Regional Executive Officer - Education - IIM/ISB/FMS/MDI/SPJIMR/JBIMS/IIFT/NMIMS/SIBM

Duties and Responsibilities - REO

Key objective - The incumbent will be responsible for building, leading, training, managing the development of a 5 man Sales/Account Management team. He will be responsible for penetrating the product/service in the designated markets.

- Accountable for upsell revenue growth from existing client base

- Analyses financial status by collecting, monitoring, and studying data; recommending actions.

- Ensure +95% retention, drive upgrades to full-program, and ensure 100% collections by taking onus of any escalations and liaison with finance team for back- end support.

- S/he will do this by defining a solid data driven implementation strategy and religiously tracking key metrics by customer and by team member.

- Ensure visible measurable customer satisfaction on product/service that exceeds owner's expectations; set SLAs with internal providers to ensure a flawless service experience to schools.

- Develop customer segments & customized solutions overtime and maximize ROI on teams & spends.

- Personally engage & own relationships with the top 25% customers.

- Will ensure team has the guidance, resources, and skill to dramatically increase sales by identifying market opportunities, driving new business, and expanding on a base of existing customers.

- Will work closely with Sales Head to develop short and long term strategies to efficiently grow the total business.

- Will be expected to be hands on, lead-by-example person spending 2/3 of his time in the field working directly with sales representatives and customers, and will also maintain several of his/her own accounts with high-profile customers. Scale up in the future to a general management role to represent the integrated business

- Knowledge of selling, negotiation, and commercial process in the context of a B2B sale.

- Experience of solution selling management.

- Build an organization including coaching and developing people. Able to see the importance and skilled at the how-to of doing so.

- Continuously motivate a large force/peers and tying the vision to daily deliverables.

- Can think beyond sales (product, people, operations) and has shown signs of learning and growth

Personal Specification

- 30 - 32 years of age, MBA from a good Top 20 business school with 5-7 years post MBA experience in a B2B institutional solution sales and service business combined with a 'ragda' stint (15-20 day travel, ideally dealing with SME/Tier 2,3 type market context)

- Should speak the regional language

- High on tenacity and does not give up easily, especially when big organization comfort is missing

- Can carry a team, able to work with other functions, resolve conflicts.

- Transparent in communication. Can assert point of view openly and fight for ideas.

- Worked at least in 1 or 2 different states

- Ready to travel extensively

Skills

- Strong decision making and problem solving skills.

- Resilient, good under pressure and manage stressful environment.

- Excellent communication and presentation skills.