Regional Business Development Manager - North

Company Overview<\/span><\/span><\/b><\/span><\/span>
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India Market Entry (IME)<\/span><\/span><\/b><\/span><\/span> \u2013 www.indiamarketentry.com<\/a><\/span><\/span><\/span><\/span>
<\/span><\/span><\/span><\/span>Company Overview :<\/span><\/span><\/b><\/span><\/span>India Market Entry (IME) is a boutique consulting firm specialising in assisting global education stakeholders to navigate India\u2019s vibrant education sector. IME\u2019s core competency is strategic business development.<\/span><\/span><\/span><\/span><\/p>

Vision: <\/span><\/span><\/b><\/span><\/span>We strive to make global education accessible in India.<\/span><\/span><\/span><\/span>
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Mission: <\/span><\/span><\/b><\/span><\/span>To assist our clients with ROI\-driven India market entry strategy and expansion solutions.<\/span><\/span><\/span><\/span>
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Through the proprietary 4ME Framework™ (Strategy Development → Marketing Asset Development → Sales Discovery → Scale), IME represents a portfolio of 30+ global education brands\u2014spanning EdTech, publishing, STEM, early years, and teacher development\u2014and facilitates their establishment, scaling, and sustained presence in India.<\/span><\/span><\/span><\/span>
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IME operates a dual\-sided marketplace backed by a network of 83,000+ educational institutions, 100,000+ edupreneurs, and 11,000+ large corporates. The organisation serves clients from the UK, US, Europe, Australia, and the Middle East through a fully remote team based across India.<\/span><\/span><\/span><\/span>
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Service Lines: <\/span><\/span><\/b><\/span><\/span>360° Business Development Solutions, Strategic Partner Search, International University Services, and Knotral Trainings (trainer\-led live events for educators and resellers).<\/span><\/span><\/span><\/span>
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Role Overview<\/span><\/span><\/b><\/span><\/span>
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We are looking for a strategically driven Regional Business Development Manager who can expand business in the assigned territory through structured channel development, institutional acquisition, and a strong consultative selling approach.<\/span><\/span><\/span><\/span>
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This role is not transactional. The RBDM is expected to diagnose school needs, align solutions to institutional priorities, and build long\-term value\-based partnerships with Channel Partners and Schools.<\/span><\/span><\/span><\/span>
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Key Responsibilities<\/span><\/span><\/b><\/span><\/span>
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1. Channel Development & Management (Consultative Partner Enablement)<\/span><\/span><\/b><\/span><\/span>
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• Identify and appoint suitable Channel Partners and Resellers based on market mapping<\/span><\/span><\/span><\/span>
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• Evaluate partner capability, territory strength, and alignment with solution portfolio<\/span><\/span><\/span><\/span>
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• Onboard and enable partners through consultative sales training and value\-based positioning<\/span><\/span><\/span><\/span>
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• Conduct joint sales visits using consultative discovery frameworks<\/span><\/span><\/span><\/span>
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• Maintain long\-term strategic relationships with Channel Partners<\/span><\/span><\/span><\/span>
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• Guide partners in needs analysis, stakeholder mapping, and solution presentation<\/span><\/span><\/span><\/span>
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• Monitor partner pipeline and revenue performance<\/span><\/span><\/span><\/span>
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  2. Institutional Acquisition (Consultative Institutional Selling)<\/span><\/span><\/b><\/span><\/span>
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  • Acquire Chain Schools, International Schools, and Targeted Institutions<\/span><\/span><\/span><\/span>
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  • Conduct structured discovery meetings with Principals, Directors, and Management<\/span><\/span><\/span><\/span>
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  • Understand institutional pain points (academic outcomes, NEP alignment, differentiation, implementation challenges, etc.)<\/span><\/span><\/span><\/span>
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  • Position solutions based on school goals rather than product features<\/span><\/span><\/span><\/span>
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  • Develop customized proposals aligned to school priorities<\/span><\/span><\/span><\/span>
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  • Lead negotiations and close strategic partnerships<\/span><\/span><\/span><\/span>
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    3. Revenue & Target Management<\/span><\/span><\/b><\/span><\/span>
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    • Achieve quarterly and annual regional revenue targets<\/span><\/span><\/span><\/span>
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    • Build and maintain a strong consultative sales pipeline<\/span><\/span><\/span><\/span>
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    • Maintain disciplined CRM updates with detailed discovery insights<\/span><\/span><\/span><\/span>
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    • Forecast revenue based on realistic consultative stage progression<\/span><\/span><\/span><\/span>
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    • Ensure healthy conversion ratios through value\-driven selling<\/span><\/span><\/span><\/span>
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      4. Relationship Management<\/span><\/span><\/b><\/span><\/span>
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      • Build long\-term strategic relationships with school leadership<\/span><\/span><\/span><\/span>
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      • Maintain continuous engagement with Channel Partners and Resellers<\/span><\/span><\/span><\/span>
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      • Act as a solution advisor rather than a product seller<\/span><\/span><\/span><\/span>
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      • Ensure alignment between institutional expectations and internal delivery teams<\/span><\/span><\/span><\/span>
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      • Support retention and renewal through ongoing consultative engagement<\/span><\/span><\/span><\/span>
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        5. Market Intelligence & Strategic Insights<\/span><\/span><\/b><\/span><\/span>
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        • Track competitor positioning and solution strategies<\/span><\/span><\/span><\/span>
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        • Identify emerging academic or policy\-driven opportunities<\/span><\/span><\/span><\/span>
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        • Share structured insights to refine GTM and solution positioning<\/span><\/span><\/span><\/span>
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        • Recommend regional strategy improvements based on consultative field feedback<\/span><\/span><\/span><\/span>
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          Requirements<\/h3>

