Job Description

Job Title- Territory Manager - West (Academic)

Reports To- Regional Manager Sales – North (Academic)

1. Job Purpose

• Drive Revenue for the academic vertical in West India
• Create and track sales and collection budgets, monitoring achievements and variances.
• Implement the sales plan in alignment with CUP India's objectives and promotional strategies.
• Support the sales function and enhance sales capacity within the vertical in India.

2. Dimensions

• Financials- Generate revenue as an individual contributor for domestic books, imports, journals, and eBooks.
• Staff- No Direct Reportees
• Other- Engage with channel partners to ensure supply chain and order fulfilments

3. Principal Accountabilities

• Promote books and journals and engage with faculty at universities and institutions to drive orders and demand.
• Ensure compliance with local regulations.
• Oversee branding and promotional activities.
• Regularly update the sales force system and ensure team members log activities daily or weekly.
• Prepare and share monthly reports on internal and external market conditions and changes.

Additional Duties

You may be required to perform additional duties as reasonably requested by your immediate manager or a senior director.

Press Policies and Procedures

You are expected to adhere to all Press policies and procedures as outlined in your employment contract and the Staff Handbook, including but not limited to the Code of Ethics, Anti-Bribery and Corruption, Health and Safety, Email and Internet Use, and Standards of Behaviour.

4. Context

• Operating Environment
• Sales driven environment
• Geographically the spread for Central, State and private Universities, Govt and Pvt Institutions, Deemed Universities
• 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 CUP governance structure and standards.
• Working with enabling services such as customer service etc
• Organization: Academic

5. Relationships
6. Subordinates: Frequent communication with reporting manager & colleagues.
7. Other Contacts

With the company: Maintaining a regular and close contact with ELT and Education Sales Teams.

Outside the company: Regularly meet with distributors, authors, industry peers, and other stakeholders. Conduct book exhibitions, displays, and author workshops.

6. Knowledge and Experience

• Minimum of 8 years of experience in academic publishing or digital products sales.
• Post-graduate degree or diploma in marketing from a reputed institute preferred.
• Experience managing annual sales budgets and collections
• Proven sales management experience in the Indian academic market.
• In-depth knowledge of the Indian academic market.
• Experience in a matrix organization is advantageous.
• Ability to manage the sales cycle effectively.
• Demonstrated track record of driving business growth.
• Strong business acumen and problem-solving skills.
• Proficiency in MS Office.
• Positive attitude with the ability to meet deadlines

7. Job Challenges (s):

• CUP faces fierce competition from comparable publishers in the education space, multinational companies (MNCs) that have been operating in the region for longer, as well as strong local players with a credible presence in the academic sector
• Building reach in higher academic institutions spread across the territory
• 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 profitability
• CUP has recently undergone many policy changes to evolve into a more robust, compliant, and well-governed organization. However, convincing customers to adhere to these policies and work with us within the new guidelines framework has presented a few challenges.