Sales Strategy Lead

ESP Engineered; Gurugram District; On-site; INR 2,000,000 - 3,000,000; Full time

Benefits offered by this job

Opportunity to build a retention engine

Direct collaboration with founders

Ownership and speed in decision-making

Job summary

ESP Engineered in Gurugram is looking for a Sales Strategy Lead to enhance retailer retention and spending on our platform. This role requires analyzing call logs and behavior data to develop actionable insights and execute effective retention campaigns. A minimum of 4–7 years of experience in sales strategy or analytics is essential, along with strong skills in data interpretation and campaign design. Join us to make a real impact in one of India's fastest-growing agri-tech platforms.

Qualifications

• 4–7 years of experience in sales strategy, business analytics, growth, or retention roles.
• Prior exposure to B2B, FMCG, e-commerce, or tele-sales driven businesses is a plus.
• Strong skills in data interpretation, campaign design, and sales process thinking.

Responsibilities

• Understand why retailers disengage and use data for retention strategies.
• Plan and execute targeted retention campaigns alongside marketing.
• Create scalable playbooks for the KAM team.

Skills

Analytical skills

Experience with Mixpanel

SQL knowledge

Understanding sales operations

Campaign design

Cross-functional communication

Job description

Agrim is India’s largest agri-input e-commerce platform, empowering lakhs of retailers across the country with better access, pricing, and service. We’re backed by marquee investors and are growing fast. Our mission is to transform how agri-retailers buy and grow their business.

Role Overview

We are looking for a Sales Strategy Lead who will lead the charge in improving retailer retention and spend on our platform. This is an early CBO track role at the intersection of sales performance, customer behaviour analytics, and retention marketing. You will work closely with data from the retailer app (Mixpanel) and tele‑calling team logs (100+ Tele KAMs) to uncover actionable insights. You will also drive retention campaigns in coordination with our marketing team on Webengage, WhatsApp, and other channels.

Primary Goal: Drive retailer retention by deeply understanding behavioural and sales data, improving KAM productivity and executing targeted, data‑backed retention campaigns.

Key Responsibilities

• Understand where and why retailers drop off or disengage.
• Identify behavioural cohorts: one‑time buyers, dormant users, power users, etc.
• Find product usage patterns that signal healthy vs. at‑risk users.
• Call Log Analysis (100 Tele KAMs)
  • Review frequency, timing, and quality of outreach by KAMs.
  • Identify what’s working across top performers.
  • Spot gaps in sales motion that impact retention (e.g., no follow‑ups, poor activation post‑onboarding).
  • Correlate call activity with app behaviour: e.g., “Call on Day X → Order placed within Y days?”
  • Discover which types of interventions work best for which cohorts.
  • Use this to sharpen both app and KAM‑led retention efforts.
• Retention Campaign Planning & Execution
  • Win back, cross‑sell, inactivity nudges, reorder reminders, etc.
  • Coordinate with the marketing team to launch campaigns on:
    • Webengage
    • WhatsApp
    • In‑app push
  • Continuously monitor campaign performance and iterate.

Success Metrics

• Higher wallet share
• Reduced churn (especially post‑first‑order)
• Improved KAM productivity and conversion
• Campaigns with measurable lift in re‑engagement
• Scale the business from 500cr to 1500cr in one year

Build Playbooks

• Create scalable playbooks for the KAM team to drive better engagement and outcomes.
• Build dashboards and frameworks to track key retention metrics.
• Present insights regularly to the leadership and cross‑functional teams.

You’ll Thrive in This Role If You

• Are analytical and action‑oriented — you’re not just about insights, but driving results.
• Have experience working with Mixpanel, SQL, or retention analytics tools.
• Understand sales operations, call‑center dynamics, or inside sales models.
• Can design and track CRM/marketing automation campaigns.
• Communicate effectively and work cross‑functionally with marketing, sales, product, and analytics.

Qualifications

• 4–7 years of experience in sales strategy, business analytics, growth, or retention roles.
• Prior exposure to B2B, FMCG, e‑commerce, or tele‑sales driven businesses is a plus.
• Strong hands‑on skills in data interpretation, campaign design, and sales process thinking.

What You’ll Get

• The opportunity to build the retention engine of one of India’s fastest‑growing agri‑tech platforms.
• Work directly with founders.
• Ownership, speed, and the satisfaction of seeing your work drive real impact.