Sales Manager – Field Sales (B2B HR Tech)

Role & Responsibilities

The Sales Manager should embody both leadership and hands‐on selling :

• Set revenue targets and sales plans – Analyse historical performance, market trends and team capacity to set clear, achievable sales goals
• . Develop quarterly and monthly sales plans and adjust them based on performance metrics and feedback.
• Lead and mentor the sales team – Train, coach and motivate sales executives. Provide continuous training to close skill gaps and adapt to evolving customer needs.
• Generate and qualify leads – Work with the BD Director to identify target segments, then use on‐ground methods (cold calling, door‐to‐door visits, networking events) to build a high‐quality pipeline
• Present and negotiate – Demonstrate the product’s value by tailoring pitches and demos to the client’s needs.
• ; handle negotiations and close deals to meet or exceed targets.
• Monitor performance and report – Use CRM tools to track the team’s progress, maintain client records, and submit regular revenue forecasts and reports to leadership.
• Recruit and scale the team – Participate in hiring additional sales associates and ensure they are onboarded effectively
• Customer relationship management – Foster strong client relationships, ensuring satisfaction and identifying opportunities for upselling or renewals
• Collaborate with BD & Product teams – Provide feedback from clients to guide product development and marketing; align sales execution with broader business development initiatives.

Supporting Roles : Sales Executives / Field Sales Associates

• Level : 3–5 years of B2B sales experience, with strong communication and relationship‐building skills.
• Responsibilities : Execute direct sales activities : generate leads through cold calls and networking; present products and demos; collect customer data; follow up with leads; negotiate and close deals; maintain CRM entries; provide after‐sales support
• Goals : Achieve individual monthly revenue quotas, maintain a healthy pipeline, and ensure high customer satisfaction.

Goals and KPIs

To align with the company’s target of ₹36 Cr in 9 months, the Sales Manager’s goals should include :

• Revenue Achievement : Deliver monthly revenue targets that cumulatively reach ₹36 Cr by the end of the 9‐month period.
• New Customer Acquisition : Secure X new enterprise clients per month (set a specific number based on conversion rates and market size) and ensure customer onboarding satisfaction.
• Team Performance : Ensure every sales associate meets at least 90 % of their monthly quota; maintain high morale and reduce turnover.
• Pipeline Health : Maintain a qualified pipeline that is at least 3× the monthly revenue target.
• Customer Retention & CSAT : Achieve customer satisfaction (CSAT) scores above 90 % and low churn through diligent account management and support.
• Reporting & Forecast Accuracy : Provide accurate weekly and monthly forecasts, with variance less than 5 % between forecasted and actual revenue.