Dharma Teja Ganivada

• Job Title: Senior Sales and Business Development Executive.
• Company: AESL.
• Location: Visakhapatnam, Vizianagaram.
• Duration: 28th May 2024 – Present.
• In my role at AESL, a leader in the Indian Ed-Tech and test preparation industry, I have been responsible for driving student acquisition and business growth through multi-channel sales strategies, lead management, and a customer-first approach. My performance has consistently contributed to branch-level and regional targets, while enhancing the overall customer experience.
• Cold Calling and Lead Qualification.
• Conducted 90–130 cold and warm calls per day to prospective clients sourced from various marketing campaigns.
• Screened and qualified leads based on academic needs, financial capability, and buying intent.
• Maintained a conversion rate above the team average by identifying high-quality leads early in the cycle.
• B2C and B2B marketing activities.
• Organized seminars, webinars, school presentations, and education fairs to generate leads and enhance brand awareness.
• Collaborated with school administrators, local business partners, and community organization's to explore cross-promotional opportunities.
• Team Management and Leadership.
• Led a small team during outreach drives, mentoring junior sales staff, and coordinating logistics and reporting.
• Acted as the point of contact for resolving client issues and escalations, ensuring timely and satisfactory solutions.
• Ed-Tech Product Sales.
• Sold a wide range of digital and hybrid education solutions, including NEET/JEE coaching packages, online modules, and adaptive learning platforms.
• Explained the value proposition of Ed-Tech tools, improving digital product adoption by students, and parents.
• Communication and negotiation.
• Negotiated pricing, installment plans, and added benefits to close high-value deals while ensuring customer satisfaction.
• Tools and platforms used.
• CRM Tools: Salesforce.
• Communication: B2C, Direct Sales, Zoom, Google Meet, and MS Teams.
• Reporting: Excel, Google Sheets.
• Key Strengths:
• Proven ability to handle high-pressure targets and fast-paced environments.
• Strong interpersonal skills to build trust with diverse stakeholders.
• Quick adaptability to new technology platforms and sales techniques.
• Passion for education, and delivering value to students and parents.

Career progression at BYJU's:

Job Title: Team Lead – Inside Sales and Business Development.

Company: BYJU's (Think and Learn Pvt. Ltd.).

Location: Visakhapatnam, Hyderabad.

Employment Duration: August 17, 2021 – May 14, 2024.

Final team size: 18 members.

• Trainee: August 2021 – November 2021.
• Junior Associate: Nov 2021 – Nov 2022.
• Senior Associate: Nov 2022 – Jul 2023.
• Team Lead: July 2023 – May 2024.

As a Team Lead at BYJU's, I played a critical role in driving revenue through strategic inside sales efforts, team leadership, client relationship management, and high-performance sales execution. I rapidly progressed through multiple levels due to consistent target achievements and leadership capabilities, ultimately leading a high-performing sales team of 18 members by the end of my tenure.

• Managed and nurtured long-term relationships with prospective and existing customers, ensuring a high level of trust and satisfaction.
• Leveraged CRM tools to track customer interactions, maintain follow-ups, and improve lead nurturing cycles.
• Conducted 140-180 cold calls daily to identify and convert potential leads into qualified prospects.
• Developed pitch strategies tailored to different customer profiles, resulting in above-average lead conversion rates.
• Expertly closed deals during initial or follow-up counseling sessions by clearly presenting product benefits and resolving customer concerns.
• Achieved record-high daily and weekly closures during high-pressure campaigns and admission cycles.
• Executed the end-to-end sales cycle via phone and virtual platforms, from initial outreach to payment, and onboarding.
• Focused on consultative selling to recommend personalized learning packages for students based on academic needs.
• Led a growing sales team (from 2 to 18 members) responsible for achieving weekly sales targets.
• Provided training, daily performance tracking, and motivational support to boost individual and team performance.
• Implemented structured sales workflows, improving team efficiency, and overall conversion metrics.
• Consistently met and exceeded weekly and quarterly sales quotas throughout all roles.
• Recognized multiple times for top performance in regional and national sales rankings.
• Acquired new customers through aggressive follow-ups, referrals, and relationship-based selling.
• Delivered compelling product presentations and demos to students and parents, both in person and virtually.
• Handled objections with professionalism, and negotiated pricing and payment terms to finalize high-value deals.
• CRM and Sales Tools: Lead-Squared.
• Communication: Direct and Virtual Sales (Zoom and Google Meet), and WhatsApp Business.
• Reporting: Excel, Google Sheets.
• Fast-tracked promotion from Trainee to Team Lead within three years.
• Built and led a high-performing inside sales team from scratch.
• Strong ability to sell premium Ed-Tech products through consultative methods.