An International Territory Manager is responsible for ensuring that our products and services effectively support educational institutions across a set of defined territories by working closely with educational settings and international distributors.

The purpose of the role is to achieve a targeted level of sales performance (demand and net sales) by promoting and explaining designated products and solutions (including digital platforms and checkout systems) based on Findel’s broad product range into educational establishments / Distributors / Agents and organisations within defined geographical regions.

Your objectives, deliverables & responsibilities:

• To identify & penetrate new accounts, new areas within existing accounts and defined regions globally or within a defined set of territories/countries.
• Be able to identify and manage projects through from conception to completion with referrals to the Associate Director – International Sales for any authorisations required.
• Complete detailed account plans with distributors and influencers to maximise business potential and sales revenue (demand).
• Develop effective territory and in-country relationships with the ability to forecast & articulate sales to the business to allow measurements and reporting of the territories or countries performance.
• Responsible for selecting and managing distributors within a geographic area subject to approval and signoff from the Associate Director – International Sales.
• Build effective business relationships at senior level with proven skills in evaluating opportunity.
• To take ownership for decisions and actions you make on your sales Territory but to defer any contracts or authorisations to the Associate Director – International Sales.
• Stay informed about market trends, competition, and customer preferences to adapt sales strategies and product offerings accordingly within the overseas territories.
• Ensure the maintenance of an accurate and up to date customer data base supported with agreements for a geographical area.
• To identify and work with Ministries of Education and key organisations such as the United Nations within the geographic area.
• To identify and work with key educational establishments (Schools) by building trusted and respected relationships at both Educator and Administrator levels.

What we measure and expect (your Key Performance Measures):

What gets measured, gets done – and ensures we are achieving our targets. For the role of International Territory Manager, we measure and expect the following:

• Sales Targets – Meet and exceed sales targets and revenue goals while ensuring customer satisfaction.
• Customer Relationship Management – Build and maintain strong relationships with educational establishments as well as with distributors.
• Business Development – Identify and cultivate new opportunities in the international education sector, fostering growth in our global market presence

Examples of decisions you will make in this role and what you are accountable for:

• Sales Strategy: Develop a sales strategy for each area within a territory, considering factors like pricing, distribution channels, competitor activity and sales tactics.
• Reporting and Analysis: Analyse sales data, market trends, and competitor information to make informed decisions and adjustments to the sales strategy.
• Risk Assessment: Evaluate and manage the risks associated with international sales, including currency exchange rate fluctuations, political instability, and legal compliance deferring to the Associate Director – International Sales for any authorisations or signoff.
• Customer Relationship Management: Develop and maintain relationships with key international customers, partners, and distributors.

Your skills & experience:

In terms of experience, we look for:

• Strong business to business sales management background with a significant track record in growing and developing a customer base within a defined territory, whilst working to exceed the customer expectation.
• The proven ability to build strong relationships across a business, and with third parties is essential and working closely with various external and internal stakeholders is critical to success.
• Experience of forecasting and operating within agreed expense budgets

Personal Attributes:

• Ability to see market opportunities through analytics and instinct and then deliver them through effective use of deal closure techniques with the express permission and authorisation of the Associate Director – International Sales.
• Highly motivated and driven to succeed.
• High presentational and analytical skills/behaviours.
• Results driven and tenacious, with a focus on delivering profitable growth.
• Commercially astute and well presented with excellent communication and presentation skills, able to engage and influence at all levels, from educator (teacher) to business manager (head, bursar).
• Confidence, drive, energy, and tenacity to deliver success in a challenging business and market environment.
• An Ambassador for Findel who will drive the transitions needed with partners to be best in class.
• The communication skills and gravitas to support, present to and influence internal and external stakeholders.

An understanding of education and particularly the international education market, with experience of the same being a strong advantage.

Language skills to be competent English speaking and relevant language to the region would be a distinct advantage.