ob Purpose
ü To support Cambridge University Press India's sales & business development initiatives within the Academic & Research division for Eastern Region including North-East and Bangladesh

ü Driving sales and revenue generation of Academic & Research's product portfolio comprising of Print Books, e-Journals and eBooks as well as other solutions within an assigned territory of East India

ü Accurate Forecast and Projections – Sales & Collections. Monitoring the same against annual budgets and keep a track of variance (if any)

ü Execution of sales plan – including product promotions, coverage and customer engagement in alignment with the Cambridge India

ü Support sales function effectively and ensuring sales capability building for the vertical in India

Dimensions
Financial:

To achieve print budget of 30 million INR with an overall GM 1 of 55%. To achieve GBP 250k for Journals and USD 250k for e-Books

Staff:

2 to 3 Direct Reportees

Other:

50-75 Channel partners and over 100 institutions

Principal Accountabilities
Achieve budgeted results within operating expenditure limits
Increase sales by identifying and pursuing new opportunities as well as developing existing business in specified territories
· Ensure smooth renewals and a customer retention of 90%

· Regularly interacting and interfacing with prospective as well as existing customers for product pitching, promotions, adoption and training.

· Understanding customer needs and providing customised solutions with a strategic account management approach

· Develop and manage a strong sales pipeline with regular updating and monitoring on Salesforce.com

· Provide accurate monthly sales forecasts and submit reports to the Sr. Manager and Business Head – Academic

· Build and maintain relationship with key accounts in the region. Create and execute sales promotional plan including organising book exhibitions

· Keep track of the institutional funds and budget, and potential sales opportunities along with an eye on competition.

· Strengthen relationships with distributors and channel partners and maintain sustainable business

· Work closely with Sr. Manager – Marketing and Business Development and Marketing team for market development, driving customer engagement and enhancing the usage.

· Ensure payment collection from assigned channel partners and institutes

· Travel through the region carrying out customer visits as required in support of sales team members

· Acquiring and maintain thorough knowledge of Press products and their marketability through active participation at conferences & book exhibitions

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