Lead - Sales & Marketing | NICMAR Online Location: Mumbai Work Mode: Work from Office Experience: 8-10 Years Employment Type: Full-time About NICMAR Online NICMAR is a premier institution focused on education and professional development in the built environment, infrastructure, project management, real estate, construction, and allied sectors. NICMAR Online brings the institution’s academic and professional expertise to working professionals and learners through flexible, industry-relevant online programmes. More details on nicmaronline.com Role Overview We are looking for an experienced and commercially driven Lead - Sales & Marketing to lead the growth of NICMAR Online. The role will have end-to-end ownership of the Sales and Marketing function , with responsibility for building a strong acquisition engine, driving qualified leads and applications, improving conversion, scaling enrolments, and delivering revenue targets. The ideal candidate should have a strong understanding of the EdTech / Higher Education / Online Education ecosystem , with demonstrated experience in managing both Performance Marketing and Inside Sales functions. This is a leadership role requiring a combination of strategic thinking, strong execution, data orientation and revenue ownership . Key Responsibilities 1. Business & Revenue Growth Own the overall enrolment, revenue and growth targets for NICMAR Online. Develop and execute the annual and quarterly Sales & Marketing growth strategy. Identify new opportunities for programme growth, new markets, segments and learner cohorts. Build scalable acquisition and conversion models to consistently achieve enrolment targets. Track business performance through key metrics including Leads, MQLs, Applications, Enrolments, CAC, CPL, Conversion Rate and Revenue. 2. Sales Leadership Lead and manage the Inside Sales / Admissions team . Define sales targets, productivity benchmarks, incentive structures and performance metrics. Build a high-performance sales culture with strong focus on funnel management and conversion. Establish robust processes for lead allocation, follow-ups, counselling, application conversion and closures. Monitor individual and team performance through daily/weekly/monthly dashboards. Coach the sales team on consultative selling, objection handling, programme positioning and closure techniques. Improve lead-to-application and application-to-enrolment conversion rates. 3. Marketing & Lead Generation Lead the overall digital marketing and demand-generation strategy for NICMAR Online. Own performance marketing across platforms such as Google, Meta, LinkedIn and other relevant channels . Develop strategies to improve lead quality while maintaining acquisition efficiency. Work closely with creative, content and media agencies to develop high-performing campaigns. Drive landing page optimisation, campaign experimentation, remarketing and funnel optimisation. Develop strong programme-level positioning and communication strategies. Explore and scale alternative acquisition channels including organic, referral, partnerships, webinars, events, affiliates and corporate outreach. 4. Funnel & Conversion Optimisation Own the complete learner acquisition funnel from Lead - Qualified Lead - Application - Payment - Enrolment . Identify bottlenecks and implement interventions to improve conversion at every stage. Use CRM and marketing analytics to identify trends, drop-offs and opportunities. Develop cohort-wise and programme-wise funnel benchmarks. Continuously test new propositions, campaigns, creatives, offers and sales interventions. 5. Team & Agency Management Build, mentor and manage high-performing Sales and Marketing teams. Set clear KRAs, KPIs and accountability mechanisms across functions. Manage external agencies across performance marketing, creative, content and technology. Ensure agencies deliver against agreed business outcomes and budgets. Hire and develop talent as the business scales. 6. Data, Analytics & MIS Establish a robust Sales & Marketing MIS and reporting framework . Analyse campaign, lead and sales data to drive business decisions. Monitor CAC, CPL, lead quality, conversion rates, revenue contribution and ROI. Present periodic business reviews and growth plans to senior management. Develop predictive insights around enrolment performance and cohort closures. 7. Partnerships & Growth Initiatives Identify opportunities for B2B, corporate, institutional and industry partnerships . Develop strategic partnerships that can generate high-quality learner acquisition. Explore new programme formats, pricing models and distribution channels. Work with academic and programme teams to identify market demand and develop relevant offerings. Key Performance Indicators The role will be evaluated on: Enrolment & Revenue Achievement Lead-to-Enrolment Conversion Application-to-Enrolment Conversion Qualified Lead Generation Customer Acquisition Cost (CAC) Cost per Qualified Lead / Application Marketing ROI / ROAS Sales Team Productivity Funnel Efficiency Cohort-wise Target Achievement New Channel & Partnership Contribution Team Development and Retention Ideal Candidate Profile 8-10 years of relevant experience , preferably in EdTech, Higher Education, Online Education, Professional Education or a related consumer/business education environment . Minimum 3-5 years of experience in a leadership role managing Sales and Marketing teams. Demonstrated experience in owning revenue/enrolment targets . Strong understanding of performance marketing and digital acquisition . Proven experience managing Inside Sales / Admissions teams . Strong understanding of CRM, lead management and sales funnel analytics. Experience managing external agencies and significant marketing budgets. Strong commercial acumen with a data-driven and ROI-focused approach . Excellent stakeholder management, communication and leadership skills. Ability to work in a fast-paced, target-driven environment. Education MBA/PGDM in Marketing, Sales, Business Management or a related discipline preferred. What We Are Looking For We are looking for someone who can go beyond managing individual functions and build NICMAR Online into a scalable growth business . The ideal candidate will be a business leader first, and a functional specialist second - someone who can connect Marketing, Sales, Product, Analytics and Partnerships to deliver sustained growth. If you are passionate about building high-growth education businesses and have a proven track record of delivering revenue through Sales & Marketing, we would like to hear from you. Location: Mumbai Work Mode: Work from Office Experience: 8-10 Years