Assistant Territory Manager - 7180

Job Description

Job Title

Assistant Territory Manager (Academic)

Reports to

Regional Manager Sales (Academic)

Location

Kolkata / Guwahati

• Job Purpose
• Revenue generation and cost of sales for the academic vertical in India
• Creation and Tracking of Sales and Collections: Budget & Achievement (variance if any to be tracked)
• Execution of Sales Plan in alignment with the CUP India and Vertical's (Including promotions and reach agenda) in alignment with the CUP India
• Support sales function effecyively and ensuring sales capacity building for the vertical in India
• Dimensions
  
  

Financial:

To achieve more than 2.5 crore of Business as Individual contributor for all the domestic books,import,journals and eBooks

Staff:

No Direct Reportees

Other:

Channel partners

• Principal Accountabilities
• Book,Journals Promotions, visiting faculties at various Universities and Institution for generations of order and demand
• Handle local compliance
• Branding & Promotion
• Sales force log in regularly and also to ensure that each team member enters daily / (if any) weekly all activities in SF
• Share monthly reports - Internal and external market changes and scenario
  
  

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
• Operating Environment:
  
  

Sales driven environment

Geographically the spread for Central and state Universities, Govt and Pvt Institutions and Deemed Universities

• Framework & Boundaries:
  
  

Sales, Distibutors, 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 CUP governance structure and standards.

Working with enambling services such as customer service etc

• Organisation:
  
  

Academic

• Relationships
• Subordinates:
  
  

Frequent communication with reporting manager & colleagues.

• Superior(s):
• Other Contacts:
  
  

Within The Company

Maintaining a regular and close contact with ELT and Education Sales

Outside The Company

Meeting distributors, authors, industry peers and other stakeholders periodically. Conduct book exhibitions and displays, author workshops.

• Knowledge and Experience
• Must have a minimum of 5 years of experience in Adacemic Publishing or Digital products business on the sales side
• A post graduation degree/diploma in marketing prefrred from a institute of repute
• Must have managed annual sales budgets and collections comparable in scale to academic verticals India budgets.
• 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 cycle
• A track record of fueling business growth will be an added advantage
• Sound Business Acumen and problem solving abilities
• Working knowledge of MS office
• Positive thinker and can work on deadlines
• Job Challenge(s):
  
  

Fierce competition with comparable publishers in education space, MNCs who've been operating for longer than CUP in the region as well as local strong players with credible presence in the academic space

Building reach in higher academic institutions spread across geographies

Lack of future business visibility (of actual sales) in distributor led sales model prevalent in Indian/South Asian market

Discount driven market leading to compromise on GMs and profitability

Academic segment is very unorganised in the region. Difficult to compete with distributor.

CUP, recently, has undergone many policy changes to evolve into a more robust, compliant and good governance organisation. However, convincing customers to adhere to policies and work with us within the new guidelines framework has presented few challenges.