Job Description

Job Description
The Follow-up Manager (Commercial Follow-up) plays a fundamental role within KTEDRA, being responsible for ensuring that all leads generated by the sales team are managed efficiently. This position, located in El Salvador with regional coverage in Latin America, reports directly to the Commercial Director and aims to maximize the conversion of prospects into enrollees of continuing education courses.
Main Responsibilities
1. Identify
The central mission of this role is to ensure that no lead is left without a “next step” and that all are moved efficiently through the sales funnel. Key responsibilities include:
•\ Detect new incoming leads, evaluate their status and assign them correctly according to country, profile and urgency.
•\ Identify leads stuck in the system (without progress in 'X' days) and reactivate the contact or escalate to the corresponding seller.
•\ Recognize bottlenecks in the pipeline, such as the excessive accumulation of leads in “follow-up” without a proposal or response, and report these blockages to the Commercial Director.
•\ Maintain a clear record of the status of each lead: date of generation, number of interactions and scheduling of the next necessary contact.
2. Communicate
The Follow-up Manager acts as a bridge between the lead generation team, closing salespeople and prospects, maintaining fluid, professional and personalized communication. The main tasks in this area are:
•\ Make calls, send emails, LinkedIn messages or other channels to establish or re-establish contact with assigned leads.
•\ Personalize each interaction, mentioning the course of interest, the participant's profile, the country, the company and the benefit detected in the first call.
•\ Send reminders with strategic urgency, such as taking advantage of early registration discounts or space deadlines, to motivate the prospect to move forward.
•\ Report to the Commercial Director progress, leads that require additional support, and those that have been converted or left out (including the reason).
•\ Keep the CRM (Zoho CRM) updated, recording calls, emails, pending tasks, lead status and defined next steps.
3. Act
Diligent execution is key for this position, ensuring that each lead has a defined path to the proposal or closure, preventing them from being left in limbo. Concrete actions include:
•\ Make the first contact and document it within the first 24 hours of lead generation.
•\ Create a follow-up path for each lead, with defined touches (example: day 1 call, day 3 email, day 5 message on LinkedIn), until the lead advances or is filed as “nurturing”.
•\ If after the standard cadence (for example, 5 contacts in 10 days) the lead remains without a response, move it to “nurturing” or “temporarily archived” to release active follow-up.
•\ Collaborate with sellers to coordinate the delivery of proposals, schedule demos, and ensure that qualified leads are converted into opportunities.
•\ Meet daily/weekly activity goals, such as number of new leads contacted, leads reactivated and percentage of leads with a defined “next step”.
•\ Analyze the monitoring parameters weekly and propose improvements to the process: active leads under management, average days without response, progress towards proposal, conversion rate.
Competencies and Requirements
Minimum Requirements
•\ Bachelor's degree in Administration, Sales, Marketing or related field, or equivalent experience.
•\ 2-3 years of experience in sales tracking, commercial coordination or CRM roles.
•\ Zoho CRM domain or other similar CRM; excellent command of Excel, email and LinkedIn.
•\ High organization, methodology and attention to detail.
•\ Excellent verbal and written communication skills, ability to customize messages for different countries and regions.
•\ Continuous improvement mentality: identify blockages, propose actions and measure results.
Preferred Competencies
•\ Experience in B2B sales or corporate education.
•\ Knowledge of the LATAM market (countries, HR culture, approval processes).
•\ Ability to work autonomously, manage multiple leads simultaneously, and prioritize tasks.
Performance Indicators (KPIs)
To evaluate the effectiveness of the Monitoring Manager, the following indicators will be considered:
•\ Number of leads assigned to follow-up per week.
•\ Effective contact rate (calls and emails that generate a response).
•\ Average number of “touches” per lead before conversion or archiving.
•\ Average time from lead generation to first contact.
•\ Percentage of reactivated leads (stalled leads that return to the active funnel).
•\ Percentage of contacted leads that advance to proposal or “closing salesperson.”
•\ Number of active leads under management at a given time (defined cap).
•\ Quality of registration in CRM: percentage of leads with “next step” defined each time they are contacted.
•\ Pipeline speed: average time from lead generated to enrolled.
•\ Cost per lead managed and incremental value achieved.
Culture and Values
The Monitoring Manager must operate in line with KTEDRA's values: organization, loyalty, ethics, fairness and integrity. It is essential to act with transparency, maintain respectful follow-up, avoid aggressive practices and show respect towards prospects. In addition, the candidate is expected to be enthusiastic about KTEDRA's mission: to elevate continuing education in technology in Latin America, convinced that its management is key for more professionals to access high-value training.
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