Territory Manager

Job Title:
Territory Manager/Assistant Territory Manager – WB

Department / Business Unit:
Education

Location:
Kolkata, India

Reports to (job title):
Area Manager WB & NE

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 Territory Manager, an individual will establish and nurture strong connections with significant clients for the vertical implementing strategic solutions to help clients accomplish their long-term objectives. The individual will lead sales function and ensure capability building across levels for the vertical in the designated area, develop and groom the sales team into a high-performance unit and promote cross-selling culture across team; effectively managing the overall sales objectives, goals, and revenue of the vertical.

• Be the primary point of contact and establish long-term strong relationships with customers
• To oversee the company's relationships with its most significant clients
• Build & drive the strategy for various accounts in their region
• Achieve revenue targets assigned YOY

Principal Accountabilities

• Develop trust relationships with portfolio of clients to ensure they do not turn to competition
• Acquire a thorough understanding of customer needs and requirements for retention and growth
• 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.
• To establish a strong presence in Schools, with special emphasis on increasing engagement
• Plan and put in action steps to meet and exceed budgets
• Play active role in new product introductions, product rationalizations and pricing review
• 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 CUPA India
• Have in-depth product knowledge across K 12 and Cross sales products
• Driving business through sales/business analytic, effectively leveraging the CRM data

Knowledge & Experience

• Minimum 6-8 years' experience in education sales. Proven performance records with core experience in publishing, digital & blended Products, E-commerce & Ed-tech. Govt sales experience would be an added advantage.
• 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.
• Proficient in Microsoft Office Suite, working knowledge of Salesforce preferred.
• 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.