Head Of Sales

Job Purpose or Summary
Head of Sales is responsible for leading and driving business performance across multiple centers through strong leadership of Center Managers, effective planning and execution of sales strategies, cross-functional collaboration, and disciplined budget management.
The key goal of this role is to ensure sustainable growth in new enrollment acquisition, revenue, retention, ACS, and profitability, while maintaining disciplined discount governance, consistent customer experience standards, and developing high-performing center leadership teams.
Main Responsibilities
1. Sales Management:
- Lead all centers to achieve key performance indicators, including revenue, EBITDA, cash collection, discount percentage, new and existing enrollments, Average Class Size (ACS), retention rate, active students, Net Promoter Score (NPS), Customer Satisfaction (CSAT), waiting time to start date, and referrals.
- Plan and develop annual, quarterly, and monthly sales targets, promotional schemes, hot contests, center events, and local marketing initiatives to achieve company enrollment and revenue goals.
- Monitor sales performance closely, analyze current strategies and actual results, and propose actionable solutions for continuous improvement.
- Lead regular business performance reviews with Center Managers to identify performance gaps and implement improvement plans.
- Design, monitor, and optimize the sales commission framework and monthly incentive programs across key roles, including Center Managers, Education Advisors, and Customer Care staff.
- Propose effective promotional strategies and monitor discount governance across centers to ensure disciplined pricing and profitability control.
- Utilize data analytics to monitor center performance, analyze business results and customer insights, maintain dashboards and reports, and support strategic decision-making.
- Identify gaps in YOLA's market presence and visibility, and propose market expansion strategies and site selection plans.
- Coordinate cross-functionally to lead new center openings, including layout finalization, program and room planning, sales team recruitment, pre-sales execution, and operational launch readiness.
2. Sales Team Operations:
- Review and continuously improve sales processes, scripts, and objection handling guidelines for Education Advisors to enhance conversion rates from Deal to Enrollment.
- Review and standardize customer care processes to ensure a consistent "wow" experience for parents and students, while enforcing discipline in Customer Care execution.
- Ensure discipline and accuracy in data input across centers to support tracking, reporting, and compliance with financial requirements.
- Oversee sales operations across multiple centers to ensure consistent execution of standardized processes and procedures.
- Provide ongoing coaching and operational guidance to Center Managers to ensure consistent execution across centers.
- Monitor the competitive landscape, competitor activities, and market trends to identify opportunities and propose effective changes to improve team performance and business results.
3. Cross functional collaboration:
- Work closely with Marketing teams to plan and execute effective local marketing campaigns to ensure sufficient lead generation to support enrollment targets.
- Collaborate with Academic teams to ensure alignment on placement test accuracy, correct student level placement, teaching quality delivery.
- Coordinate with Operations teams to ensure operational readiness, resource availability, and consistent service delivery across centers.
- Partner with Finance teams to align budgeting, revenue tracking, and financial performance monitoring across centers.
- Ensure strong communication and collaboration across departments to support business success.
- Proactively initiate and lead mini-projects or improvement initiatives within center sales teams or across departments to enhance operational efficiency, streamline processes, and drive performance in a fast-paced, technology-driven environment
4. People Management:
- Lead and manage Center Managers, Deputy Center Managers to achieve strong business results and operational performance.
- Coach and develop Center Managers, Deputy Center Managers to strengthen leadership capability and decision-making skills.
- Identify high-potential employees and develop leadership pipeline across centers.
- Standardize recruitment, onboarding process, training and performance management of key leadership roles.
- Build and maintain a high-performance culture across the sales organization by continuously reviewing and updating performance policies across all center roles to motivate, develop, and retain high-performing staff while addressing and managing underperformance in a timely and structured manner.
5. Reporting & Others:
- Develop and manage overall sales budgets across all centers, monitor budget utilization to ensure cost efficiency and financial discipline, and allocate resources effectively based on business priorities, center performance, and growth opportunities.
- Ensure all centers maintain brand image, service quality, and customer experience standards in alignment with company expectations.
- Conduct regular performance reviews and recommend strategic improvements.
- Maintain full visibility of business performance across all centers and provide timely and accurate reporting to senior leadership.
- Perform other duties assigned by COO as required.