DGM/GM - SALES & OUTREACH
Nurse Acquisition · Lead Management · Database & Analytics · Team Leadership
Organisation
Twilight Grey Care Private Limited
Role Type
Full-Time · Leadership
Location
Bangalore, India — significant travel
Reporting To
CEO, Twilight Grey
Primary Targets
Nursing college final-year students · Working nurses with 1+ year experience in hospitals and nursing homes
Compensation
₹24 - 30L fixed CTC + performance variable linked to registration volume, assessment conversion, and lead quality
Expected Start
Immediate
About Twilight Grey
Twilight Grey (TGA) is a merit-based career platform for nursing professionals. We give every nursing graduate access to a standardised psychometric assessment, a personalised career pathway, upskilling for future-ready jobs and end-to-end domestic and international placement support — putting a nurse's skills at the centre of her career, not the name of her college or the reach of her family network. TGA is backed by Menterra Social Impact Fund II.
TGA's nurse supply pipeline draws from two distinct audiences. The GM - Sales & Outreach is the person who understands both audiences deeply and builds the systems and team to reach them at scale.
Nursing College Students
Final-year BSc and GNM students preparing to graduate. They have qualifications but no employment, limited market knowledge, and high anxiety about their first job.
Working Nurses — 1+ Year Experience
Nurses currently employed in hospitals, nursing homes, and home care agencies. They are employed but under-earning or stuck in career stagnation.
Role Overview
The GM - Sales & Outreach builds and operates TGA's nurse supply pipeline — from first awareness through to a verified, placement-ready candidate profile. This is a leadership role with a dual mandate: personal execution in the critical early months, and systematic team building as volume scales.
The role owns three things simultaneously: the field (college and hospital outreach), the funnel (CRM, lead management, conversion), and the insight (what the data says about nurse behaviour, objections, and aspirations — communicated back to the Brand Manager and CEO to sharpen marketing and product decisions)
Key ResponsibilitiesSales Forecasting - At the outset the GM would need to define the business plan and numbers in terms of No of nurses onboarded, converted and placed. Nurse Acquisition — Campus Drives and Outreach programs
Institutional outreach gets TGA into colleges. Getting fresh graduate nurses onto the platform gives us early access. Building a relationship at this stage helps as they are a captive audience in a single location. Also this relationship can be nurtured over time as they progress in their career journeys.
The GM - Sales & Outreach designs the campus drive format, trains the team to deliver it consistently. This builds the top of the funnel and brings in leads that can be nurtured over time.
- Build and own the nursing college partnerships - Identify colleges across target states - Karnataka, TN, Andhra, Telangana, Kerala, Orissa, North East.
Expand to other states by Year 2. Build relationships with nursing college principals and keep them active.
- Design the college drive program format - Standardize the format - should cover introduction to TGA, conduct of the Assessment Test, detailing courses offered, placement opportunities. The interactions should be recorded and stored in a strong data collection mechanism.
- Outreach for working nurses - Design and implement strategies for onboarding working nurses
- Build the outreach calendar - Based on when final year students write their exams state-wise, plan a calendar such that they are available in college to attend a 90min session.
- WhatsApp community building - Get all participants to join WhatsApp communities to actively engage with them. Broadcast offerings - courses, job postings. Try to get into alumni whatsapp groups.
- Database and lead management - Use CRM tools to maintain a clean, well-structured, constantly growing database of nursing professionals across India.
- Manage the digital outreach candidates - The candidates coming in from digital sources - social media campaigns also land up in the top of the funnel. These candidates are also managed by the GM - Sales and Outreach. Their data should also be entered into the CRM and be part of WhatsApp communities.
- Tracking and reporting - track nurse acquisition regularly and develop reporting cadence.
- Nursing association partnerships: Build working relationships with TNAI (Trained Nurses Association), INA, and state nursing councils. Build Govt partnerships to upskill and train nurses.
Admissions Counselling — Conversion and Career Guidance
Registration of interested candidates is the beginning of the process of selecting and warehousing suitable candidates for TGA. The GM - Sales & Outreach builds and manages the admissions counselling function that converts registered nurses into assessed nurses, course-enrolled nurses, and placement-ready nurses.
- Build the Counselling team - Hire and train the team who are the first point of contact after a nurse shows interest in TGA’s product offerings. They should be career guidance counsellors and not just telecallers with complete knowledge of the entire process, costings, eligibility criteria for each pathway.
- Design and own the nurse nurture sequence - Write the script along with reminder mechanisms for the counselling team. Design a reporting cadence mechanism for each counsellor. Daily/Weekly/Monthly reporting formats.
- Document Verification and Profile Completion - TGA should maintain a complete set of documentation for each candidate. The platform supports document uploading. The GM owns the documents and ensures that it is complete and verified.
CRM, Data Systems and Reporting
- TGA's sales pipeline exists in a CRM from Day 1 — before the platform is fully built, during the manual placement phase, and after the platform goes live. The GM - Sales & Outreach owns the CRM setup, the pipeline stage definitions, the reporting dashboards, and the data discipline that makes the entire sales function commercially visible to the CEO and to other related functions at TG.
Team Building and Management
- Direct Hires - Need to build and train a team of direct hires - admission counselor, outreach executive, beginning with 1-2 direct reportees and then scale as numbers increase.
Insights and Analytics — Feeding the Brand and Marketing Function
The Sales & Outreach team is the closest person in TGA to the actual nurse — the one who reads the WhatsApp responses, hears the objections on counselling calls, and watches conversion rates change when campaigns shift. This intelligence is TGA's most valuable real-time market research, and it must flow systematically to the Brand Manager and CEO.
- Insights report to Brand and Marketing team: Detailed feedback from the field to be documented and reported back to Brand and Marketing. The GM is expected to keep an eye on campaign effectiveness, CAC, nurse behaviour insights - languages they speak in, media consumption habits, their fears, aspirations etc.
Commercial Responsibilities:
- CAC - The GM has to monitor and optimize CAC at all times.
Qualifications and ExperienceEssential
- 10+ years of experience in outreach-led sales, business development, or institutional relationship management — with a track record of building pipelines from zero and managing them to commercial outcomes
- Proven experience managing a CRM as the primary operational tool — not as a passive user, but as the person who configured it, defined the pipeline stages, and built the reporting framework
- Direct experience with B2C sales or admissions processes where the customer is an individual making a significant personal or financial commitment — EdTech admissions, insurance sales, financial services, or similar
- Team leadership experience: has hired, trained, and managed a field or inside sales team of 3–8 people against weekly conversion targets
- Strong analytical capability: reads pipeline reports, identifies conversion bottlenecks, and produces clear, actionable insights without needing a data analyst to interpret the numbers
Added Benefit (Preferred but Not Required)
- College outreach and admissions counselling experience — specifically in EdTech, professional training, or higher education, where the institutional partner (college principal) and the end customer (student) must both be engaged simultaneously
- Admissions counselling experience where the product involves a life-changing career or financial decision — healthcare training programmes, international study admissions, professional certification programmes
- Prior experience working with nursing communities, healthcare institutions, or allied health professionals — either through a healthcare EdTech company, a nursing recruitment agency, or a hospital operations role.
Pay: ₹200,000.00 - ₹250,000.00 per month
Work Location: In person
