Job Description

JOB PURPOSE

• Revenue generation and cost of sales for the Academic vertical in West India
• Creation and Tracking of Sales and Collections: Budget & Achievement (variance if any to be tracked)
• Execution of Sales Plan in alignment with the Organisation and Vertical's (Including promotions and reach agenda) in alignment with the Organisation.
• Support sales function effectively and ensuring sales capability building for the vertical in India

DIMENSION

Financial

To achieve target with the team/without team for all the domestic/Special Projects/overall threshold of 86.96%, and for journals and e-Books

Staff

2-5 direct reportees

Other

650 - Channel partners and 50-70 institutions

PRINCIPAL ACCOUNTABILITIES

• Achieve budgeted result within operating expenditure limits

• Increase sales by identifying and pursuing new opportunities as well as developing existing business in specified territories

• Work with relevant Sales and Marketing colleagues to identify and exploit key promotional opportunities for product in relevant channels

• Create and execute sales promotional plan each season

• Maintain business of specified trade accounts

• Develop and execute strategies for institutional adoption sales

• Negotiate and implement promotional deals

• Following-up activities and closing sales

• Develop and maintain good relationships with new and existing customers

• Travel to the region carrying out customer visits as required in support of my sales colleagues

• Acquiring and maintain thorough knowledge of Press products and their marketability through active participation at conferences, books display, exhibitions

• Work together as a team supporting the sales colleagues and sharing information

• Work with Sales Support staff, Customer Services and Credit Management to ensure timely follow-up of orders and queries

• Accurately maintain and manage the customer database, sales pipeline and expenditure

• Working to improve on existing systems

• Meet objectives as agreed with line manager

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

(a) Operating Environment:

Sales driven environment, Geographically the spread for Central Universities, State Universities, Deemed Universities, Institutions both Govt and Private Central and State Libraries

(b) Framework & Boundaries:

Sales, Distributors, 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 organisation governance structure and standards.

Working with enabling services such as customer service etc

Relationships

(a) Subordinates: Frequent communication with reporting manager & immediate reportees if any.

Periodic catch-up sessions with direct reportees if any for support, motivation and conflict/issue resolutions.

(b) Superior(s): Business Head, Academics

(c) Other Contacts:

Within the company Maintaining a regular and close contact with rest of the regional teams, Marketing, Editorial team, operations teams and ELT and Education teams

Outside the company Meeting distributors, authors, industry peers and other stakeholders periodically.

KNOWLEDGE

• Must have a minimum of 10+ years of experience in higher academic Publishing or e-products business on the sales side

• Must have managed annual sales budgets and collections.

• 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, teams.

• A track record of fueling business growth will be an added advantage

• Sound Business Acumen and problem-solving abilities

• Positive thinker and can work on deadlines