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

• Revenue generation and management of cost of sales for the Academic vertical
• Creation and Tracking of Sales and Collections: Budget & Achievement (variance if any to be tracked)
• Development and execution of Sales Plan in alignment with the CUP&A India and Vertical's (Including promotions and reach agenda) in alignment with the CUP&A India
• Develop and support sales function effectively and ensuring sales capability building for the vertical in India
• Explore new business models / new business opportunities keeping pace with the changing market dynamics.
• Bring market insights to the product team to curate right offerings and solution for the customer
• Strategic Account Management

PRINCIPAL ACCOUNTABILITIES

• Revenue responsibility ranging between INR 80 million to 140 millions
• Managing the team size of 2 to 5 people
• Strategic account management with solution selling approach
• Achieve budgeted result within operating expenditure limits
• Increase sales by identifying and pursuing new opportunities as well as developing existing business in specified territories
• Drive customer engagement
• Coach and guide the sales team
• 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
• Implementations of the organizational processes and business tools
• Meet objectives as agreed with line manager

KNOWLEDGE & EXPERIENCE

• Post-graduate in sales / business management or related field will be preferred
• Must have a minimum of 10+ years of experience in higher academic Publishing or e-products business on the sales side
• Must have good track record of managing annual sales budgets and collections.
• Should have sales management experience in Academic / EdTech Market in India
• 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
• Should have planning and execution capabilities
• Should have good business presentation and negotiation skill
• Positive thinker and can work on deadlines
• Should be collaborative

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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