Regional Sales & Growth Head

Job Title: Regional Sales & Growth Head

Division/Department: Sales & Marketing

Reports To: CABHWork

Location: Hyderabad

Work Experience: 15 -25 Years

1. Role Overview

The Regional Sales & Growth Head is responsible for leading regional sales, accelerating business growth, and elevating customer experience across State. The role requires a seasoned B2C leader with strong strategic and execution capabilities, demonstrated success in leading large, multi-level teams, and a proven track record of delivering sustained business performance.

2. Key Responsibilities

2.1 Sales Leadership & Business Growth

• Lead sales across Foundation, Medical, and Engineering course streams for students in Grades 812 and students who have completed Grade 12 across State
• Own regional revenue targets, key performance indicators (KPIs), and business growth metrics; translate targets into actionable plans and monitor delivery.
• Develop the Annual Operating Plan (AOP), business forecasts, and strategic roadmaps to support sustainable growth.
• Conduct regular business reviews, analyses performance and market trends, identify gaps, and recommend and implement corrective actions.

2.2 Team Management & Capability Building

• Lead, guide, and mentor a large and diverse team comprising Area Business Heads, Branch Heads, AOs, and SSAOs.
• Strengthen sales capability through structured coaching, field support, knowledge sharing, and ongoing professional development.
• Build a culture of accountability, ownership, high performance, collaboration, and customer-centricity across the region.

2.3 Market Penetration & Expansion

• Conduct micro-market assessments to understand local demand, competitive activity, and opportunities for growth.
• Develop and execute region-specific go-to-market (GTM) strategies to expand market reach and strengthen the organizations presence.
• Oversee above-the-line (ATL) and below-the-line (BTL) activities to improve brand visibility, generate qualified leads, and support enrolment growth.

2.4 Operational Excellence

• Design, implement, and continuously improve sales systems, processes, and operating mechanisms to enable consistent and effective execution.
• Partner with central teams to align regional priorities with organizational objectives, KPIs, and performance measures.
• Lead significant change-management initiatives that improve execution, operational effectiveness, and the organizations ability to scale.

2.5 Stakeholder & Customer Focus

• Maintain a strong understanding of the regional market and respond promptly and effectively to customer needs, concerns, and feedback.
• Build productive relationships with internal and external stakeholders to enable coordinated business operations and timely issue resolution.
• Ensure an exceptional customer experience through reliable service delivery, effective follow-up, and continuous improvement.

3. Key Requirements

• 1522 years of relevant experience in sales, business leadership, and regional management.
• Strong expertise in B2C markets; experience in EdTech is a significant advantage.
• Demonstrated success in leading large, multi-level teams and building a high-performance culture.
• Strong communication and interpersonal skills, with fluency in English; knowledge of Kannada is an advantage.
• Proven ability to achieve sales targets and KPIs while maintaining operational effectiveness.
• Strategic thinking and strong capabilities in business planning, forecasting, analysis, and execution.
• Passion for customer success and a deep understanding of the State market.

• 4. Competency Library
• The following competencies and behavioral indicators define the capabilities expected for effective performance in this role.
• 6.1 Strategic Thinking

The ability to assess the organizations competitive position by considering market and industry trends, current and potential customers, and organizational strengths and weaknesses relative to competitors.

• Understands the organizations strengths and weaknesses compared with competitors.
• Recognizes industry and market trends that affect the organizations competitiveness.
• Demonstrates an in-depth understanding of competing products and services in the marketplace.
• Develops and proposes a long-term (three- to five-year) strategy based on analysis of the industry, marketplace, and the organizations current and potential capabilities relative to competitors.

6.2 Developing Others

The ability to delegate responsibility, work effectively with others, and coach individuals to strengthen their capabilities.

• Provides helpful, behavior-specific feedback.
• Shares information, advice, and suggestions that help others succeed; provides effective coaching.
• Assigns work that builds employees skills and capabilities.
• Meets regularly with employees to review development progress.
• Recognizes and reinforces developmental effort and improvement.
• Expresses confidence in others ability to succeed.

