Sales & Revenue Manager – SaaS / ERP
Company: KOKA Software Technology Pvt. Ltd.
Job Type: Full-Time
Experience: 5–10 Years
Qualification: MBA – Marketing / Sales / Business Administration preferred
Location: Chennai
Department: Sales & Business Development
Reporting To: Managing Director
About KOKA
KOKA Software Technology Pvt. Ltd. develops business software solutions including ERP, CRM, HRMS, Accounting, Task & Project Management, Ticketing and Visitor Management Software.
We are looking for an experienced and highly result-oriented Sales & Revenue Manager to lead our sales team and take complete responsibility for sales performance, revenue generation and customer closures.
The candidate will manage:
- 1 Telesales Executive
- 3 Field Sales Executives
and will be responsible for the complete sales cycle from lead → qualification → demo → quotation → negotiation → follow-up → closure → payment.
Primary Objective
The primary responsibility of this role is:
Generate Revenue + Close Deals + Manage Sales Team + Improve Conversion
The Sales & Revenue Manager will be directly accountable for achieving the monthly and annual sales targets assigned by management.
Key Responsibilities1. Sales Team Management
- Manage and monitor the telesales and field sales team.
- Assign daily and weekly targets.
- Allocate leads to appropriate sales executives.
- Monitor calls, meetings, demos, visits and follow-ups.
- Conduct daily sales review meetings.
- Review individual sales performance.
- Coach team members on sales techniques.
- Train the team on KOKA products and solutions.
- Identify underperforming sales executives and take corrective action.
- Ensure every lead has a defined next action.
2. Complete Sales Cycle Management
Take ownership of the complete sales process:
Lead → Qualification → Requirement → Demo → Proposal → Quotation → Negotiation → Follow-up → Closure → Payment
The Manager must personally intervene in high-value and strategic opportunities.
3. Revenue Responsibility
- Prepare monthly sales targets.
- Develop sales plans to achieve targets.
- Track daily revenue performance.
- Forecast monthly and quarterly revenue.
- Identify gaps between target and actual sales.
- Create corrective sales strategies.
- Ensure sufficient sales pipeline for future months.
- Report revenue status directly to the Managing Director.
4. Quotation & Proposal Management
- Review quotations before they are sent to customers.
- Ensure quotations accurately reflect customer requirements.
- Coordinate with the Product/Technical Team for solution preparation.
- Prepare commercial proposals for large customers.
- Review pricing and package structure.
- Ensure quotations are followed up systematically.
- Track quotation-to-order conversion.
5. Negotiation & Deal Closure
The Manager should personally handle important negotiations.
Responsibilities include:
- Understand customer budget and requirements.
- Identify decision-makers.
- Negotiate pricing and commercial terms.
- Handle customer objections.
- Position KOKA's value against competitors.
- Prepare commercial strategies for difficult deals.
- Obtain management approval for special pricing where required.
- Close high-value ERP/SaaS opportunities.
6. Payment & Collection Follow-up
Sales responsibility does not end at receiving the purchase order.
The Manager will monitor:
- Advance payments
- Project payments
- Subscription payments
- Renewal payments
- Pending invoices
- Customer payment commitments
Coordinate with Accounts and ensure payments are collected on time.
7. Sales Pipeline Management
Maintain a healthy pipeline across:
New Leads → Qualified → Demo → Proposal → Negotiation → Won/Lost
Every opportunity should have:
- Customer name
- Industry
- Decision-maker
- Requirement
- Estimated deal value
- Probability
- Current stage
- Next follow-up date
- Expected closure date
- Responsible sales executive
8. Field Sales Management
Manage the 3 field sales executives.
Monitor:
- Daily customer visits
- New prospects
- Customer meetings
- Product demos
- Requirements collected
- Quotations generated
- Follow-ups
- Closures
Ensure field executives spend time on qualified prospects rather than unproductive visits.
9. Telesales Management
Manage the telesales executive and ensure:
- Daily calling targets
- Lead qualification
- Demo appointments
- Follow-ups
- Customer database updates
- Appointment conversion
- Lead quality
Telesales should primarily focus on qualification and appointment generation, while field sales focuses on meetings, demos and closures.
Daily Sales Management
The Manager should review the following every day:
- New leads received
- Leads contacted
- Qualified leads
- Demos scheduled
- Demos completed
- Field visits
- Quotations issued
- Quotations pending
- Negotiations
- Expected closures
- Payments received
- Follow-ups due
- Lost opportunities
- Revenue achieved vs target
Daily Sales Meeting
Conduct a short daily sales meeting covering:
Yesterday's Result → Today's Target → Pending Deals → Blockers → Expected Closures
Sales KPIPrimary KPIMonthly Revenue Target
The most important KPI will be monthly revenue achievement.
Example:
Monthly Target: ₹25 Lakhs
KPIWeightRevenue Achievement40%New Customer Closures15%Qualified Pipeline10%Quotation-to-Order Conversion10%Demo-to-Customer Conversion10%Collection / Payment Follow-up5%Team Performance5%Sales Reporting & CRM Discipline5%Total100%
Targets can be revised based on KOKA's current sales capacity and business goals.
Sales Forecasting
The Manager must provide:
Daily
Sales activity report
Weekly
Pipeline and closure forecast
Monthly
Revenue achievement report
Quarterly
Sales strategy and revenue forecast
The Manager should be able to clearly answer:
"How much revenue will KOKA close this month, from which customers, and what is required to achieve the target?"
Required Skills
- 5–10 years of sales/business development experience.
- MBA in Marketing / Sales / Business Administration preferred.
- Experience managing sales teams.
- Strong B2B sales experience.
- Strong negotiation and closing skills.
- Excellent communication skills.
- Experience in quotation and proposal management.
- Strong follow-up skills.
- Ability to manage sales pipelines.
- Good knowledge of CRM software.
- Good Excel / Google Sheets knowledge.
- Target-oriented mindset.
Preferred Experience
Candidates with experience in:
- ERP Software
- SaaS
- CRM
- HRMS
- Accounting Software
- IT Services
- B2B Software Sales
- Manufacturing Software
- Enterprise Software
will be strongly preferred.
Ideal Candidate
We are looking for a hands-on sales leader, not someone who only manages reports.
The candidate should be capable of:
Find → Qualify → Demo → Quote → Negotiate → Follow-up → Close → Collect
The person should be comfortable personally joining customer meetings and negotiations whenever required.
Compensation
Salary: ₹50,000 – ₹1,00,000 per month depending on experience and proven sales performance.
Performance Incentive: Attractive incentive based on:
- Revenue achievement
- New customer closures
- Individual/team performance
- Collection achievement
The final incentive structure will be linked to actual revenue received by KOKA.
Career Growth
Sales & Revenue Manager → Senior Sales Manager → Head of Sales & Revenue → VP – Sales / Business Growth
Why Join KOKA?
- Opportunity to lead a growing SaaS sales team.
- Direct interaction with the Managing Director.
- Exposure to ERP, CRM, HRMS and AI-powered business software.
- Opportunity to build and implement sales processes.
- Performance-based career growth.
Pay: ₹50,000.00 - ₹100,000.00 per month
Benefits:
- Cell phone reimbursement
- Flexible schedule
- Leave encashment
- Provident Fund
Work Location: In person
