Assistant Territory Manager

Job Purpose

The Assistant Territory Manager (ATM) will be responsible for driving revenue growth for the Academic vertical in North India. The role involves creating and monitoring sales and collection budgets, implementing strategic sales plans aligned with CUP India's objectives, and strengthening the sales function to enhance market presence and business outcomes.

Dimensions

• Financials: Responsible for generating revenue across domestic books, imports, journals, and eBooks.
• Staff: No direct reportees.
• Other: Engage with channel partners to ensure effective supply chain management and timely order fulfilment.

Principal Accountabilities

• Promote books, journals, and digital resources by actively engaging with faculty at universities and academic institutions to generate demand and secure orders.
• Ensure adherence to local regulations and organizational compliance policies.
• Plan, oversee, and execute branding and promotional activities to enhance visibility.
• Maintain accurate and timely records in the sales force system; ensure consistent activity logging.
• Prepare and present monthly reports on internal performance, market dynamics, and competitor activity.

Additional Responsibilities

• Undertake additional duties as assigned by the reporting manager or senior leadership.

Policies & Compliance

• Adhere to all company policies and procedures as outlined in the employment contract and staff handbook, including but not limited to: Code of Ethics, Anti-Bribery and Corruption, Health & Safety, IT and Internet Use, and Standards of Behaviour.

Operating Context

• Environment: Fast-paced, sales-driven environment.
• Geographic Spread: Central, state, and private universities; government and private institutions; and deemed universities across North India.
• Framework & Boundaries: Work within CUP's governance and ethical frameworks, ensuring compliance with audit, operations, and IT governance standards. Collaborate with enabling functions such as marketing, customer service, and distributors to achieve business objectives.

Key Relationships

• Internal: Regular communication with reporting manager, colleagues, and cross-functional teams (ELT and Education Sales Teams).
• External: Frequent engagement with distributors, authors, faculty, industry peers, and other stakeholders. Responsible for organizing and participating in book exhibitions, displays, and author workshops.

Knowledge, Skills & Experience

• Minimum 5 years of experience in academic publishing or digital product sales.
• Postgraduate degree or diploma in Marketing (preferred, from a reputed institute).
• Proven experience in managing annual sales budgets and collections.
• Strong understanding of the Indian academic market and customer dynamics.
• Prior experience working in a matrix organization (advantageous).
• Demonstrated track record of business development and revenue growth.
• Excellent sales cycle management skills with strong business acumen and problem-solving ability.
• Proficiency in MS Office applications.
• Positive, proactive attitude with the ability to work under deadlines.

Job Challenges

• Intense competition from multinational publishers and strong local players in the academic sector.
• Building outreach across diverse higher education institutions within the territory.
• Limited visibility of future sales in a distributor-led market model.
• Managing a discount-driven market without compromising profitability.
• Navigating evolving policies and ensuring customer alignment with CUP's strengthened governance framework.