Key Account Manager

Job Title:
KEY ACCOUNTS MANAGER

Department / Business Unit:
K12 - Education

Location:
Mumbai - India

Reports to (job title):
RM

We are Cambridge University Press & Assessment, a world-leading academic publisher and assessment organisation, and a proud part of the University of Cambridge.
We are focused on meeting the needs of our learners, authors, and customers by bringing research, teaching, learning and assessment together.
Job Purpose
As a Key Accounts Manager, individual will establish and nurture strong connections with significant clients namely Group , High Value Schools & distributors, to Retain, Upsell, Cross sell & generate the revenue for the vertical. Plan & implement events, activities to reach yearly target.

• Prospect identification, establishing the need for K12 & other cross sales product.
• Revenue generation and cost of sales for the education vertical in India
• Creation and Tracking of Sales and Collections: Budget & Achievement (variance if any to be tracked)
• Execution of Sales Plan in alignment with the CUP&A India (Including promotions and reach agenda)
• Support sales function effectively, ensuring sales capability building for the vertical in India

Dimensions

Financial: To achieve 5 million INR without team for all the domestic/overall GM 1 of 70%

Staff: No direct reportee

Other: 10 - Channel partners, education bodies and educational institutions

Principal Accountabilities

• Responsible for new account acquisitions and farming long term customers by comprehending their requirements in the area assigned.
• Timely promotion of CUP&A Products & Services across the target segment.
• Develop trust relationships with portfolio of major clients to ensure they do not turn to competition.
• Establish relationship with the distributors to channelise orders from schools.
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
• Serve as the link of communication between customers and internal departments to facilitate client need fulfilment
• Ensure customer success through post-sales support, managing concerns and issues faced by customers
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
• You should be able to interpret data and sales figures to develop business and marketing strategy.
• Have in-depth product knowledge across K 12 and Cross sales products
• Driving business through sales/business analytic, effectively leveraging the CRM data
• Propose Cambridge suite of products to the target customers, evaluate the best fits and pitch relevant product offerings
• Assisting regional teams with product presentations & ideate regional strategies for each product category from implementation to delivery.
• GTM Strategy for current products and Internal stakeholder management
• Identifying new post covid19 trends, and suggest products based on the same lines

Knowledge & Experience

• Must have a minimum of 6 years of experience in Education Publishing or Digital products business on the sales side
• Experience in sales and providing solutions based on customer needs
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels
• Natural relationship builder with integrity, reliability, and maturity.
• Capability to manage and influence senior stakeholders.
• Excellent listening, problem solving, negotiation, and presentation skills.
• Excellent time and project management skills.
• Expert at Microsoft Office Suite, Google Apps, Salesforce and help desk support software.
• Demonstrated consultative selling skills and focus on Account profitability.

Cambridge University Press & Assessment is committed to being a place where anyone can enjoy a successful career, where it's safe to speak up, and where we learn continuously to improve together. We welcome applications from all candidates, regardless of demographic characteristics (age, disability, educational attainment, ethnicity, gender, marital status, neurodiversity, religion, sex, and sexual identity), cultural, or social class/background.
We believe that diversity of thought, background, and approach create better outcomes. More importantly, fostering an inclusive culture is the right thing to do, and it's part of how we achieve our purpose: to contribute to society through the pursuit of education, learning and research at the highest international levels of excellence. Ensuring that anyone, no matter who they are, feels they belong here is an essential part of who we are and the contribution we make to society, and to our planet.
To enable an environment which our people can thrive in, our customers benefit from, and where work complements life, we empower everyone to manage their time and capacity, and to prioritise their wellbeing. That's why from day one everyone at Cambridge University Press & Assessment can discuss flexible working options to find the best solution for them and their role.