National Sales Head

2 weeks ago

Delhi, Delhi, India Cambridge University Press Full time

Job Title:

National Sales Head

Division:

English Language Learning

Reports to (job title):

Regional Director - English Language Learning

Job Purpose:

As a National Sales Head, you will lead the sales function for English Language Learning in South Asia, ensuring capability building across levels. You will develop and groom the sales team into a high-performance unit, promoting cross-selling culture and effectively managing overall sales objectives, goals, and revenue.

  1. Accountability of overall top-line, bottom-line, revenue generation, and cost of sales for English Language Learning in South Asia.
  2. Lead the growth of combined Learning and Assessment solutions for the English Language Segment of the market for South Asia and build growth plans for all products and solutions.
  3. Establish a strong presence in K Segment in South Asia, including top private schools, focusing on increasing engagement and building a sustainable funnel and account management practices.
  4. Plan and execute steps to meet and exceed budgets.
  5. Play an active role in new product introductions, product rationalizations, and pricing reviews.
  6. Review sales performance with the sales team and distributors, monitoring monthly sales (vs. yearly target, by product).
  7. On-the-job training and coaching of the sales team, ensuring up-to-date knowledge levels on our products and competitive information.
  8. Forecast planning, creation, and tracking of sales and collections: budget & achievement (variance if any, with valid reasons/justifications).
  9. Creation and execution of Sales Plan and strategy (including promotions and reach agenda) in alignment with CUPA India.
  10. Lead by example, championing diversity and organization values in everyday actions and decisions.
  11. Encourage colleagues/team members to take on challenging tasks and new responsibilities.
  12. Effective sales function leadership and sales capability building for the vertical.
  13. Hiring high-performing sales team members, coaching, and motivating them for delivery and growth.

Principal Accountabilities:

  1. Develop and execute a commercial growth strategy for online learning products/solutions in the India market, increasing market share in the competitive landscape.
  2. Build relationships with HVOs and expand large accounts for combined learning and assessment adoptions.
  3. Develop and grow Partnership programmes, building a model for sustainable growth.
  4. Drive customer engagement using digital sales and marketing channels.
  5. Prepare the annual sales budget, category-wise for Print, Digital, Learning and Assessment solutions, and special projects, achieving those targets with the team.
  6. Sales top-line, bottom-line, and collection for English Language Learning in South Asia.
  7. Monitor and control travel, marketing, and frees (free samples) expenses.
  8. Create and design sales strategy to achieve desired numbers and organization vision.
  9. Track and analyze current and past sales trends, ensuring sales numbers and cost of sales achievement.
  10. Competition benchmarking and agile mapping to market, enabling execution of organization plans through innovation and sales tactics.
  11. Understand market dynamics, competitive positioning, and how our value proposition serves customers and stakeholders.
  12. Monitor the market and share intelligence with senior management to adjust strategy and tactics.
  13. Proactively understand customers' needs and deliver solutions, keeping the customer first approach.
  14. Operational strategy formulation and communication design for sales team alignment of the vertical.
  15. Regular flow of information within the sales team, keeping them abreast of current policies and procedures, in sync with organization management.
  16. Supporting the sales team to identify and explore new opportunities and help in closure.
  17. Develop/retain and increase the current set of existing business and expand reach in specific regions, in alignment with organization strategy.
  18. Ensure the sales team designs and devises effective sales plans for upcoming sales seasons and help them execute those efficiently for maximum traction.
  19. Support the sales team in efficient planning through optimal inventory levels for timely order fulfillment, working closely with operations and customer service teams.
  20. Monitor performance indicators, highlight trends, and analyze causes of unexpected variance.
  21. Coach sales teams to design and deliver sales plans and develop professional skills.
  22. Ensure Training & Development for the sales team in coordination with HR, improving productivity, lowering attrition, and retention of key members.
  23. Work with Finance & operations for order execution and collections.
  24. Work closely with Finance and credit management to ensure authentic customer data and team understanding of finance policies and procedures.

Knowledge:

  1. Master's degree in sales/business management or related field.
  2. Years of experience with sound knowledge of K Systems in South Asia.
  3. Should have sales management experience in K Segment at a senior level with any Schools-related Ed-tech organization.
  4. Experience in managing annual sales budgets and collections of crores or more will be an added advantage.
  5. Proven track record of fuelling business growth.
  6. Experience of working in a matrix organization will be an advantage.
  7. Demonstrate leadership skills to motivate teams to achieve goals and sales.
  8. Influencing and negotiation skills.
  9. Aptitude to communicate and deliver on multiple projects simultaneously, strong prioritization, and organization skills.
  10. Planning, strategic initiatives, and strong execution skills. Creative initiatives & multitasking capabilities in overseeing multiple threads of success will be a key success factor.

Skills:

  1. Team/Stakeholder management & interpersonal skills to lead, inspire collaboration, and empower the team.
  2. Ability to influence stakeholders across the end-to-end value chain.
  3. Strategic thinker who can envisage new solutions, address work challenges, and resolve conflicts.
  4. Sound Business Acumen and problem-solving abilities.
  5. Excellent communication skills (verbal and written) to convey strategy, knowledge, and requirements.
  6. Positive Thinker, Organised, and able to work to timelines and roadmaps.

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