          Educational Qualification<\/span><\/span><\/b><\/span><\/span>
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          • Graduate in Business, Marketing, Education, or related field<\/span><\/span><\/span><\/span>
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          • MBA preferred<\/span><\/span><\/span><\/span>
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            Experience<\/span><\/span><\/b><\/span><\/span>
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            • 10+ years of experience in B2B, Channel, or Institutional Sales<\/span><\/span><\/span><\/span>
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            • Experience in Education / EdTech preferred<\/span><\/span><\/span><\/span>
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            • Demonstrated experience in consultative selling and solution\-based sales<\/span><\/span><\/span><\/span>
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              Required Skills<\/span><\/span><\/b><\/span><\/span>
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              • Strong consultative selling skills (discovery, needs analysis, value mapping)<\/span><\/span><\/span><\/span>
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              • Ability to sell solutions across multiple domains and product categories<\/span><\/span><\/span><\/span>
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              • Strong stakeholder mapping and decision\-making process understanding<\/span><\/span><\/span><\/span>
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              • Ability to train and guide channel partners in consultative approach<\/span><\/span><\/span><\/span>
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              • Strong negotiation and strategic closing ability<\/span><\/span><\/span><\/span>
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              • Territory planning and revenue forecasting capability<\/span><\/span><\/span><\/span>
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              • CRM proficiency<\/span><\/span><\/span><\/span>
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              • Excellent communication and relationship\-building skills. Immediate joiner<\/span><\/span><\/span><\/span>
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                Key Competencies<\/span><\/span><\/b><\/span><\/span>
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                • Strategic thinking<\/span><\/span><\/span><\/span>
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                • Diagnostic questioning skills<\/span><\/span><\/span><\/span>
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                • Value\-based positioning<\/span><\/span><\/span><\/span>
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                • Long\-term relationship orientation<\/span><\/span><\/span><\/span>
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                • Analytical and solution\-oriented mindset<\/span><\/span><\/span><\/span>
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                • High ownership and accountability<\/span><\/span><\/span><\/span>
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