6.3 Results Orientation

The ability to focus on desired outcomes, set challenging goals, direct effort towards priorities, and meet or exceed expectations.

• Sets goals that are challenging yet achievable.
• Defines clear objectives for meetings, projects, and business initiatives.
• Maintains commitment to goals despite obstacles and setbacks.
• Establishes ways to measure progress and performance against goals.
• Applies sustained effort to achieve important outcomes.
• Demonstrates urgency in resolving problems and completing work.

6.4 Managing Performance

The ability to take ownership of individual and team performance by setting clear expectations, monitoring progress, providing feedback, and addressing performance issues promptly.

Behaviors expected of team members:

• Works with the manager to set specific, measurable, realistic yet challenging goals with clear completion dates.
• Clarifies expectations regarding deliverables and how work should be completed.
• Seeks managerial support for the information, resources, and training needed to perform effectively.
• Promptly informs the manager of issues that may affect achievement of planned goals.
• Seeks performance feedback from the manager and relevant colleagues or stakeholders.
• Creates a personal development plan with defined goals and timelines.
• Takes meaningful action to build skills required for current and future effectiveness.

Behaviors expected of managers:

• Ensures employees have clear goals, responsibilities, and expectations.
• Sets and communicates specific, measurable performance standards with employees.
• Supports employees in achieving goals by providing resources and removing obstacles.
• Monitors employee progress through formal reviews, status updates, and regular interaction.
• Provides timely, specific positive and corrective feedback.
• Addresses performance concerns firmly and promptly, clarifying required improvements and timelines.

6.5 Forward Thinking

The ability to anticipate implications and consequences and take appropriate action to prepare for possible contingencies.

• Anticipates potential problems and develops contingency plans in advance.
• Identifies industry and market trends and prepares for emerging opportunities and risks.
• Anticipates the consequences of situations and plans accordingly.
• Considers how individuals and groups may respond to situations or information and plans appropriately.

6.6 Analytical Thinking

The ability to solve problems through a logical, systematic, and sequential approach.

• Systematically compares two or more alternatives.
• Identifies discrepancies and inconsistencies in available information.
• Defines relevant factors and parameters when analyzing a situation or making a decision.
• Breaks complex tasks and problems into component parts and examines each in detail.
• Weighs costs, benefits, risks, and likelihood of success before making decisions.
• Identifies multiple potential causes of a problem.
• Prioritizes activities carefully and logically.

6.7 Customer Orientation

The ability to demonstrate a genuine commitment to satisfying internal and external customers.

• Resolves customer issues quickly and effectively.
• Engages customers to understand their needs and assess their satisfaction with products and services.
• Communicates a willingness to work with customers to meet their needs.
• Identifies ways to measure and track customer satisfaction.
• Maintains a positive, courteous, and helpful manner when interacting with customers.

6.8 Selling & Business Development

The ability to generate business, develop customer relationships, and support sustainable sales growth.

• Maintains accurate sales records, reports, and required documentation.
• Demonstrates foundational sales capability and product knowledge.
• Prospects for new business and researches potential customers and contacts before outreach.
• Conducts outreach and builds connections to generate business opportunities.
• Identifies opportunities for upselling, cross-selling, and offering additional products or services that benefit customers.
• Uses effective negotiation and relationship-building skills.
• Generates qualified leads and progresses them through the sales process.

6.9 Sales Revenue Analysis

The ability to analyses sales revenue to evaluate business performance and support forecasting and planning.

• Breaks down sales revenue to understand business performance over a defined period.
• Compares current revenue performance with prior periods to identify trends and changes.
• Identifies products or course streams contributing most to revenue within a given timeframe.
• Uses revenue trends and historical performance to inform forecasts and future business plans.

Educational Qualification:

Industry: Any Degree/ MBA / BTech