National Sales Manager - Education (K-12)

We are Cambridge University Press & Assessment, a world-leading academic publisher and assessment organisation, and a proud part of the University of Cambridge. We are focused on meeting the needs of our learners, authors, and customers by bringing research, teaching, learning and assessment together.

Job Purpose

As a National Sales Manager, individual will lead sales function and ensure capability building across levels for the vertical in India. Develop and groom the sales team into a high-performance unit and promote cross-selling culture across team. Effectively manage the overall sales objectives, goals, and revenue of the vertical.

• To establish a strong presence in L2 and L3 schools, with special emphasis on increasing engagement thus, closely review the KAM team.
• Plan and put in action steps to meet and exceed budgets.
• This role demands hard core sales business.
• Require someone who can drive very effective execution, operational efficiency and bring maximum profitability to the business.
• Play active role in new product introductions, product rationalizations and pricing review.
• Review with sales team and distributors monthly sales (vs. yearly target, by product)
• On the job training and coaching of the sales team and ensure up to date knowledge levels on our own products as well as competitive information
• Forecast planning. Creation and tracking of sales and collections: budget & achievement (variance if any to be tracked with valid reasons/justifications)
• Creation and execution of sales plan and strategy (Including promotions and reach agenda) in alignment with CUPA India

Principal Accountabilities

• Accountability of overall top-line, bottom-line, revenue generation and cost of sales for the business
• To increase collaborations with L2, L3 group of schools.
• Support Business head in developing local publishing plan and design product plan by providing inputs related to local market needs & segment.
• Work closely with K 12 team on these HVO customers.
• Have in-depth product knowledge across K 12 and Cross sales products.
• Propose Cambridge suite of products to these customers, evaluate the best fits and pitch relevant product offerings.
• Prepare the annual sales budget category wise for international products, local, special projects etc. and achieve those targets with the team.
• Track and analyse current and past sales trends to analyse the sales numbers and cost of sales to ensure achievement
• To ensure training & development for the sales team in coordination with HR to improve productivity, lower attrition and for retention of key members.
• Ensure that the sales team devises effective sales plans for upcoming sales season and help them execute those efficiently for maximum traction.
• Support sales team to identify and explore new opportunities, efficient planning through optimal inventory levels for timely order fulfilment by working closely with operations and customer service teams
• Monitor and control travel, marketing, and freeze (free sample) expenses
• Sales top line and gross margin collection for K12 vertical in India
• Driving business through sales/business analytic, effectively leveraging the CRM data
• Regular flow of information within sales team to keep them abreast of the current policies and procedures to be followed and adhered to in sync with the press's management
• 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
• Working closely with Finance and credit management to ensure the required authentic data of the customer base and the team understanding the importance of implementation of finance policies and procedures
• To work with Finance & operations for execution of orders and ensuring collections.
• Develop/Retain and increase the current set of existing business and expand reach in specific regions in alignment with organisation strategy.
• Monitor performance indicators, highlight trends and analyse causes of unexpected variance, use the same to create and refine strategies for the vertical/region specific accounts.

Knowledge & Experience

• Must have min 15 – 20 years of experience into Sales, Business Development & Key Business Account Management in Education Publishing or Digital product industry.
• Looking for a multitasker – who can manage big teams, can understand & penetrate the product in the market and can simultaneously run large transactional business of 100-120 crores.
• Very strong Leadership & Management skills – need someone who can push boundaries and can challenge the conventional ideas as well as drive the changes while taking their team along.
• Must have managed annual sales budgets and collections comparable in scale to verticals India budgets.
• Should have sales management experience in Education Market in India at a senior level.
• Should have sound knowledge of the Indian business markets related to the K12 markets.
• Experience of working in a matrix organization and track record of fuelling business growth will be an advantage.
• Should have an ability to lead and manage sales with sound business acumen and problem-solving abilities.
• Should be compliant and legal while delivering business and should follow the integrity.
• Positive thinker and can work on deadlines.
• Should possess excellent written and verbal communication with a good team management skill.

Cambridge University Press & Assessment is committed to being a place where anyone can enjoy a successful career, where it's safe to speak up, and where we learn continuously to improve together. We welcome applications from all candidates, regardless of demographic characteristics (age, disability, educational attainment, ethnicity, gender, marital status, neurodiversity, religion, sex, and sexual identity), cultural, or social class/background.

We believe that diversity of thought, background, and approach create better outcomes. More importantly, fostering an inclusive culture is the right thing to do, and it's part of how we achieve our purpose: to contribute to society through the pursuit of education, learning and research at the highest international levels of excellence. Ensuring that anyone, no matter who they are, feels they belong here is an essential part of who we are and the contribution we make to society, and to our planet.

To enable an environment which our people can thrive in, our customers benefit from, and where work complements life, we empower everyone to manage their time and capacity, and to prioritise their wellbeing. That's why from day one everyone at Cambridge University Press & Assessment can discuss flexible working options to find the best solution for them and their role.

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