At a Glance
- Tasks: Drive revenue growth and manage sales across academic publishing in your territory.
- Company: Join a leading academic publishing company with a focus on innovation.
- Benefits: Competitive salary, flexible working options, and opportunities for professional development.
- Other info: Dynamic role with significant autonomy and career advancement potential.
- Why this job: Make a real impact in the academic sector while building valuable relationships.
- Qualifications: 8+ years in academic publishing sales and a postgraduate degree preferred.
The predicted salary is between 50000 - 60000 £ per year.
Purpose of the role
- Revenue generation and cost of sales for the academic vertical in India
- Creation and Tracking of Sales and Collections: Budget & Achievement (variance if any to be tracked)
- Execution of Sales Plan in alignment with the CUP India and Vertical's (Including promotions and reach agenda) in alignment with the CUP India
- Support sales function effectively and ensuring sales capacity building for the vertical in India
Key accountabilities
- Promotion of Print Book, eBook & Journals
- Coverage of academic institutions for demand generation and follow-up for orders
- Drive new business acquisition while growing existing institutional accounts
- Track and manage sales pipeline to ensure predictable closures
- Handle local compliance
- Branding & Promotion
- Log in to Salesforce regularly and ensure all activities are recorded daily (and weekly, where applicable)
- Share monthly reports – internal updates as well as external market changes and trends
- Own and deliver territory-wise revenue targets and achievement against budget
- Build and maintain relationships with key stakeholders (librarians, faculty, Deans, procurement teams)
- Ensure timely collections and monitor outstanding payments within the territory
- Develop and execute a structured territory plan aligned with business priorities
- Maintain accurate forecasting and pipeline hygiene for better visibility and planning
Key relationships (internal and external)
Internal: Frequent communication with reporting manager, colleagues and cross functional teams in the vertical. External: Meeting Channel Partners, Faculty Members, Librarian, Authors, Industry peers and other stakeholders periodically. Conduct Book exhibitions and displays, User Awareness Workshops, and other engagement activities. Responsibilities- The Territory Manager is responsible for driving revenue growth and market presence within the assigned region by executing sales across print, digital, and journal portfolios. The role directly impacts business performance through achievement of sales targets, pipeline development, and conversion of institutional opportunities, while ensuring strong customer relationships and retention. The role also contributes to demand generation, brand visibility, and market insights, supporting strategic decisions and effective positioning of offerings. Responsibility for collections and compliance ensures financial discipline and risk control. In the absence of this role, the business would face reduced market coverage, weaker customer engagement, and loss of revenue opportunities, along with limited visibility into pipeline and market dynamics. The role is also critical in supporting internal teams (product, marketing, leadership) through on-ground execution and insights, making it an essential link between strategy and delivery. Decisions and Recommendations The Territory Manager independently manages day-to-day sales execution within the assigned territory, including account prioritization, pipeline management, and customer engagement strategies. The role makes decisions on opportunity qualification, follow-ups, and pricing discussions within defined guidelines to drive closures. The job holder also develops and executes territory plans and coverage strategies to maximize revenue outcomes, while providing recommendations on market opportunities, customer needs, and competitor insights. While overall strategy is guided by leadership, the role operates with significant autonomy in translating plans into on-ground execution and results.Essential knowledge
- Strong understanding of the academic publishing and digital products landscape in India
- Sound knowledge of institutional sales processes and procurement systems within academic institutions
- Awareness of market dynamics, competitor offerings, and pricing trends in the academic segment
- Good understanding of sales planning, pipeline management, and forecasting principles
- Familiarity with compliance requirements and business practices in assigned territories
- Working knowledge of CRM tools (e.g., Salesforce) and MS Office applications
Essential skill(s) & experience
- Minimum 8+ years of experience in academic publishing or digital products sales
- Postgraduate degree/diploma in Marketing or related field (preferred from a reputed institute)
- Proven experience in managing sales budgets and collections of a comparable scale
- Demonstrated experience in sales management within the academic market in India
- Strong ability to manage the end-to-end sales cycle (lead generation to closure)
- Track record of driving business growth and achieving revenue targets
- Strong business acumen and problem-solving skills
- Ability to work in a matrix organization and collaborate across teams
- Excellent relationship management and stakeholder engagement skills
- Strong communication and negotiation abilities
- Ability to work under deadlines with a proactive and positive approach
Key competencies (values or organisational values)
Integrity & Accountability – Acts with honesty and transparency; takes ownership of commitments, compliance, and business outcomes Customer Commitment – Demonstrates a strong focus on understanding and meeting the needs of academic stakeholders Collaboration & Inclusivity – Works effectively across teams and functions, valuing diverse perspectives in a matrix environment Ownership & Drive (Achieving) – Takes proactive responsibility for delivering results and consistently strives to exceed targets Trust & Relationship Building – Builds credibility and long-term trust with internal and external stakeholders Adaptability & Resilience – Remains agile and solution-oriented in a dynamic and evolving market environmentKey competencies (functional)
Sales & Negotiation Skills – Strong ability to drive conversations, position value, and close institutional deals Territory & Account Management – Ability to plan, prioritize, and effectively manage a defined territory and key accounts Pipeline & Forecast Management – Maintains strong pipeline discipline, ensuring accurate forecasting and visibility Business & Commercial Acumen – Understands market dynamics, pricing, and revenue levers to drive growth Relationship Management – Effectively engages with senior stakeholders (librarians, faculty, Deans, procurement teams) Market Intelligence & Insight Generation – Gathers and applies competitive and customer insights to inform strategy Execution & Planning – Strong ability to translate plans into actionable outcomes with consistent follow-through CRM & Data Management – Maintains high standards of Salesforce hygiene and leverages data for decision-makingKey competencies
- Achieving
- Inspiring
- Inclusive
- Trusted & trusting
- Confidence with humility
Territory Manager employer: Cambridge University Press & Assessment
As a Territory Manager at our company, you will thrive in a dynamic work culture that prioritises integrity, collaboration, and customer commitment. We offer competitive benefits, opportunities for professional growth, and the chance to make a meaningful impact in the academic publishing sector across vibrant locations like Pune, Ahmedabad, and Jaipur. Join us to be part of a team that values your contributions and supports your career aspirations.
Contact Details:
Cambridge University Press & Assessment Recruitment Team
StudySmarter Expert Advice🤫
We think this is how you could land Territory Manager
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Territory Manager at Cambridge University Press & Assessment, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Cambridge University Press & Assessment. Tailor your message to explain why you’re drawn to them and how you can contribute as a Territory Manager. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Territory Manager
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Cambridge University Press & Assessment:When writing your cover letter, make sure to tailor your message specifically for Cambridge University Press & Assessment. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Cambridge University Press & Assessment
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Cambridge University Press & Assessment that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Cambridge University Press & Assessment that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Cambridge University Press & Assessment’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
