Training & Certification Program Sales Executive (Education Sales)
Company: Institute of Supply Chain Management (ISCM)
Position: Training & Certification Program Sales Executive
Industry: Supply Chain, Procurement, Logistics & Manufacturing
Location: Mumbai
Compensation: Depends on the experience
Experience
2–4 years in training sales, education sales, inside sales, B2B sales, business development, or professional certification sales. Experience in supply chain, procurement, logistics, or corporate training will be an advantage.
About the Role
We are looking for a results-oriented Training & Certification Program Sales Executive to drive enrolments for professional training and certification programs in the areas of Supply Chain Management, Procurement, Logistics, Operations, and related business functions.
The role involves identifying potential learners and corporate clients, understanding their professional development needs, presenting suitable programs, handling enquiries, following up with prospects, and converting leads into paid registrations.
The ideal candidate should have strong communication and consultative selling skills and be comfortable engaging with working professionals, managers, senior executives, and corporate decision-makers.
Key Responsibilities
1. Training & Certification Sales
- Generate sales for supply chain, procurement, logistics, and management training/certification programs.
- Understand program offerings, curriculum, certification benefits, faculty, schedules, and pricing.
- Explain the value proposition and career/business benefits of each program to prospective participants.
- Handle inbound enquiries and conduct outbound sales calls.
- Convert qualified leads into paid registrations.
- Achieve monthly, quarterly, and annual sales targets.
2. Lead Generation & Prospecting
- Identify potential participants through databases, LinkedIn, email campaigns, referrals, industry networks, and other channels.
- Build and maintain a strong pipeline of individual professionals and corporate prospects.
- Target professionals working in:
- Supply Chain Management
- Procurement & Sourcing
- Logistics & Transportation
- Warehousing & Distribution
- Manufacturing & Operations
- Planning
- Inventory Management
- Strategic Sourcing
- E-commerce
- Supply Chain Technology
3. Consultative Selling
- Understand the prospect's current role, experience, career goals, and learning requirements.
- Recommend the most relevant training or certification program.
- Clearly communicate program outcomes, learning benefits, certification value, and ROI.
- Address questions and objections regarding fees, time commitment, course structure, certification, and applicability.
4. Corporate Training & B2B Sales
- Identify organizations with potential requirements for employee training and capability development.
- Connect with HR, L&D, Procurement, Supply Chain, Operations, and Business Heads.
- Generate opportunities for corporate training programs and group enrolments.
- Prepare and present training proposals to corporate clients.
- Develop long-term relationships with organizations for repeat training requirements.
5. Follow-up & Conversion
- Maintain consistent follow-up with prospects through calls, emails, WhatsApp, and LinkedIn.
- Track prospects throughout the sales funnel from enquiry to registration.
- Re-engage inactive and previously interested leads.
- Maintain accurate records of all interactions, follow-ups, and conversions in the CRM.
6. Reporting & Target Management
- Maintain daily and weekly sales activity reports.
- Track leads, calls, meetings, proposals, follow-ups, conversions, and revenue.
- Provide regular updates on the sales pipeline and forecast.
- Take ownership of achieving assigned enrolment and revenue targets.
Key Target Audience
The candidate will engage with:
- Supply Chain Professionals
- Procurement Professionals
- Logistics & Warehouse Professionals
- Operations Managers
- Planning & Inventory Professionals
- Sourcing & Purchasing Professionals
- Manufacturing Professionals
- Mid-level Managers and Senior Executives
- Fresh graduates and early-career professionals
- HR & Learning and Development teams
- Corporate Training & Capability Development teams
Preferred Candidate Profile
The ideal candidate should:
- Have 1–5 years of experience in training sales, education sales, inside sales, B2B sales, or professional certification sales.
- Be confident in selling professional development programs to working professionals.
- Have a strong interest in the Supply Chain, Procurement, Logistics, and Manufacturing sectors.
- Be comfortable making a high volume of calls and conducting structured follow-ups.
- Be highly target-driven and motivated by incentives.
- Have a consultative approach rather than simply selling a course.
- Be proactive, energetic, persuasive, and customer-focused.
Education
Bachelor's degree in Business Administration, Marketing, Sales, Supply Chain, Logistics, or a related field. MBA/PGDM or relevant professional certification would be an advantage.
Pay: ₹50,000.00 - ₹100,000.00 per month
Work Location: In person
