Field Sales Coach

Role Summary:

Educart is looking for an experienced Field Sales Trainer to travel with our BDM team on the ground and directly improve the quality of their daily interactions with teachers, school administrators, and coaching institutes. This is not a desk job. You will shadow BDMs one-on-one, observe real sales conversations as they happen, intervene in real time, debrief immediately after, and systematically build the pitch quality, confidence, and relationship skills of the entire team. The right person for this role has spent years in field sales themselves—selling books, educational materials, or related products to school stakeholders—and has transitioned into training or coaching field teams. You understand the pressure of quota, the reality of working in Tier 2/3 cities, and how to get the best out of people who are average in English but genuinely hardworking.

Key Responsibilities:

1. Shadow & Observe (Primary)

• Spend 1 full day per BDM in the field, accompanying them on all their visits — schools, coaching institutes, teacher meetings
• Observe silently during the first 1–2 visits of the day to get a baseline
• Note pitch quality, opening lines, product presentation, handling of objections, body language, how they position the book, and how they close or set up the next visit
• Flag patterns that repeat across BDMs vs issues specific to one person

2. Real-Time Intervention

• Step in during visits when necessary — not to take over, but to model a better approach in the moment, then debrief immediately after
• Demonstrate improved pitch, objection handling, or body language in real visits
• Coach BDMs on the spot in Hindi/Hinglish in a language they can immediately absorb and repeat

3. Build a Standard Pitch

• Work with Educarts product and marketing team to co-develop a core sales pitch for the current seasons key titles (especially Class 10 Sample Papers)
• Break the pitch into: opener → product hook → proof points → handling objections → next-step ask
• Make it simple enough to be memorised and delivered naturally by someone with average English

4. Debrief & Daily Reporting

At the end of each field day, submit a structured daily report (see format below) covering:

• BDM name and territory covered
• Number and type of visits (teacher, principal, coaching institute)
• Key observations — what the BDM did well, what needs improvement
• Specific interventions made and how the BDM responded
• Recommended follow-up actions for that BDM
• Pattern observations across the team

5. Ongoing Coaching

• Conduct a structured end-of-day debrief with each BDM in person — review what happened that day, what to do differently tomorrow, and reinforce one specific skill at a time
• Run a monthly group session (in-person, with the local BDM cluster) on a targeted skill (e.g. objection handling, how to pitch a sample paper, how to do a second visit)
• Maintain a simple BDM skill tracker that shows each persons progress across 5–6 core competencies

6. Escalation to Management

• Flag BDMs who are not improving despite coaching
• Flag BDMs who show exceptional ability and may be candidates for team lead roles
• Share pattern-level insights with Educarts sales leadership every 2 weeks

Job Specifications:

• You have 7–12 years of field sales experience, with at least 3–4 years specifically in educational publishing, school textbooks, reference books, or ed-products sold to teachers and principals
• You have spent at least 2–3 years in a training, coaching, or team leadership role where you were responsible for improving others sales performance — not just doing it yourself
• You are comfortable spending 4–5 days per week in the field, traveling with BDMs across cities and towns
• You speak Hindi fluently and can coach in Hindi. English proficiency is a bonus, not a requirement for you personally
• You have a strong eye for body language, tone, entry pitch, objection handling, and follow-up discipline — and you can teach these things in practical, ground-level language
• You have worked with teachers, school principals, coordinators, and coaching institute owners and understand how they think, what they care about, and what makes them warm to a sales rep