Job Title: Territory Manager
Department: Sales
Job Purpose:
- Primary Objective: Promote educational publications, secure textbook prescriptions in school booklists, achieve annual revenue targets, and ensure smooth stock availability via distributors.
- Key Focus Areas: School outreach, sample copy distribution, principal/teacher relationship management, order generation, and distributor/dealer network coordination.
Key Responsibilities:
School Promotion & Relationship Management
- Stakeholder Engagement: Build and maintain strong, ongoing relationships with Principals, School Directors, Academic Coordinators, Heads of Departments (HODs), and Subject Teachers.
- Curriculum Alignment: Understand school board dynamics and pitch textbooks, digital learning solutions that fit their curriculum.
- Presentations & Sample Distribution: Conduct product demonstrations, pitch sessions, and distribute evaluation/sample copies to decisionmakers during the pre-session book selection cycle.
- Workshops: Organize teacher orientation workshops,
Sales & Order Generation
- Booklist Finalization: Follow up continuously during the school's book-selection window to ensure the publisher's titles are included in the official annual student booklist.
- Target Achievement: Drive primary and secondary sales to meet or exceed annual territorial targets.
- Lead Generation: Identify new schools, expand the institutional customer base, and recover lost accounts within the assigned territory.
Distributor & Channel Management
- Distributor Relations: Coordinate with local booksellers, stockists, and regional distributors to ensure smooth inventory stocking ahead of the academic session.
- Order Execution: Relay school orders to distributors, track dispatch from warehouses, and prevent stock-outs or delays during peak back-to-school season.
- Payment Collection: Follow up with distributors and booksellers to ensure timely realization of payments and credit control.
Reporting & Market Intelligence
- Daily Reporting: Maintain Daily Sales Reports (DSR), visit logs, and CRM/sales tracking sheets.
- Competitor Tracking: Gather market intelligence on competitor pricing, discounts, sample distribution strategies, and newly adopted titles.
Compliance & Logistics:
- Ensure compliance with export regulations, documentation, and international trade laws.
- Liaise with logistics partners to ensure timely and cost-effective delivery of products.
