Area Sales Manager - Education/Teaching/Training

- Area Sales Manager

Key Job Responsibilities :

1. Territory Planning& Sales Budgets

2. Selection of People

3. Monitoring Performance

4. Team Development/Team Building

5. Devise and executive effective Sale Promo Strategies and Systems

Activities below :

Key Responsibilities :

1. Territory Planning & Sales Budgets

- Collect, segregate, manage & update customer data

- Plan Organizational Structure

- Assign territories to TSIs adopting a balanced approach considering geography & potential

- Expenses Budget Planning

2. Selection of People

- Select Quality people for TSI position with prior approval and make sure that proper Induction takes place

- Ensure timely appointments against vacancies and/or new posts, if any

- Plan for retention of Quality TSIs

3. Monitoring Performance

- Define and clearly communicated performance targets

- Establish two-way communication by viewing performance regularly and give quality feedback

- Prepare actions plans for deviating from performance norms& implement

4. Team Development/Team Building

- Develop TSIs through on-the-job training, roll modelling, coaching and apt feedback

- Address non-performance related issues and initiate appropriate corrective actions

- Implement norms for disciplined work habits and to ensure high standard of integrity & ethical practices with beliefs at eSense

- Achieve targets of territory/customers assigned to you individually to demonstrate ability to achieve result through effectively managing others

5. Devise and executive effective Sale Promo Strategies and Systems

- Train TSIs Product Knowledge including features, benefits, strategy, systems, service by enhancing your own; conduct activities like mock calls, product quiz, to keep checking improvements

- Ensure that team uses resources provided to them fully to achieve demo targets

- Demonstrate products/services to Key decision makers including School Principals, Trustees, Teachers and Students at right time

- Prepare and execute approved sales strategies/go-to-market plans in regard to coverage, pricing, discounts, supplies, promo events and after sales services

- Arrange and attend demos/presentations to Key accounts, group of schools (sansthas)

- Train TSIs on how to focus on theme (product features & benefits) more than the scheme (pricing & discounts)

- Instructs subordinates to adequately inform you about the ongoing deals & advise them as required; attend At-Risk customers personally and take corrective actions

- Ensure that CCEs provide effective and efficient after sales service; actively involving yourself in all the issues pertaining to training needs of customers, technical support, product information, reports & analysis, etc. as and when required by the customer

- Conduct Customers Satisfaction/User Experience Surveys as per norms through the team

- Ensure that all the terms and conditions enlisted in the quotations given to customers are fulfilled by sales team and the customer

- Regularly communicate with customers for payment collections and ensure that payments are collected on time as committed by team members

- Plan and implement Marketing Relationship strategy

6. Analysis for Data for Decision Making

- Maintain records of following, check/analyze the same, give feedback and take appropriate corrective actions.

i. KYC Data

ii. Quotations

iii. PO

iv. Commissions

v. Invoices

x. Visit Reports

xi. TSI wise weekly, monthly, quarterly, yearly& cumulative sales performance sheets

xii. TSI wise Order Pipeline Charts

7. Provide best customer Services

- Check copies of Pos, ensure that norms are followed, and instruct CCEs to take actions on delivery & service part

- Keep on coordinating with CCEs regularly to ensure proper onboarding (installation/downloads/teachers' training), provide efficient service to the clients, provide updates, etc.

i. all customer queries & requests

ii. escalating pain points of customers

iii. changing needs of customers (schools, teachers, parents, students)

8. Achievement of Efforts and Result Oriented Targets

- Give efforts related targets to TSIs and take accountability for the same, that includes, coverage, calling, demo, renewals, new customers, sales value targets, growth targets, collection targets, etc.

- Achieve & exceed monthly, quarterly and yearly sales targets and share figures/reports with immediate superior

- Submit KRA-Achievements for the entire team at the end of each Sales Cycle/year to your immediate superior for review

- Ensure that team maintains laptops, sales bags, uniforms, etc. provided by company for optimum usage and report requirements if any

- Report local news, events & government circulars pertaining to education and edTech industry

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