Senior Manager- Sales Strategy

Fibe; Pune District; On-site; INR 4,000,000 - 8,000,000; Full time

Job summary

Fibe in Pune seeks a Senior Manager to drive Sales Strategy and Automation across Contact Centre and Digital Sales channels. You will design end-to-end sales journeys, optimize funnels, and lead automation initiatives including BOT-driven engagement and AI-driven insights.

You will own strategy development, execution, stakeholder management, and measurable business impact in an IC role, requiring 8–12+ years in related fields.

Qualifications

• Graduate/Postgraduate from a recognized institution.
• MBA preferred.
• 8-12+ years of experience in Sales Strategy, Business Strategy, Sales Excellence, Sales Transformation, or Digital Sales.

Responsibilities

• Develop and execute sales strategy frameworks to improve customer acquisition, conversion, and sales productivity.

Skills

Analytical thinking

Stakeholder management

Strategic execution

Ownership & accountability

Communication & presentation

Education

Graduate/Postgraduate

MBA

Job description

Senior Manager - Sales Strategy & Automation

Location: Pune (Candidates based in Pune or willing to relocate preferred)

Role Overview

We are seeking a highly analytical and strategic Senior Manager - Sales Strategy & Automation to drive sales transformation initiatives across Contact Centre and Digital Sales channels. This role will be responsible for designing and optimizing end-to-end sales journeys, improving sales productivity, driving BOT-led customer engagement, enhancing funnel conversions, and implementing automation-led efficiency programs.

The ideal candidate will have strong experience in Contact Centre, Tele-sales, Digital Sales, Banking, NBFC, Fintech, or BPO environments and a proven track record of improving sales outcomes through data-driven strategies, process optimization, conversational AI, and digital transformation initiatives.

This is an Individual Contributor (IC) role requiring end-to-end ownership of strategy development, execution, stakeholder management, and business impact delivery.

Key Responsibilities

Sales Strategy & Transformation

• Develop and execute sales strategy frameworks to improve customer acquisition, conversion, and sales productivity.
• Design and implement future-state sales journeys across voice, digital, and BOT-led channels.
• Drive sales transformation initiatives leveraging automation, conversational AI, and data-driven decision-making.
• Identify opportunities to improve business performance through process redesign, technology adoption, and workflow optimization.

BOT & Automation Strategy

• Own the strategy, design, and optimization of Voice BOT, Chat BOT, WhatsApp BOT, and Conversational AI-driven sales journeys.
• Build automated customer engagement and lead nurturing journeys to increase conversions while reducing manual effort.
• Drive BOT containment, BOT-assisted sales, and digital self-service initiatives.
• Collaborate with technology teams to implement scalable automation solutions across the customer lifecycle.

Sales Funnel & Journey Optimization

• Own the end-to-end customer journey from lead generation through conversion and disbursal.
• Analyze customer funnels to identify drop-off points, bottlenecks, and conversion leakages.
• Implement initiatives to improve contactability, engagement rates, conversion rates, and overall sales efficiency.
• Continuously optimize customer journeys based on customer behavior insights and performance metrics.

Contact Centre Sales Efficiency

• Drive sales efficiency improvement initiatives across tele-sales and contact centre operations.
• Partner with operations teams to improve lead allocation models, dialing strategies, customer contact frameworks, and agent productivity.
• Recommend and implement interventions to improve funnel throughput and maximize revenue realization.
• Identify opportunities for process automation to reduce operational dependency and improve turnaround time.

Data Analytics & Performance Management

• Establish frameworks for monitoring and improving sales funnel performance.
• Own key sales performance metrics and dashboards.
• Conduct funnel analysis, cohort analysis, and performance diagnostics to identify growth opportunities.
• Translate data insights into actionable business recommendations and measurable outcomes.

Cross-Functional Collaboration

• Work closely with Product, Technology, Analytics, Operations, Risk, and Business teams to implement strategic initiatives.
• Drive alignment across stakeholders to ensure successful rollout of automation and sales transformation programs.
• Prepare business cases, impact assessments, and strategic recommendations for leadership review.

Key Performance Indicators (KPIs)

The incumbent will be expected to drive measurable improvement in:

• Lead-to-Contact Rate
• Contact-to-Conversion Rate
• End-to-End Disbursal Conversion
• Sales Funnel Efficiency
• Customer Drop-Off Reduction
• BOT Adoption & Containment
• Digital Journey Conversion
• Agent Productivity
• Cost per Acquisition (CPA)
• Revenue per Lead
• Customer Experience Metrics

Candidate Profile

Education

• Graduate/Postgraduate from a recognized institution.
• MBA preferred.

Experience

• 8-12+ years of experience in Sales Strategy, Business Strategy, Sales Excellence, Sales Transformation, or Digital Sales.
• Experience in Banking, NBFC, Fintech, Contact Centre, Tele-sales, BPO, or Digital Lending environments.
• Proven experience in designing and optimizing end-to-end sales funnels and customer journeys.
• Hands-on experience driving BOT-led sales journeys and automation initiatives.
• Experience in customer acquisition, conversion optimization, and disbursal-focused sales processes.
• Strong exposure to digital transformation and process automation initiatives.

Functional Expertise

• Sales Strategy & Planning
• Funnel Management
• Digital Sales Journeys
• Conversational AI / Voice BOT / Chat BOT
• Process Automation
• Customer Journey Mapping
• Sales Analytics
• Conversion Optimization
• Funnel Diagnostics
• Contact Centre Strategy
• Sales Productivity Improvement

Skills

• Strong analytical and problem-solving capabilities.
• Excellent stakeholder management and influencing skills.
• Ability to independently drive strategic initiatives from concept to execution.
• High ownership, business acumen, and result orientation.
• Strong presentation and communication skills.

Preferred Industry Background

Candidates from the following industries will be highly preferred:

• Banking
• NBFC
• Fintech
• Digital Lending
• BPO/KPO
• Contact Centre Sales Organizations
• Tele-sales-led Customer Acquisition Businesses