Enterprise Sales Manager - North India

Job Title: Education Sales Manager – North India

Location: Delhi NCR

Reporting to: Head of Sales, India

Employment: Full time / Permanent

Primary Job Purpose

Responsible for proactively owning the British Safety Council’s (BSC) commercial performance and brand reputation for its Education business in North India, which includes BSC Certified & Accredited (IOSH/NEBOSH/IEMA) Training Programs and Digital Learning Modules.

This is a hunter role focused on new client acquisition across corporate and industrial sectors, engaging HSE and L&D teams at both corporate and plant/site levels. Over time, the incumbent is expected to build and manage their own client portfolio, while continuing to drive new sales.

Target customers include organisations across Manufacturing – Chemical, Pharma, Auto, Metals, etc., Real Estate, Construction, Petrochemicals, Oil & Gas, Pharmaceuticals, and other sectors prioritizing occupational healthy & safety, environmental sustainability, wellbeing and development.

Brief Description of Tasks

Commercial /Sales Performance

▪ Achieve revenue targets for Education business across training formats and digital

offerings, at agreed contribution margins.

▪ Build and maintain a qualified, moving pipeline of ₹ 3 Cr+ at any point in time.

▪ Over time develop a portfolio and drive growth through strategic development of

existing accounts alongside continuous new client acquisition.

▪ Prepare and execute structured business development plans for products, sectors,

and regions.

Lead Generation &Client Acquisition

▪ Hunt for new clients using direct (calls, meetings) and indirect (networking,

referrals) methods.

▪ Target both HSE and L&D teams across corporate HQs and plant/site levels.

▪ Present high-impact solutions aligned to client training needs.

▪ Position BSC’s training and digital learning modules as value-driven, scalable

solutions.

▪ Identify and win high-potential accounts through tendering and strategic outreach.

Strategic Relationship Management

▪ Build deep understanding of each client's learning journeys, industry trends, and

competitor landscape.

▪ Enter and expand presence in accounts currently working with competing

education providers.

▪ Develop lasting relationships across client hierarchies to increase share of wallet.

▪ Collaborate with internal delivery, product, and support teams to ensure a

seamless client experience.

Sales Process & CRM Management

▪ Maintain high-quality sales pipeline and opportunity tracking in Salesforce CRM.

▪ Lead consistent forecasting and pipeline hygiene with minimal variance in targets.

▪ Follow structured sales processes from prospecting to closure.

▪ Represent British Safety Council with professionalism and brand integrity in all

interactions.

Domain Knowledge & Capability Building

▪ Continuously develop domain knowledge in safety, learning, compliance, and

digital transformation in L&D.

▪ Stay updated on BSC’s training portfolio, learning technologies, and regulatory

developments.

▪ Leverage knowledge to consult, upsell, and advise clients on integrated education

strategies.

▪ Participate in training sessions, self-learning, and team knowledge sharing.

Health & Safety

Understand and execute your health and safety responsibilities in line with management objectives. Regularly review your competence and development needs with your manager.

Person Specification

Skills & Qualifications

▪ MBA/PGDM or equivalent post-graduation is preferred

▪ Excellent communication (verbal and written)

▪ Strong presentation, negotiation, and interpersonal skills

▪ Highly organised with the ability to prioritise tasks

▪ Proficient in CRM tools (preferably Salesforce)

▪ Ability to build strong client and internal stakeholder relationships

Experience

▪ Minimum 7 years in B2B Training Sales

▪ Proven success in education/training sales or similar knowledge-based services

▪ Demonstrated ability to acquire new business and scale client relationships

▪ Experience selling to multiple functions within client organisations and/or L&D teams in industrial and corporate setups

▪ History of meeting/exceeding sales targets through structured sales processes

Behavioural Competence

▪ Professional, credible, and commercially focused

▪ Strong business judgment and strategic mindset

▪ Data-driven, target-oriented, and self-motivated

▪ Aligned with the British Safety Council’s behavioural framework

Benefits:

Annual Leave – Time to recharge and maintain a healthy work-life balance

Casual Leave – Flexibility to take time off when you need it

🩺 Medical Insurance – Comprehensive health coverage for you, your spouse and children

Remote Working – Flexibility and convenience of working remotely

Wellbeing Activities – Regular initiatives focused on your health, wellness and overall wellbeing