## About Backpackers
Backpackers is an experiential learning, institutional travel and group-engagement company working primarily with schools, colleges, universities, corporates and other institutions.
The company designs and manages:
* Educational tours and student camps
* Adventure and experiential-learning programmes
* Leadership and team-building programmes
* Corporate retreats and employee-engagement programmes
* Institutional and group travel
* School and corporate events
* Overseas university exposure programmes
* Global Campus Connect initiatives
* Programmes at Camp O Royale, our own resort and experiential-learning campus in Dhanaulti
We are looking for a senior professional who can strengthen the Backpackers brand, build a structured B2B sales pipeline, lead the sales team and generate sustainable institutional business.
## Position Overview
The Senior Manager – Marketing & Business Development will be responsible for leading the overall marketing, branding, sales and business-development function of Backpackers.
The role requires a combination of strategic thinking and hands-on execution. The selected candidate will be expected to identify new business opportunities, develop institutional relationships, manage key accounts, lead a team of sales executives and ensure achievement of revenue targets.
The candidate should be equally comfortable creating a growth strategy, meeting clients, preparing proposals, reviewing sales performance and following up until the business is converted.
## Key Responsibilities
### 1. Business Development and B2B Sales
* Develop and execute the B2B sales strategy for schools, colleges, universities, corporates, associations and other institutions.
* Generate new leads through direct outreach, referrals, networking, institutional visits, events and strategic partnerships.
* Build relationships with school principals, management teams, activity coordinators, HR leaders, administration heads and corporate decision-makers.
* Conduct client meetings, presentations, site visits and programme discussions.
* Understand client requirements and develop customised proposals, programmes and commercial offers.
* Manage the complete sales cycle from lead generation and proposal submission to negotiation, closure and payment follow-up.
* Build and maintain a healthy and measurable sales pipeline.
* Identify opportunities for repeat business, cross-selling and long-term institutional agreements.
* Develop new markets and business territories across Delhi NCR and other identified regions.
### 2. Marketing Strategy and Brand Development
* Develop the annual and quarterly marketing plan for Backpackers.
* Strengthen the positioning of Backpackers as an experiential-learning and institutional-engagement company rather than only a travel-service provider.
* Create targeted marketing campaigns for schools, corporates, colleges and institutional clients.
* Develop marketing collaterals, presentations, brochures, programme profiles, case studies and client proposals.
* Ensure consistency in brand communication across online and offline platforms.
* Identify opportunities for partnerships, sponsorships, exhibitions, conferences, school events and corporate networking.
* Coordinate with designers, content creators, digital agencies and external vendors.
### 3. Social Media and Digital Marketing
* Develop a social-media strategy aligned with the company’s B2B business objectives.
* Plan content around student programmes, school engagement, corporate retreats, experiential learning, Camp O Royale and client success stories.
* Use social media and digital campaigns to generate qualified business leads.
* Work closely with the digital-marketing team or agency for LinkedIn, Instagram, Facebook, Google and email campaigns.
* Review campaign performance, lead quality, engagement and return on marketing expenditure.
* Strengthen the company’s LinkedIn presence for corporate and institutional outreach.
* Maintain an understanding of SEO, paid campaigns, content marketing, WhatsApp marketing and CRM-based follow-up.
### 4. Sales Team Leadership
* Lead, supervise and motivate a team of sales and business-development executives.
* Allocate territories, market segments, accounts and monthly targets.
* Establish daily, weekly and monthly reporting systems.
* Conduct regular sales reviews and pipeline meetings.
* Monitor calls, meetings, proposals, follow-ups, conversions and revenue performance.
* Coach team members on client communication, presentations, objection handling and closing techniques.
* Accompany sales executives for important client meetings when required.
* Develop a performance-oriented, accountable and collaborative sales culture.
* Recommend training, incentives and corrective actions based on performance.
### 5. Key Account and Client Relationship Management
* Personally manage high-value schools, corporate accounts and strategic institutional relationships.
* Ensure timely communication and professional coordination with clients.
* Work closely with operations to ensure that commitments made to clients are properly delivered.
* Obtain structured client feedback after programmes and tours.
* Develop testimonials, referrals and case studies from successful programmes.
* Build long-term relationships aimed at annual and recurring business.
### 6. Sales Planning, Reporting and Analytics
* Prepare annual, quarterly and monthly sales plans.
* Set realistic revenue, lead-generation and conversion targets.
* Maintain accurate client data and sales activity in CRM or approved reporting systems.
* Prepare regular management reports on:
* Leads generated
* Client meetings
* Proposals submitted
* Conversion rate
* Business closed
* Revenue generated
* Collection status
* Repeat business
* Team performance
* Analyse market trends, competitor activity and client requirements.
* Recommend pricing, packages, programmes and promotional initiatives based on market feedback.
### 7. Internal Coordination
* Coordinate with operations, programme delivery, accounts, resort management and senior management.
* Ensure that client requirements are clearly communicated before programme execution.
* Work with Camp O Royale to develop attractive school, corporate and group packages.
