National Sales Manager - 5710

Job Description

Job Description PURPOSE OF ROLE: This role will be responsible for spearheading the sales transformation, increase revenue and share from both conventional Print Titles and Digital Products & Tools in the Academic and Research segment in India. To develop and execute strategic business plan to achieve sales targets and increase the customer base across products Manage the Academic & Research vertical P&L for profits that can be invested for long term growth. Grow the conventional Print business Grow revenue in digital segment, driving Subscriptions End User engagement E-learning solutions Engage with Research Institutes to increase publishing of research on the company Drive the plans for online learning in South Asia region Create and lead a high performing team of Account Managers, Inside Sales Managers, Territory Managers to build and maintain strong, long-lasting customer relationships in this segment. Continuously nurture and sustain relationships with Distributors and Trade Channel to promote products in the segment Lead the foray into eCommerce and Direct to Customer, and Direct to Consumer efforts of the company in Higher Education segment To institute a diligent process of market feedback to improve the quality of the product we produce by initiating continuous interaction process between Sales and Product team. Actively participate in shaping the product strategy for conventional Print and upcoming Digital offerings. Work with the Government team to influence and shape policies around NEP at the Centre and with State Governments in Education reform/ advocacy KEY ACCOUNTABILITIES: Revenue Growth & Marketing Create Sales & Marketing Strategy to achieve the desired numbers and organisations vision, track and analyse current and past sales trends to analyse the sales numbers and cost of sales to ensure achievement Competition benchmarking and agile mapping of market to enable execution of organisations plan through innovation and innovative sales tactics Operational strategy formulation and communication design for alignment of the sales team of the vertical Basis sales strategy, develop short and long-term goals for each region and product/s Develop/Retain and increase the current set of existing business and expand reach in specific regions in alignment with organisation strategy Develop and Monitor performance indicators, highlight trends and analyse causes of variances for better business planning Managing Engagements: Establish meaningful business relationships on behalf of the organization, Leverage and broaden the business reach and impact by leveraging marketing partnerships with schools and education consultants and so forth. Own customer experience through delivery of service as well as satisfying other requirements. Guide collaboration among various teams like Business operations, Product, Customer services etc to ensure that customer requirements are met on a timely basis Product Quality & Team Efficiency: Liaise with sales teams and create an eco-system for valuable input collection and information processing for betterment of products. Create a parallel system to receive inputs from Product team for training of sales/marketing colleagues for a better reach in the market as product advocates Actively participate in shaping the product strategy KEY RELATIONSHIPS (INTERNAL AND EXTERNAL): Internal Global / HQ Stakeholders Global Academic Managing Director India Stakeholders Other Sales Business Unit Heads Head - Product Head - Marketing Business Finance / Operations EXTERNAL Key decision makers in all higher education institutions including academic heads, promoters, trustees, dean's, etc. And State & Central Government Education Department / Ministry Essential Knowledge Work experience of 15 years in a similar role preferably in the Education Industry but that is not a limitation. Experience in Digital Sales in either Competitive organisations or in EdTech industry having addressed Higher Education would be preferred and an added advantage. Strong experience of handling experienced team – minimum 8yrs Prior sales management experience at a Senior Management level Adequate experience of working in the India Higher Education Market Proven track record of delivering success in managing a business for revenue, advocacy, and impact MBA in sales/marketing from a good institute – preferred but not mandatory Essential Skill(s) & Experience First class leadership & interpersonal skills to lead, to inspire collaboration and to empower the team, and to influence stakeholders across the end to end value chain Strategic thinking to contribute to the development and to shape an aligned segment level strategy Strong Strategic and Business Management skills, Ability to work with and interpret Data Strong Business Development and Execution Skills, ability to multi-task and manage both individual and team engagements. Commercial skills to ensure that segment profitably meet expectations Analytical & data driven to enable hypotheses to be tested, to ensure that decisions are evidence based and key portfolio performance metrics are tracked Good communication skills (verbal and written) to convey strategy, knowledge, and requirements and to persuade stakeholders and to provide clear and comprehensive direction and guidance to diverse/multi-disciplinary team members to ensure that deliveries are aligned to expectations and timelines Good problem-solving skills to overcome problems and resolve conflict quickly, including when under pressure Emotional Intelligence & empathy to be able to read and resolve situations and resolve conflict Organised and able to work to deadlines and roadmaps Technology and Digital Business understanding would be KEY COMPETENCIES (VALUES OR ORGANISATIONAL VALUES): Empowerment: take accountability for decisions in order to create an environment that our people and customers can succeed in. Collaboration: work together effectively as part of an inclusive and diverse global network to create better outcomes. Responsibility: act with efficiency and care to ensure that we, and our profits, contribute to society and our planet. Innovation: learn continuously to improve and make things better for our Excellence, integrity and inclusion at work. promote equality, diversity, inclusion and belonging. Act with integrity and recognise the importance of treating all individuals with respect and dignity and advocate the elimination of all kinds of Be committed to the promotion of health and safety for all colleagues and others who may be affected by our work. Respect: respectfully interact with learners, customers and business partners Ethics: conduct our activities ethically and sustainably Excellent corporate citizen: be an excellent corporate citizen, support universal human rights and oppose illegal or inhumane labour Aim to be a trusted leader in the drive for a sustainable world KEY COMPETENCIES (LEADERSHIP): Provide visible, strong and inspiring leadership focused on annual target Create and line manage a high performing team of Sales professional across Create a team environment and conditions that allow for effective delegation, empowerment and the delivery of results through others. Lead a team to ensure effective collaboration, joint working and decision making across the sales team. Be a positive role model for the leadership characteristics as outlined in the Leadership Achieving: being responsive, decisive and accountable to further our mission Inspiring: role models optimism, motivation and authenticity Inclusive: curious, open minded, and ready to learn from others Trusted and trusting: enables individuals, teams and organisations to collaborate with integrity Confidence with humility: has confidence in her/his abilities, with the willingness to learn and adapt KEY COMPETENCIES (FUNCTIONAL): This role will be responsible for spearheading the sales transformation, increase revenue and share from both conventional Print Titles and Digital Products & Tools in the Academic and Research segment in India. Provide visible, strong and inspiring leadership focused on increasing revenue and share in the Academic and Research segment in India Create and line manage a high performing team of Regional Sales Managers, Zonal Managers, Digital sales and marketing professionals. Create a team environment and conditions that allow for effective delegation, empowerment and the delivery of results through others. Lead a team to ensure effective collaboration, joint working and decision making across Sales team High level of planning and execution capabilities Understanding of the market and competition Sound analytical skills Franchisee / Dealers / Channel Partners Management skills Understanding financial tools and indices Process and Project management skills Negotiation skills To undertake other roles as required as a member of the South Show more Show less