Regional Manager - Sales - Education - West

Regional Manager- West ( ELT )

Job Description:

JOB PURPOSE:

- Revenue generation and cost of sales for the Academic vertical in West India

- Creation and Tracking of Sales and Collections: Budget & Achievement (variance if any to be tracked)

- Execution of Sales Plan in alignment with the Organisation and Vertical's (Including promotions and reach agenda) in alignment with the Organisation.

- Support sales function effectively and ensuring sales capability building for the vertical in India

DIMENSION:

Financial:

To achieve target with the team/without team for all the domestic/Special Projects/overall threshold of 86.96%, and for journals and e-Books

Staff: 2-5 direct reportees

Other: 650 - Channel partners and 50-70 institutions

PRINCIPAL ACCOUNTABILITIES:

- Achieve budgeted result within operating expenditure limits

- Increase sales by identifying and pursuing new opportunities as well as developing existing business in specified territories

- Work with relevant Sales and Marketing colleagues to identify and exploit key promotional opportunities for product in relevant channels

- Create and execute sales promotional plan each season

- Maintain business of specified trade accounts

- Develop and execute strategies for institutional adoption sales

- Negotiate and implement promotional deals

- Following-up activities and closing sales

- Develop and maintain good relationships with new and existing customers

- Travel to the region carrying out customer visits as required in support of my sales colleagues

- Acquiring and maintain thorough knowledge of Press products and their marketability through active participation at conferences, books display, exhibitions

- Work together as a team supporting the sales colleagues and sharing information

- Work with Sales Support staff, Customer Services and Credit Management to ensure timely follow-up of orders and queries

- Accurately maintain and manage the customer database, sales pipeline and expenditure

- Working to improve on existing systems

- Meet objectives as agreed with line manager

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:

(a) Operating Environment:

- Sales driven environment, Geographically the spread for Central Universities, State Universities, Deemed Universities, Institutions both Govt and Private Central and State Libraries

(b) 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 organisation governance structure and standards.

- Working with enabling services such as customer service etc

Relationships:

(a) Subordinates: 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.

(b) Superior(s): Business Head, Academics

(c) Other Contacts:

- Within the company Maintaining a regular and close contact with rest of the regional teams, Marketing, Editorial team, operations teams and ELT and Education teams

- Outside the company Meeting distributors, authors, industry peers and other stakeholders periodically.

- Positive thinker and can work on deadlines- Must have a minimum of 10+ years of experience in higher academic Publishing or e-products business on the sales side

KNOWLEDGE:

- Must have a minimum of 10+ years of experience in higher academic Publishing or e-products business on the sales side

- Must have managed annual sales budgets and collections.

- Should have sales management experience in Academic Market in India

- Should have sound knowledge of the Indian business markets related to the Academic markets

- Experience of working in a matrix organization will be an advantage.

- Should have an ability to manage sales, teams.

- A track record of fueling business growth will be an added advantage

- Sound Business Acumen and problem-solving abilities

- Positive thinker and can work on deadlines