XSEED - Market Manager - B2B Solution Sales

About XSEED Education:

XSEED is among India's most happening social enterprises, transforming over 1600 schools with a visible impact on learning outcomes and teaching methods. XSEED has an innovative teaching improvement system that integrates structured curriculum, professional development, and ongoing assessment into a practical toolkit for teachers. This enables children to learn through experimentation, questioning and application. The schools following XSEED curriculum include a broad spectrum, including well-known schools to schools in rural areas and small towns

XSEED has a passionate and multicultural team of 300+ education professionals with expertise in curriculum design, leadership development, teacher education and student assessment. Our team includes alumni of the Harvard Graduate School of Education, Indian Institutes of Technology (IITs), Teach for America and Teach for India.

Watch the following video to learn how XSEED is transforming classrooms: http://bit.ly/1bMh5m5, and the following presentation at MIT University on our decade-long entrepreneurial journey: http://bit.ly/OOjmjF.

Role Overview The Market Manager (MM) will report to Regional Education Manager of XSEED .The MM will be responsible for leading, training, managing and contributing to the development of an outside and inside 4-6 highly qualified regional sales team that is poised to quickly expand. The MM will ensure that the sales team has the guidance, resources, and skill to dramatically increase sales line by identifying market opportunities, driving new business, and expanding on a base of existing customers. The MM will work closely with the Regional Education Manager to develop short- and long-term strategies to efficiently grow the total business.

The MM will be expected to spend approximately 60 - 70% of his time in the field working directly with sales representatives and customers, and will maintain several of his/her own accounts with high-profile customers.

Illustrative Responsibilities

The goal of the an XSEED Market Manager is:

Plan and execute the scaled acquisition of 300-400 schools in a 3 year time frame in their market

Hire, coach, retain a team of 3-5 Red Dots over a 4-8 district distributed geography, scale to a general manager role spanning sales, marketing, retention, collection in 2-3 year time frame

Territory Management:

- Develop understanding of customer needs to identify sales opportunities

- Identify opportunities and work with colleagues to deliver

- With guidance, develop an effective and efficient territory plan

Key Account Management:

- With guidance, prepare a plan to optimize key account development and sales growth

- Identify and document key customers and decision makers

- Be aware of Key Account strategies for growth

Product & Market Knowledge:

- Develop understanding and continually enhance personal understanding of product's features, benefits,

- Able to demonstrate application/usage of products and differentiate them from competitor's products

- Develop understanding of competitive products, their features-advantages-benefits

Expense, Equipment and Samples:

- Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity

- Seek prior approval for budget variations

- Work within sample issue and co-ordination guidelines

- Agree expense budget/guidelines with immediate Manager

- Plan sample and expense utilization to optimize usage while remaining in budget

Self-Development:

- Identify specific actions to improve job performance in specific areas

- Participate in nominated training programs

- Active self-learning strategies to maintain knowledge

- Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training

- Effectively apply new learning on the job.

Corporate Ethics and Governance:

- Maintain a responsible and ethical approach while actively pursuing business outcomes

- Conduct business within ethics and values

- Relationship with customers based on high ethical standards

Minimum requirements:

- Post Graduate with minimum of 6 years of relevant experience.

- Willingness to relocate - Very Critical requirement

- Candidates who have spent more than 2 years in the current role

- Should have closed at least 20 deals till date

- Candidates with MBA would be preferred

Competencies:

- Results & Performance Driven

- Sense of Urgency

- Strategic Thinking

- Prudent Risk Taking

- Organization & Talent Development

- Collaboration & Teaming

- Self-Awareness & Adaptability

Profile:

Under 29 years MBA from a good business school with 2-4 years in a B2B institutional solution sales business (medical devices, media, ERP/Tech systems, industrial systems, HNI banking) combined with a 'ragda' stint (15-20 day travel, ideally dealing with SME/Tier 2,3 type market context).

Demonstrated record of achieving aggressive institutional sales targets in new/lagging market/product/brand. Hired, coached, managed a small team of 3-10 sales people. High on market intelligence, sales process, data and potential to grow into general management.

Personality : hungry/result-oriented, high on grit and assertiveness, can build high value relationships, ready to - rough it out