Territory Manager

Key Responsibilities
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.