Business Development Executive (BDE)

ABOUT THE ROLE

We are looking for energetic, target-oriented and confident Business Development Executives to drive student admissions for our JEE & NEET coaching programs in Pune.

The BDE will be responsible for generating, developing and converting admission opportunities from multiple channels, including assigned leads, outbound prospecting, parent/student counselling, home visits, field visits, school/junior-college outreach, associate programs, referrals, seminars, events and local partnerships.

This is a field + inside sales + counselling role.

The candidate should be comfortable meeting students and parents personally and should be willing to travel within the assigned territory whenever required.

KEY RESPONSIBILITIES

1. LEAD MANAGEMENT & FOLLOW-UP

• Handle leads assigned through the institute's lead management system/database.
• Contact students and parents through calls, WhatsApp and other approved communication channels.
• Understand the student's academic background, JEE/NEET preparation status, requirements and expectations.
• Qualify leads based on genuine admission potential.
• Maintain systematic and timely follow-ups.
• Ensure no qualified lead is left unattended.
• Maintain accurate lead status and next-follow-up date.
• Reconnect with old, inactive and lost leads wherever there is a possibility of conversion.
• Coordinate with telecallers and counselling teams for lead movement.

2. STUDENT & PARENT COUNSELLING

The BDE will personally interact with students and parents to understand their requirements and guide them towards the appropriate program.

Responsibilities include:

• Conduct student/parent meetings.
• Understand academic goals and concerns.
• Explain relevant JEE/NEET programs, structure, duration and benefits.
• Communicate the institute's value proposition clearly.
• Handle parent objections related to fees, results, competition, distance, timing, faculty, alternatives, etc.
• Build trust with parents and students.
• Follow up after counselling until the admission decision is made.
• Coordinate with academic/counselling teams wherever required.
• Convert qualified counselling opportunities into admissions.

The candidate should understand that counselling is not merely giving information; it is a structured process of understanding the student's requirement, building confidence and moving the prospect towards an informed admission decision.

3. HOME VISITS

The BDE will be required to conduct home visits wherever a personal interaction can improve the probability of admission.

This may include:

• Visiting parents who have shown serious interest.
• Meeting parents who cannot visit the centre.
• Counselling families at their preferred location, wherever permitted by the institute.
• Handling high-value or high-intent prospects personally.
• Conducting follow-ups with parents after counselling.
• Supporting closure of serious admission opportunities.

The candidate must therefore be comfortable with field travel and direct interaction with parents.

4. FIELD BUSINESS DEVELOPMENT

The BDE will actively identify new sources from which student admissions can be generated.

Potential sources include, but are not limited to:

Schools & Junior Colleges

• School outreach
• Junior college outreach
• Student/parent awareness activities
• Career guidance activities
• Seminars and presentations
• Relevant institutional relationships

Associate / Referral Programs

Develop and maintain relationships with:

• Class 8–10 coaching institutes
• Foundation coaching centres
• Local tuition classes
• Academic tutors
• Subject teachers/coaches where permitted
• Career guidance networks
• Education associates
• Relevant student communities

The objective is to create consistent admission referral opportunities for JEE & NEET programs.

Other Admission Sources

Identify and develop opportunities through:

• Existing parent/student references
• Alumni references
• Student referrals
• Local education networks
• Seminars
• Events
• Exhibitions/education activities
• Community outreach
• Local partnerships
• Database reactivation
• Old enquiries
• Competitor/market opportunities
• Direct student/parent prospecting
• Any other ethical and institute-approved source capable of generating genuine admissions

5. ASSOCIATE PROGRAM DEVELOPMENT

A key responsibility will be identifying and developing an associate/referral ecosystem.

The BDE should actively identify potential associates such as:

• Class 8–10 coaching institutes
• Foundation programs
• Local tuition centres
• Subject-specific coaching centres
• Academic mentors/tutors
• Education-focused local networks

The BDE will:

• Identify potential associates.
• Approach and explain the associate opportunity.
• Build professional relationships.
• Understand the associate's student base.
• Identify students suitable for JEE/NEET pathways.
• Generate referrals.
• Maintain regular communication.
• Track referrals received.
• Coordinate with the internal team for counselling and conversion.
• Maintain the relationship for long-term admission generation.

6. DIRECT ADMISSION GENERATION

The BDE should not depend entirely on leads provided by the company.

The candidate is expected to proactively identify opportunities from the market.

This includes:

Lead received → Follow-up → Qualification → Counselling → Visit/Home Visit → Follow-up → Admission

as well as:

Market Prospect → Contact → Relationship → Student Identification → Counselling → Admission

and:

Associate → Referral → Qualification → Counselling → Admission

The objective is to build multiple admission pipelines rather than depend on a single source.

7. FIELD VISITS & TERRITORY DEVELOPMENT

The BDE will be assigned a specific territory/area in Pune.

Responsibilities include:

• Regular market visits.
• Identifying education institutions and potential associates.
• Meeting potential partners.
• Generating student references.
• Developing local admission sources.
• Maintaining a prospect database.
• Mapping educational institutions and relevant local networks.
• Reporting market intelligence to the management.
• Identifying new opportunities for student acquisition.

8. ADMISSION CONVERSION

The BDE will be responsible for moving qualified prospects through the admission funnel.

Typical funnel:

Lead / Prospect

↓

Contact

↓

Qualification

↓

Counselling

↓

Centre Visit / Home Visit

↓

Serious Opportunity

↓

Follow-up & Objection Handling

↓

Admission

The BDE will be expected to maintain ownership of assigned prospects until the opportunity is either converted or formally closed/lost.

9. FOLLOW-UP & CLOSING

Admissions often require multiple interactions.

The BDE will:

• Create follow-up plans for every active prospect.
• Follow up with both students and parents where appropriate.
• Understand the reason behind delayed decisions.
• Handle objections professionally.
• Re-engage undecided prospects.
• Coordinate centre visits.
• Coordinate counselling sessions.
• Maintain urgency without using misleading commitments.
• Close admissions according to institute policies.

10. DATABASE & REPORTING

Every interaction must be recorded accurately.

The BDE will maintain:

• Lead/prospect details
• Source
• Student name
• Parent contact
• Course/program interest
• Current academic status
• Qualification status
• Counselling status
• Centre/home visit status
• Follow-up date
• Prospect stage
• Objection/reason for delay
• Admission status
• Lost reason
• Associate/source details

Daily reporting and CRM/Excel updates are mandatory.

11. DAILY & WEEKLY PERFORMANCE

The BDE will be measured not only on final admissions but also on the activities that create admissions.

Daily activity may include:

• Lead calls
• Follow-up calls
• Parent conversations
• Student conversations
• Counselling meetings
• Centre visits
• Home visits
• Field visits
• Associate meetings
• School/junior college visits
• New prospect generation
• Referral generation
• Pipeline follow-ups

Weekly review will include:

• Leads handled
• Qualified prospects
• Counselling conducted
• Visits completed
• Home visits
• Field meetings
• New admission sources
• Associate prospects
• Active pipeline
• Admissions
• Lost opportunities
• Key objections
• Next-week action plan

CANDIDATE PROFILE

We are looking for candidates who demonstrate:

• Strong communication skills.
• Confidence in speaking with parents and students.
• Strong interpersonal skills.
• Good convincing and negotiation ability.
• Sales orientation.
• Target orientation.
• Strong follow-up discipline.
• Ability to build relationships.
• Ability to work independently in the field.
• Willingness to travel locally.
• Ability to handle objections.
• Professional attitude.
• Basic knowledge of Excel/CRM/reporting.

Ability to work in a structured and performance-driven environment.