.
• Participate in review meetings and implement decisions.

Job description

Role & responsibilities

A. Sales & Admission Target Achievement

• Achieve monthly, quarterly and annual admission and revenue targets.
• Prepare sales plans and allocate targets to Sales Executives/Counsellors.
• Monitor daily sales performance against assigned targets.
• Develop strategies to improve admission conversion.
• Identify gaps in the sales funnel and implement corrective actions.
• Drive new admissions, renewals and student referrals.

B. Sales Team Management

• Manage and supervise Sales Executives, Counsellors and Telecallers.
• Allocate leads and daily/weekly targets to team members.
• Conduct daily sales huddles and performance reviews.
• Monitor individual productivity and conversion ratios.
• Train team members on counselling, objection handling and closing techniques.
• Coach underperforming employees and implement performance improvement measures.
• Motivate the team to achieve and exceed assigned targets.

C. Lead Management & Conversion

• Ensure proper distribution and utilization of leads.
• Monitor every stage of the sales funnel.
• Ensure timely follow-up of hot, warm and cold leads.
• Review pending, missed and inactive leads regularly.
• Analyse reasons for lead rejection/non-conversion.
• Improve lead-to-counselling and counselling-to-admission conversion.
• Ensure 100% and accurate CRM/ERP lead updates.

D. Student & Parent Counselling

• Personally handle high-value and critical admission cases.
• Guide counsellors on effective student-parent interactions.
• Explain courses, batches, fees, scholarships, study material, test series and other offerings.
• Handle objections related to fees, course selection, competition and academic outcomes.
• Ensure that no unauthorized promises or commitments are made to students/parents.

E. Revenue & Fee Collection

• Monitor admission revenue and fee collection.
• Coordinate with the Accounts/Operations team regarding outstanding student fees.
• Follow up on pending admission payments as per company policy.
• Monitor instalment-based admissions and due dates.
• Support the branch in reducing outstanding fees and improving collection efficiency.

F. Marketing & Lead Generation

• Coordinate with Marketing and Branch Management for local campaigns.
• Plan activities for generating quality student leads.
• Support seminars, school visits, scholarship exams, career counselling sessions and promotional events.
• Develop referral and local outreach opportunities.
• Monitor competitor activities and market trends.
• Provide market feedback to management.

G. Sales MIS & Reporting

• Prepare daily, weekly and monthly sales reports.
• Track:
• Leads generated
• Calls made
• Follow-ups
• Counselling sessions
• Admissions
• Revenue
• Conversion ratios
• Pending leads
• Lost leads
• Collection status
• Submit performance reports to the reporting manager within defined timelines.
• Analyse sales data and recommend improvement actions.

H. Coordination with Other Departments

• Coordinate with Academic, Marketing, Operations, Accounts and Head Office teams.
• Ensure smooth handover of newly admitted students to the Academic/Operations team.
• Communicate student and parent requirements to the concerned department.
• Participate in review meetings and implement management decisions.