Regional Manager-North - 3881 (Job Vacancy)

Job Title:

Regional Manager

Department / Business Unit:

ELT

Location:

Delhi

Reports to (job title):

National Sales Head ELT

We are Cambridge University Press & Assessment, a world-leading academic publisher and assessment organisation, and a proud part of the University of Cambridge.

Job Purpose

• Revenue generation and cost of sales for the ELT 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 and Vertical's (Including promotions and reach agenda) in alignment with the CUP&A India
• Support sales function effectively and ensuring sales capability building for the vertical in India

DIMENSION

Financial

To achieve defined targets as per the Annual Operating Plan with the team/without team for all the domestic/Special Projects/overall GM 1 of 65%

Staff

2-4 direct reportees

Other

Upto 300 Channel partners, upto 250 ELT Clients and educational institutions

Principal Accountabilities

Sales Responsibilities

• Responsible to manage the sales of complete region as defined
• Drive and manage team and be instrumental to cover the designated areas
• Preferably from Publishing background or institutional sales background
• Market Intelligence
• Key account management, channel development and management
• Competition analysis
• Relationship Building skills
• Ensure conversion of leads to businesses (sale closure)
• Meet authorities of various educational institutions for business discussion
• Follow up on leads generated by the sales team
• Prepare and make product presentations to target audience

Marketing Responsibilities

• Prepare and make product presentations to target audience
• Generate leads for exams
• Ensure conversion of leads to businesses (sale closure)
• Make joint visits with sales team for exams promotion
• Meet authorities of various educational institutions for business discussion
• Follow up on leads generated by the sales team
• Ensure smooth administration of exams
• Train CUP&A staff on exams related tasks and responsibilities
• Coordinate with the Delhi Operations team for all exam related issues/services

Administration Responsibilities

• Maintain and share MIS sheet on weekly/monthly basis
• Travelling to Universities / trade/ schools and colleges to close deals
• Share weekly/monthly business plan and travel plan

Additional Duties

To carry out any other duties which may be reasonably expected of you by your immediate manager or a senior director.

Press Policies and Procedures

To abide by all Press policies and procedures, as detailed in your contract of employment and the Staff Handbook, e.g. Code of ethics, anti-bribery and corruption, Health and Safety, e-mail and Internet use and standards of behaviour.

CONTEXT

• Operating Environment:
• Sales driven environment
• Geographically the spread for local school market is large numbers of private schools.
• Framework & Boundaries:
• Sales, Distributors, Marketing, ABC, Internal & External Audit, Operations, IT Governance, Ensuring Product Development at par with global standards, Sales distribution through the distributor with highest ethical standards and governance. Example – structured term sheets & discount structure. Working with enabling functions such as customer service team.
• Effective promotions and marketing while following CUP&A governance structure and standards. Working with enabling services such as customer service etc

RELATIONSHIP

Frequent communication with reporting manager & immediate reportees if any.

Periodic catch-up sessions with direct reportees if any for support, motivation and conflict/issue resolutions.

Maintaining a regular and close contact with Education and Academic Sales

Meeting distributors, authors, industry peers and other stakeholders periodically. Conduct author workshops, meet school principals and promoters, policy makers, administrators and key decision makers for print and digital products.

Experience

• Must have a minimum of 8+ years of experience in Publishing or Digital products business on the sales side
• Must have managed annual sales budgets and collections comparable in scale to Education verticals India budgets.
• Should have sales management experience in India
• Should have sound knowledge of the Indian business markets related to the ELT markets
• Experience of working in a matrix organization will be an advantage.
• Should have an ability to manage sales, teams.
• A track record of fuelling business growth will be an added advantage
• Sound Business Acumen and problem-solving abilities
• Positive thinker and can work on deadlines

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.