Franchisee Sales Head

UTS (Universal Training Solutions) is an initiative from the management of MIT Pune Group of institutions in the year 2009; having its presence in Maharashtra through 10 campuses focusing on delivering quality education in Management, Medical, Engineering, Telecom and K12 segments spread across 1100 acres of land with an annual intake of over 50,000 students every year.

UTS is a pioneer in imparting comprehensive Online Education in India. With its large academic base it offers flexible Online courses, in alliance with Universities and Institutions, with end-to-end Online support that is focused on transforming ordinary to extraordinary, through its passion for excellence in education.

UTS provides complete solutions to the problems that are often faced by the learners while opting for online education. The unique UTS solution does away with the need for classroom learning with the entire curriculum delivered in an online mode via a Learning Management System (LMS), interactive content delivery via video sessions, on phone student counseling for both academic and administrative matters and tablet based content delivery for anytime anywhere consumption of the content. Examinations are held across the country via centers where the student comes in and takes online examinations.

UTS has its presence throughout the country through a network of 70 franchisee centers, along with a captive 300 seater call center at its HQ in Pune.

UTS is a learning resource provider to Universities and institutions such as MITSDE, Jaipur National University (JNU) and Assam Downtown University (ADTU). It is now poised for aggressive expansion with new premium academic partners and is also focused on both the regulated and the non-regulated spaces. Growth plans include inorganic acquisitions, new partner launches, international expansion, new service offerings to existing partners and fine-tuning operational delivery.

It is to support these growth initiatives that UTS is looking for talent to come on board and take the company though a steady growth stage in the coming few years.

KAIZEN PE FUND has invested in UTS approx. 35 crores and would commit more if required for the next 4-5 years.

Head – Channel Sales (Franchisee Information Centers)

The Channel Head is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Head represents the entire range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market. The Channel Head reports to the COO of the company.

JOB RESPONSIBILITIES:

- Determine and execute the on ground Acquisition Strategy via Franchisee Information Centers which are focused on college and retail acquisition via BTL activity at National level.

- Experience in creating at National Level Distribution Channel.

- The chosen incumbent will need to review and set up a Franchisee Distribution network that focuses on Institutions (Colleges of all types) with a view to driving sales of online courses offered by UTS.

- Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.

- Will be working on ROI principles with partners, set down parameters for identification of partners.

- The person will need to manage a team and also nurture talent to build a strong second line & manage team performance metrics.

- The position will entail travel across the country as needed.

- Be process focused and having a quality orientation with formal qualifications like Six Sigma will be an advantage.

- Dimensionalise, Organize and Rationalize team quality and quantity as needed.

- Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

- Proactively assesses, clarifies, and validates partner needs on an ongoing basis.

- Sells through partner organizations to end users in coordination with partner sales resources.

- Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

- Leads solution development efforts that best address enduser needs, while coordinating the involvement of all necessary company and partner personnel.

ORGANIZATIONAL ALIGNMENT:

- Reports to the COO.

- Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.

- Closely coordinates company executive involvement with partner and end-user customer management as appropriate.

- Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

- This position may have direct report staff assigned to support responsibilities within specific partner accounts.

QUALIFICATIONS & DESIRABLES:

- MBA in Marketing from reputed Institute/University.

- Minimum 10+ years of channel sales experience in a business-to-business sales environment.

- Should have set up and managed a Franchisee system in telecom, office Automation, education or a DSA network for high value services like timeshares.