Territory Manager

7 days ago

Mumbai, Maharashtra, India Cambridge University Press Full time
Job Title:

Schools Manager (West India)

Department / Business Unit:

English

Location:

Mumbai

Reports to (job title):

Head of Business Development - English

Job Purpose:

As Schools Manager (West India), the individual will ensure the implementation of growth strategy for the Cambridge English school qualifications, exam preparation and learning solutions in West India and ensure that annual business development targets are met.

Work alongside the Sales, Marketing and wider English team to promote Cambridge English Qualifications, test preparation publications, K English resources and promote cross-selling culture across team. Effectively manage the overall sales objectives, goals, and revenue of the K English solutions in West India region.

  • Lead the growth of the combined Learning and Assessment solutions for the K Segment of the market for West India and build growth plans for all the assessment products and learning solutions.
  • To establish a strong presence with key schools school groups, chains and key stakeholders in the region with special emphasis on increasing engagement and build a sustainable funnel and account management practices.
  • Plan and put in action steps to meet and exceed budgets
  • Play active role in new product introductions, product rationalizations and pricing review
  • Jointly Review with sales team and distributors monthly sales (vs. yearly target, by product)
  • Ensure up to date knowledge levels on our own products as well as competitive information
  • Forecast planning. Creation and tracking of sales and collections: budget & achievement (variance if any to be tracked with valid reasons/justifications)
  • Creation and execution of Sales Plan and strategy (Including promotions and reach agenda) in alignment with the Business Head.
  • Lead by example and champion diversity / organization values in everyday actions and decisions.
  • Encourage colleagues / team to take on stretched challenges and new responsibilities.
Principal Accountabilities:
  • Develop and independently execute commercial growth strategy for Cambridge English assessment and K English Learning Solutions in the West India market and increase market share in competitive landscape.
  • Prepare the annual regional sales budget and achieve those targets working in alignment with the English Team.
  • Build relationships with key stakeholders like Principals and HVOs. Rapidly expand the large accounts for combined learning and assessment adoptions.
  • Develop, retain existing base of customers and also increase the current set of existing business in specific regions to align with agreed business strategy.
  • Identify and explore new partnerships like school groups/chain, K service providers and help in closure.
  • Create and design sales strategy to achieve the desired numbers and organisations vision and execute it in association with the combined English Sales team.
  • Understand market dynamics, competition benchmarking, competitive positioning and how our value proposition serves customers and stakeholders. Monitor the market and share the intelligence with senior management to adjust the strategy and tactics in response.
  • Support in execution of sales support activities in the region.
  • Proactively understand customers' need and deliver solutions keeping the customer first approach.
  • Operational strategy formulation and communication design for alignment of the sales team of the vertical.
  • Regular flow of information within sales team to keep them appraised of the current policies and procedures to be followed and adhered to in sync with the organization's management.
  • Efficient planning through optimal inventory levels for timely order fulfilment by working closely with operations and customer service teams
  • Monitor performance indicators, highlight trends and analyse causes of unexpected variance.
  • Undergo Training & Development for the sales team in coordination with HR to improve productivity and for retention of key members.
Knowledge:
  • Master's degree in sales / business management or related field is desirable.
  • Years of experience with sound knowledge of school sector / related education sector in West India.
  • Should have sales management experience in K business / education management business at a mid/senior level.
  • Experience in managing annual sales budgets and collections will be an added advantage.
  • Proven track record of fuelling business growth.
  • Experience of working in a matrix organization is desirable.
  • Aptitude to communicate effectively and deliver on multiple projects simultaneously, strong prioritization and organization skills
  • Planning, strategic initiatives and strong execution skills. Creative initiatives & multitasking capabilities in overseeing multiple threads of success, will be a key success factor.
Skills:
  • Excellent communication and presentation skills (verbal and written) to convey strategy, knowledge and requirements.
  • Team working, stakeholder management & interpersonal skills to lead, to inspire collaboration and to empower the Matrix team.
  • Ability to influence stakeholders across the end-to-end value chain.
  • Strategic thinker who can envisage new solutions, address work challenges and resolve conflicts independently.
  • Sound Business Acumen and problem-solving abilities.
  • Positive Thinker, organised and able to work independently to timelines and roadmaps.

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