Territory Development Manager

20 hours ago

Mumbai, Maharashtra, India NMIMS Full time

About the Role:

The Territory Manager position is a highly visible, tactical role that is responsible for engaging and driving channel partners. This role involves a high degree of outreach and relationship building to create revenue-generating opportunities. This position is responsible for developing assigned territory to manage channels, grow revenue & profitability of the channels. This incumbent will work closely with the Area Manager and Regional Manager.

Key Responsibilities:

  • Network and drive recruitment at an Authorized Enrolment Partner (AEP)
  • Manage sales pipeline, forecast monthly sales and create business plan with channel partners.
  • Engage, manage and drive AEP owners
  • Train and mentor people AEP employees on product, process and CRM
  • Communicate up-to-date information about new products and enhancements to partners
  • Manage potential channel conflict with other sales channels by fostering communication internally and externally, and through strict adherence to channel rules of engagement.

Sales & Revenue Management:

  • Create strategies to meet sales and revenue goals for the allocated AEP's
  • Coordinate with partners to create and ensure the execution of business plans to meet sales goals.
  • Drive AEPs for new business/student acquisition
  • Evaluate partner sales performance and recommend improvements.
  • Drive re-registration of students and fee collection
  • Address AEP related issues, sales conflicts and pricing issues promptly.
  • Assist in partner marketing activities such as tradeshows, college activations, campaigns and other promotional activities and drive sourcing efforts by AEP's

Analytics and Operations:

  • Analyze the territory's market potential, customer segments, and competitive landscape to identify growth opportunities.
  • Prepare regular reports on sales activities, pipeline, and forecast for management review.
  • Coordinate with the Head Office and other stakeholders for smooth operations, to ensure satisfied AEP resulting in maximum enrolments
  • Ensures AEP compliance with AEP agreements & implementation of University policies in the field.

Cross-functional Collaboration:

  • Collaborate closely with cross-functional teams, such as product development, marketing, and operations, to ensure alignment and achieve overall business objectives.
  • Provide feedback on market trends, customer requirements, and competitive landscape to assist in product development and marketing initiatives.

Product Knowledge and Expertise:

  • Develop a strong understanding of the NCDOE's products and services
  • Stay updated on industry trends, competitor offerings, and emerging technologies to effectively position the company's solutions.
  • Conduct product-training sessions for sales teams, and AEPs to enhance their understanding of the NCDOE's offerings.

Channel Recruitment (Secondary):

  • Work with the channel development team to identify and qualify new Authorized Enrolment partners (AEP)
  • Authorized Enrolment Partner (AEP) recruitment & onboarding

Key Interactions:

  • HODs at NCDOE
  • Channel Partners
  • Students

Dimensions:

Requirements- Skills & Competencies:

  • Aggressive, self-driven personality with
  • Proven track record of meeting Sales Goals
  • Strong analytical skills and market intelligence
  • Ability to work under pressure and prioritize tasks
  • Analytical abilities preferably with hands-on experience on a CRM.
  • Team Building & People Management.
  • Strong work ethic and ability to work well with minimal supervision

Requirements- Education & work experience:

  • Preferred to have Master's degree in Business Administration, Marketing, Finance, or related field
  • Proven experience of 8 to 12 years of work experience in sales and channel management, preferably from Education/ Training, BFSI, Real estate, Telecom, Retail or consumer goods & services, new age industries
  • Exposure to Distance Education Sector will be added advantage.

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