* Ensure commercial feasibility and operational readiness before committing programmes to clients.
* Participate in business planning and new product-development discussions.
## Candidate Profile
The ideal candidate should have strong experience in B2B sales, marketing strategy, brand development and team leadership.
Candidates should be practical, target-oriented and capable of converting business opportunities into actual revenue.
## Educational Qualification
* Graduate degree in Marketing, Business Administration, Travel and Tourism, Hospitality, Communications or a related field.
* MBA or postgraduate qualification in Marketing or Sales will be preferred but is not mandatory for candidates with strong relevant experience.
## Experience
* Minimum 7 to 10 years of overall experience in marketing, B2B sales or business development.
* At least 2 to 4 years of experience in leading a sales or business-development team.
* Proven experience in institutional sales, corporate sales, education-sector sales or relationship-based B2B selling.
* Experience in travel, tourism, hospitality, experiential learning, education, events, corporate engagement or school programmes will be preferred.
Candidates from other B2B sectors may also be considered if they have strong institutional-sales and team-leadership experience.
## Preferred Industry Background
Relevant candidates may come from:
* Travel and tourism
* Educational tours and student programmes
* Experiential learning companies
* Adventure camps and outdoor education
* Hospitality and resorts
* Corporate travel and MICE
* Event management
* EdTech and education services
* School solution providers
* Training and development companies
* Corporate engagement and employee-experience companies
* Institutional sales organisations
## Required Skills and Competencies
* Strong B2B and institutional-sales capability
* Marketing strategy and brand-positioning skills
* Team leadership and performance management
* Excellent communication and presentation skills
* Strong negotiation and closing ability
* Relationship-building and networking skills
* Understanding of social media and digital marketing
* Ability to prepare proposals, presentations and commercial offers
* Working knowledge of CRM and sales reporting systems
* Strong follow-up and execution discipline
* Revenue and result orientation
* Ability to handle multiple clients and priorities
* Commercial understanding and decision-making ability
* Willingness to travel for client meetings and business development
* High level of ownership, maturity and accountability
## Key Performance Indicators
The candidate’s performance will be evaluated on:
* Number of qualified institutional leads generated
* Number of school and corporate meetings conducted
* Value and quality of the active sales pipeline
* Number of proposals submitted
* Proposal-to-conversion ratio
* Monthly and annual revenue generated
* New institutional accounts acquired
* Repeat business from existing clients
* Strategic partnerships developed
* Team target achievement
* Collection and payment follow-up
* Digital and social-media lead generation
* Growth in brand visibility and institutional reach
* Accuracy and discipline in CRM and sales reporting
* Client satisfaction and referral generation
## Initial 90-Day Expectations
During the first 90 days, the candidate will be expected to:
* Understand the complete Backpackers business model, offerings and target markets.
* Review the existing sales team, client database, marketing material and sales process.
* Prepare a 12-month marketing and business-development plan.
* Segment the target market into schools, colleges, corporates, associations and strategic partners.
* Create a priority database of potential institutional clients.
* Establish a structured CRM and lead-follow-up system.
* Define individual targets and reporting formats for the sales team.
* Initiate meetings with high-potential schools and corporate clients.
* Review and strengthen the company’s presentations, proposals and marketing collaterals.
* Prepare a social-media and LinkedIn content plan.
* Build a measurable pipeline for the upcoming school and corporate seasons.
* Identify at least three strategic partnership opportunities.
## Annual Expectations
Within the first year, the candidate should:
* Build a stable and predictable B2B sales pipeline.
* Establish Backpackers as a recognised experiential-learning and corporate-engagement brand.
* Acquire new school, college and corporate accounts.
* Increase repeat and annual-contract business.
* Build long-term institutional partnerships.
* Improve sales-team productivity and conversion rates.
* Develop multiple revenue streams beyond traditional group travel.
* Generate measurable business through digital and social-media channels.
* Strengthen Camp O Royale’s positioning as an experiential-learning and corporate-retreat destination.
## Personal Attributes
The selected candidate should be:
* Strategic but execution-focused
* Confident but approachable
* Target-driven without compromising relationships
* Capable of leading from the front
* Comfortable taking responsibility for outcomes
* Organised and process-oriented
* Energetic, persuasive and commercially aware
* Able to work in an entrepreneurial and growing organisation
## Travel Requirement
The role will require regular travel within Delhi NCR and occasional outstation travel for client meetings, school visits, exhibitions, institutional programmes and visits to Camp O Royale.
## Compensation
Compensation will be based on the candidate’s experience, current salary, industry background and proven ability to generate and manage B2B business.
The compensation structure may include:
* Fixed monthly salary
* Performance-linked incentives
* Team-based revenue incentives
* Reimbursement of approved travel and business-development expenses
## Application Requirement
Candidates should share their updated CV along with brief details of:
* B2B business generated in their previous roles
* Size of the team managed
* Industries and client segments handled
* Major accounts acquired
* Annual or monthly sales targets achieved
* Current and expected compensation
* Notice period
Pay: ₹40,000.00 - ₹50,000.00 per month
Work Location: In person
