Territory Manager

SVKM's Narsee Monjee Institute of Management Studies (NMIMS); Delhi; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

NMIMS seeks a seasoned sales and channel leader to drive enrolment targets across a defined territory. You will manage AEP partners, coach counsellors, and ensure compliance with university policies while aligning with marketing and operations teams.

The role emphasizes CRM proficiency, data-driven planning, and ongoing partner enablement to optimize revenue and student intake. A strong track record in edtech or education services is advantageous.

Qualifications

• Strong communication and negotiation skills.
• Proven track record of meeting sales targets.
• Experience in education/training sectors is preferred.

Responsibilities

• Manage Authorized Enrollment Partners (AEPs) within the territory to hit enrolment and revenue targets.
• Build relationships with AEP owners and counsellors to drive performance and growth.
• Provide regular training to AEP teams on product knowledge, admissions, CRM, and compliance.
• Ensure adherence to policies, pricing, and channel norms across AEP operations.
• Develop territory business plans with AEPs to achieve monthly and annual goals.
• Drive new student acquisition, re-registration, and fee collection through partner engagement.
• Track AEP sales performance, identify gaps, and implement corrective actions.
• Support AEP marketing activities to strengthen the enrolment pipeline.
• Resolve AEP issues, channel conflicts, and operational challenges promptly.

Skills

Sales leadership

Channel management

CRM experience

Team leadership

Analytical skills

Communication skills

Education

Master's degree in Business Administration, Marketing, Finance, or related field

Tools

CRM software

Job description

Key Responsibilities

• Manage Authorized Enrollment Partners (AEPs) within the assigned territory to achieve student enrolment and revenue targets.
• Build and maintain strong relationships with AEP owners and counsellors to drive performance and ensure sustained business growth.
• Provide regular training and mentoring to AEP teams on product knowledge, admission processes, CRM systems, and compliance protocols.
• Ensure adherence to university policies, pricing structures, and channel engagement norms across all AEP operations.
• Develop and execute territory-level business plans in collaboration with AEPs to achieve monthly and annual enrolment and revenue goals.
• Drive new student acquisition, re-registration, and fee collection through active partner engagement and sales enablement strategies.
• Track and evaluate AEP sales performance; identify gaps and implement corrective measures to improve conversion and productivity.
• Support AEP-led marketing activities such as education fairs, local activations, and lead generation campaigns to strengthen the enrolment pipeline.
• Resolve AEP-related issues, channel conflicts, and operational challenges promptly to ensure business continuity.

Channel Management & Business Development

• Manage Authorized Enrollment Partners (AEPs) within the assigned territory to achieve student enrolment and revenue targets.
• Build and maintain strong relationships with AEP owners and counsellors to drive performance and ensure sustained business growth.
• Provide regular training and mentoring to AEP teams on product knowledge, admission processes, CRM systems, and compliance protocols.
• Ensure adherence to university policies, pricing structures, and channel engagement norms across all AEP operations.

Sales & Revenue Growth

• Develop and execute territory-level business plans in collaboration with AEPs to achieve monthly and annual enrolment and revenue goals.
• Drive new student acquisition, re-registration, and fee collection through active partner engagement and sales enablement strategies.
• Track and evaluate AEP sales performance; identify gaps and implement corrective measures to improve conversion and productivity.
• Support AEP-led marketing activities such as education fairs, local activations, and lead generation campaigns to strengthen the enrolment pipeline.
• Resolve AEP-related issues, channel conflicts, and operational challenges promptly to ensure business continuity.

Market Analytics and Operational Efficiency

• Analyze market potential, student profiles, and competitor activities to identify growth opportunities and optimize partner strategy.
• Maintain accurate reports on territory performance, sales pipeline, lead conversion, and revenue forecasts for management review.
• Coordinate with Head Office and cross-functional teams to ensure seamless operations, process compliance, and partner satisfaction.
• Ensure AEPs operate within contractual and compliance frameworks defined by the University.

Cross-functional Collaboration

• Work closely with internal departments such as Academics, Marketing, Operations, Product, and Finance to resolve issues affecting AEP performance and student onboarding.
• Share market insights, student feedback, and competitor intelligence with management to support product and marketing strategies.

Team Management

• Lead a team of 4-5 Sales Associates, providing direction, performance monitoring, coaching, and development support.
• Set clear performance goals for the team, track progress, and ensure achievement of individual and collective enrolment targets.
• Motivate and guide the team to maintain service quality, timely follow-ups, and accurate CRM updates.
• Provide functional oversight to AEP counsellors and sales staff indirectly to ensure consistency in student counselling and partner operations.
• Foster a collaborative and high-performance culture within the team aligned with institutional objectives.

Dimensions

Manage team of 4 to 6 Sales Associates (<150 frontline team)

• Has overall responsibility for the territory budget and achieve revenue target.
• This position will require extensive travel in assigned geographical area.

Requirements- Skills & Competencies

• Assertive, self-driven personality with excellent verbal & written communication skills
• Proven track record of meeting Sales Goals
• Strong analytical skills and market intelligence
• Ability to work under pressure and prioritize tasks
• Analytical abilities preferably with hands-on experience on a CRM.
• Team Building & People Management.
• Strong work ethic and ability to work well with minimal supervision

Requirements- Education & Work Experience

• Preferred to have Master's degree in Business Administration, Marketing, Finance, or related field
• Proven experience of 8 to 12 years of work experience in sales and channel management, preferably from Education/ Training, BFSI, Real estate, Telecom, Retail or consumer goods & services, new age industries
• Exposure to Distance/Online Education/ Edtech Sector will be added advantage.