Regional Manager - Sales

About the Company:

Imarticus Learning is a leading EdTech organisation that provides industry-focused programs in collaboration with global institutions and corporate partners. With a strong presence across India, we specialise in Finance, Analytics, Technology, and Management domains.
MyCaptain is a part of the Imarticus Learning Group, a 13-year-old organization and a leader in skilling for Finance and Analytics in India. With over 750+ members driving growth, innovation, and excellence, Imarticus Learning has redefined professional education. Together, we’re shaping the future of learners across the country.

Role Overview:

The Cluster / Regional Manager owns revenue, profitability and team performance for an assigned cluster at MyCaptain. The role leads Team Leaders and sales executives to achieve revenue targets, enforces process discipline and opens new regions.

Roles and Responsibilities:

1. Team Leadership and Revenue Delivery

• 
  

  Lead and manage 3-4 Team Leaders and their sales executives / BDAs to achieve monthly, quarterly and annual revenue targets.

  
  


• 
  

  Set clear targets, run weekly and monthly performance reviews, and hold Team Leaders accountable for conversions and pipeline health.

  
  


• 
  

  Coach, mentor and develop Team Leaders; build a succession pipeline and manage hiring, onboarding, attrition and performance improvement plans.

  
  


• 
  

  Drive a high-performance culture through recognition, incentives and consistent communication.

  
  

2. Revenue Growth and Regional Expansion

• 
  

  Plan and execute strategies to grow revenue across the cluster, including new customer segments, channels and partnerships.

  
  


• 
  

  Identify, evaluate and open new cities / regions, including market sizing, hiring plans, ramp-up targets and go-live readiness.

  
  


• 
  

  Work with marketing to align campaigns, lead generation and campaign-to-conversion funnels with regional targets.

  
  

3. P&L Ownership

• 
  

  Own the cluster P&L: revenue, cost of sales, team cost, marketing spend and contribution margin.

  
  


• 
  

  Prepare budgets and forecasts, track variances monthly, and take corrective action to protect margins.

  
  


• 
  

  Optimise cost per acquisition and return on spend across the cluster.

  
  

4. SOP Adherence and Governance

• 
  

  Ensure the team follows sales SOPs: lead handling, follow-up cadence, counselling and pitch standards, pricing and discount approvals, refunds and escalations.

  
  


• 
  

  Run periodic audits (call reviews, CRM hygiene, documentation) and close gaps promptly.

  
  


• 
  

  Maintain compliance with company policies and report exceptions to leadership.

  
  

5. Data Management and Reporting

• 
  

  Ensure accurate, timely CRM updates; own the integrity of lead, pipeline and revenue data.

  
  


• 
  

  Build and review daily, weekly and monthly dashboards covering funnel, productivity and revenue by Team Leader, executive and source.

  
  


• 
  

  Convert data into action: identify leaks in the funnel, forecast outcomes and brief leadership with insights.

  
  

6. KPI Improvement

• 
  

  Continuously improve lead-to-conversion ratio, average ticket size, collections, productivity per executive and team retention.

  
  


• 
  

  Set KPI targets for each Team Leader and track them transparently.

  
  

7. Additional Responsibilities

• 
  

  Take on additional initiatives assigned by the business from time to time, including process improvements and pilots.
  

  
  

Qualifications: 

• 
  

  Minimum of 3+ years of experience in sales, including 1.5–2 years managing teams of 10–12 members. EdTech, with 6+ months managing executives.