Sales Director, India

Location City: Mumbai
Country: India
Contract Type: Permanent
Employee Type: Full Time
Essential Languages: English, Hindi
Vacancy Reference: 49368

Sales Director, India

Role Purpose

Part of the Country leadership team, the Sales Director is responsible for delivering sustained revenue growth by building, leading, and optimising the full national sales engine — from marketing‑driven enquiries through to enterprise, centre/field sales, account management, and customer success. This role ensures that the country reaches its commercial targets by establishing a high‑performing sales organisation, embedding a consistent sales process, and ensuring all teams are fully trained, resourced, and supported with the right tools, materials, and insights.

Key Responsibilities

Revenue & Performance Leadership
Own country‑level revenue targets across all segments (Small and Medium sized customers, Enterprise, Brokers, Existing Customers) for all brands.
Achieve an enquiry‑to‑deal conversion rate of 40% and monthly revenue goals.
Govern performance through clear KPIs and target framework across all channels.
Ensure sales teams consistently meet or exceed sales productivity expectations.
Sales Organisation Set‑Up & Management

Build, lead and optimise the full sales structure, including:
Call Centre
Centre/Field Sales
Enterprise Sales
Account Management
Ensure sales coverage, resource plans, job profiles, recruitment and management structures are correctly in place.
Ensure all roles are resourced to target levels across call centres, centres, field, and enterprise.
Strengthen performance management: monitor impact, provide targeted support, and make thoughtful team changes to ensure sustained high standards.
Sales Process Excellence
Embed one unified, high‑quality sales process across the country.
Ensure everyone is trained, materials are in‑country, in every centre, and used perfectly.
Implement mystery shopping, customer experience calls, and quality assurance on all sales materials and touchpoints.
Maintain a complete suite of sales assets: playbooks, catalogues, posters, language translations, touchpoint scripts, and centre signage.
Marketing Alignment & Enquiry Generation
Partner with Marketing to ensure the country has a 6–12 month forward marketing plan to drive consistent enquiries.

Ensure all channels are open, active, and performing:
Online channels
Offline channels
Commercial brokers & residential brokers
Enterprise marketing
Existing customer marketing
National & local plans
Maximise marketing to the entire database and ensure integrated lead‑flow into sales.
Sales Enablement & Business Support
Ensure sales teams are equipped with the right infrastructure, tools, training, and data:
Quality of centre
Pricing strategy and promotional campaigns
Inventory forecasting and availability
CRM and sales tools
Sales dashboards, analytics, and automation tools
Technology readiness
Market insights
Partner with Operations to ensure centres meet standards critical for sales performance.
Training & Capability Building
Ensure all sales teams (call centre, centre/field, enterprise, account management) are fully trained and certified.
Deliver continuous coaching, mentoring, product knowledge development, and capability uplift.
Ensure training plans align to global standards.
Customer Lifecycle Management
Oversee the account management and customer success model, ensuring:
Full account plans
QBR cadence
Enterprise customer success processes
Drive customer retention through proactive experience calls, touchpoints, and performance monitoring.

Skills & Experience Required

Extensive experience leading multi‑channel sales teams in a high‑growth or multi‑country environment.
Proven track record delivering aggressive revenue and conversion targets.
Strong capability in sales process transformation, operational excellence, and enablement.
Experience working with central marketing, brokers, and enterprise acquisition teams.
Deep understanding of CRM systems, data analytics, pipeline forecasting, and performance dashboards.
Strong leadership capability: able to build, develop, and scale high‑performance teams.
Motivated, self-reliant, ambitious and looking to join a team with significant growth aspirations.
Highly organised, resilient, and process‑driven with a commercial mindset.

Success Measures

Sales revenue achievement (total and by segment).
Enquiry‑to‑deal conversion at or above 40%.
Sales team productivity and performance metrics.
Quality of sales execution (mystery shop results, CX insights).
Marketing‑to‑sales lead flow and channel performance.
Customer retention and enterprise account growth.
Consistent adoption of processes, tools, and materials across the country.

About the company

International Workplace Group plc has been at the forefront of the flexible workspace revolution for more than 30 years. We have made it possible for organisations and individuals everywhere to take a new approach to the traditional working day. We have over 6,000 locations across over 120 countries allowing millions of people every day to have a great day at work.

Our customers are start-ups, small and medium-sized enterprises, and large multinationals. With unique business goals, people and aspirations. They want workspaces and communities to match their needs. We provide them with choice through our portfolio of brands, covering serviced offices (Regus, Spaces, HQ, Signature and No18), commercial real estate brokerage and managed office solutions.

Join us at www.iwgplc.com