Commercial Coordinator – Inside Sales

Role Overview

• Lead, train and develop the team of sales consultants, conducting management rituals (1:1s, role-plays, sales clinics) and fostering a high‑performance environment.
• Define, monitor and analyze commercial targets and performance indicators (KPIs) such as Conversion Rate, Average Ticket, Sales Cycle, Average Handling Time (TMA/AHT), CAC, LTV, etc., promoting corrective and acceleration action plans.
• Train the team in consultative sales and qualification frameworks (e.g., GPCT, R.O.C.A., SPIN Selling) appropriate for products across different price points (low, medium and high).
• Build and refine sales processes and playbooks, ensuring standardization and efficiency in consultants’ routines.
• Support the development and governance of commercial policies, including the structuring of discounts, promotional campaigns and variable compensation rules for the team.
• Structure and optimize multi‑product sales funnels in the CRM (e.g., RD Station CRM), ensuring data hygiene and smooth deal flow.
• Partner strategically with the Marketing team to define SLAs, ensuring quality in lead handoff (MQL to SQL) and optimizing communication automation flows.
• Actively participate in the commercial strategy for launches of digital educational products, defining approaches, peak sales schedules and management of backlog demand.
• Identify new market opportunities and propose cross‑selling and upselling strategies across the portfolio (e.g., migrating a student from a single course to a subscription or postgraduate program).
• Facilitate communication between the commercial team and other areas of the institution (product, marketing, customer service), ensuring alignment and agility.

Requirements

• Bachelor’s degree completed in Business Administration, Marketing, Commercial Management, Engineering or related fields.
• Solid experience coordinating or leading Inside Sales operations, preferably handling both B2C and B2B sales.
• Strong commercial profile to support and motivate the team toward achieving targets.
• Proficiency in building and managing complex sales funnels using CRM tools (RD Station, Salesforce, HubSpot, etc.).
• Strong analytical (data‑driven) skills for data‑based decision making and preparation of management reports.
• Process‑oriented mindset and experience in creating playbooks and sales scripts/templates.

Tech Stack

• SQL

Benefits

• Unimed Health Plan: with copayment, providing medical coverage and access to a quality accredited network.
• OdontoPrev Dental Plan: national coverage, with monthly fees deducted from payroll.
• Education Incentive: support for professional and personal development, including incentives for specialization, extension courses, language studies and postgraduate programs at PUCPR.
• Meals at Bistrô Marista: on‑site meals on working days, with a symbolic payroll deduction.
• Quality of Life Program.
• Private Pension Plan.
• Life Insurance.
• Transportation Voucher (Vale Transporte).
• Free Parking.
• Wellhub (formerly Gympass): access to various gyms, with fees deducted from payroll.
• Zenklub: access to remote sessions with mental health specialists, with two consultations per month exempt from fees.
• Conte Comigo Program: multidisciplinary team available for social support, legal guidance (excluding labor law), financial and pension consulting.
• Benefits Club: partnerships with companies across sectors offering special discounts on products and services.