Job
Description
Job Location: CHENNAI About Us: We are SVKM’s NMIMS Centre for Distance and Online Education (NCDOE) - India’s Premier Institution for with core focus on Distance & Online learning . Visit us at https://online.nmims.edu/about-us/ for more information. Job Title Territory Manager Reports to Area Manager Job Purpose The Territory Manager position is a highly visible, tactical role that is responsible for engaging, and driving channel partners. This role involves a high degree of outreach and relationship building to create revenue-generating opportunities. This position is responsible for developing assigned territory to manage channels, grow revenue & profitability of the channels. This incumbent will work closely with the Area Manager and Regional Manager. Key Responsibilities Channel Management & Business Development Network and drive recruitment at an AEP Manage sales pipeline, forecast monthly sales and create business plan with channel partners. Engage, manage and drive AEP owners Train and mentor people AEP employees on product, process and CRM Communicate up-to-date information about new products and enhancements to partners Manage potential channel conflict with other sales channels by fostering communication internally and externally, and through strict adherence to channel rules of engagement. Sales & Revenue Management Create strategies to meet sales and revenue goals for the allocated AEP's Coordinate with partners to create and ensure the execution of business plans to meet sales goals. Drive AEPs for new business/student acquisition Evaluate partner sales performance and recommend improvements. Drive re-registration of students and fee collection Address AEP related issues, sales conflicts and pricing issues promptly. Assist in partner marketing activities such as tradeshows, college activations, campaigns and other promotional activities and drive sourcing efforts by AEP’s Analytics and operations Analyze the territory's market potential, customer segments, and competitive landscape to identify growth opportunities. Prepare regular reports on sales activities, pipeline, and forecast for management review. Coordinate with the Head Office and other stakeholders for smooth operations, to ensure satisfied AEP resulting in maximum enrolments Ensures AEP compliance with AEP agreements & implementation of University policies in the field. Cross-functional Collaboration: Collaborate closely with cross-functional teams, such as product development, marketing, and operations, to ensure alignment and achieve overall business objectives. Provide feedback on market trends, customer requirements, and competitive landscape to assist in product development and marketing initiatives. Product Knowledge and Expertise: Develop a strong understanding of the NCDOE's products and services Stay updated on industry trends, competitor offerings, and emerging technologies to effectively position the company's solutions. Conduct product-training sessions for sales teams, and AEPs to enhance their understanding of the NCDOE's offerings. Channel recruitment (Secondary) Work with the channel development team to identify and qualify new Authorized Enrolment partners (AEP) Authorized Enrolment Partner (AEP) recruitment & onboarding Key Interactions Internal Stakeholders External Stakeholders HODs at NCDOE Channel Partners Students Dimensions Manage team of 4 to 6 Sales Associates (<150 frontline team) Has overall responsibility for the territory budget and achieve revenue target. This position will require extensive travel in assigned geographical area. Requirements- Skills & Competencies Aggressive, self-driven personality with excellent verbal & written communication skills Proven track record of meeting Sales Goals Strong analytical skills and market intelligence Ability to work under pressure and prioritize tasks Analytical abilities preferably with hands-on experience on a CRM. Team Building & People Management. Strong work ethic and ability to work well with minimal supervision Requirements- Education & work experience Preferred to have Master’s degree in Business Administration, Marketing, Finance, or related field Proven experience of 8 to 12 years of work experience in sales and channel management, preferably from Education/ Training, BFSI, Real estate, Telecom, Retail or consumer goods & services, new age industries Exposure to Distance Education Sector will be added advantage. In 1981, Shri Vile Parle Kelavani Mandal (SVKM) established Narsee Monjee Institute of Management Studies (NMIMS) to meet the growing demand for management education. In 2003, NMIMS was declared a deemed to be university under Section 3 of the UGC Act 1956. The Vision of the University is to be a globally admired University by 2030. The Mission of NMIMS is to emerge as a Centre of Excellence, best in class in India and Asia and yearning to be the best in the world by 2030. With the legacy of 40 years, NMIMS has grown to being not only one of the top-10 B-schools in India but also emerged as a multi-disciplinary, multi-campus University at Mumbai, Navi Mumbai, Indore, Shirpur, Dhule, Bengaluru, Hyderabad and Chandigarh and seventeen constituent schools that include Management, Family Business, Engineering, Pharmacy, Architecture, Commerce, Economics, Law, Science, Liberal Arts, Design, Performing Arts, Mathematical Science, Agricultural Science, Hospitality Management, Branding & Advertising and Distance Learning. In addition, we have nine Centres of Excellence as well at the University. The consistent academic quality, research focus, faculty from top national and global institutes and strong industry linkages at NMIMS have placed it amongst the nation's prime centres of educational excellence and research today. More than 17000 students and about 750 full-time faculty members, 10 faculty members with Fulbright Scholarship and Humboldt International Scholarship for post-doctoral researchers are part of India's most sought after academic community.
