Zonal Sales Manager
2 weeks ago
You will be responsible for managing the business of 10-12 territories and leading a 2-tiered team of 10-12 team members. You will work with the team and channel partners to acquire new customers, drive customer satisfaction and retain customers. You will engage with both schools and learners to drive the business goals in your zone.
About Infinity Learn
Infinity Learn, backed by Sri Chaitanya Education Group, is transforming the digital learning landscape. Driven by a digital-first approach and led by industry-leading talent, we are on a mission to impact every learner’s life positively. Our products are focused on supporting K-12 students in building temperament and skills for test prep for JEE, NEET, Foundation courses, etc. Website: Watch our story on Disney Hotstar: of the Role
1. Business Planning: Plan the zonal business based on the market realities, opportunities and challenges. Develop localised strategies to meet business goals. Co-create and own an annual operating plan for the zone.
2. Customer acquisition: Own the zonal business goals and drive the customer acquisition process. Support the team members in acquiring customers in their territories.
3. Customer Retention and Upgrade: Lead and drive the retention of all existing customers and upgrade the value of business within the portfolio.
4. Marketing and Activation: Organize and execute various marketing and activation activities in your territories.
5. Channel Development- Strategize and lead the process of channel development in the zone. Identify, develop and manage channel partners who can generate new business or influence sales.
6. Collection: Drive collection of money due from customers and channel partners on time.
7. Customer Relationship: Build, develop and deepen relationships with customers. Communicate with and visit signed-up customers regularly. Ensure all team members are building and strengthening relationships with their customers.
8. Coordination: Plan and coordinate internally with operations, academic delivery, and marketing teams to ensure complete and efficient program implementation at the customer campuses.
9. Customer Satisfaction and problem-solving– Be transparent in sharing the feedback of the customers and proactively resolve issues or queries of customers on time. Monitor and share the progress of the program implementation, take feedback, understand issues they are facing and ensure resolution of the same.
10. Recruitment and Training: Recruit team members and channel partners in the designated territories. Ensure training and coaching of the team members and channel partners continuously.
11. Planning and Monitoring: Plan and monitor the priorities of the team members and ensure the plan is executed effectively.
12. Documentation: Complete all documentation regarding customer sign-up, collect the advance amount as per company policy and engage the customers as per their needs.
13. Reporting: Keep all reporting formats, CRM, documentation etc. updated on a day-to-day basis
14. It’s a high-energy job which requires you to spend 70% of your time in the field in a 6-day-a-week working environment.
Qualifications & Experience
1. A graduate from any stream
2. An MBA/PGDBM degree is preferable but not mandatory
3. 10-15 years of B2B selling experience
4. B2B2C experience (e.g. acquiring learners through tie-ups with schools) will be preferred though it is not mandatory.
5. Should have led a team of 10+ sales team members. Should have led teams at least for 5 years.
Traits
1. Focused pursuit of goals- A go-getter who gets things done.
2. Customer centricity- Should understand customer’s pain points and should be able to pass on the feedback to the service/ product team immediately for action and ensure the problem resolution.
3. Perseverance- A never-say-die attitude. Takes rejection as a part of the job.
4. Quick learning- Picks up concepts, nuances, etc. quickly and adapts style to match the market and/ or customer need.
5. Work ethic- A self-starter and comprehensive approach to doing things.
6. Ownership- Should own agreed goals and achieve them even when faced with obstacles. Should be focused on controllable variables, not on uncontrollable variables.
7. Comfortable travelling in the city and across cities.
8. Ability to empathetically connect with the team members and customers.
9. Ability to look at both the larger picture and tactical details with high attention to details.
Skills
1. Ability to build an effective business plan while keeping business variables and realities in the mind.
2. Ability to sell a concept in a B2B environment.
3. Strong negotiation and closing skills.
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