Regional Head Institutional Sales & School Partnerships

Interested candidates must contact S Krishnan @(phone hidden)

About the Company

Our client is a 70-year-old publishing house with a strong legacy in educational publishing and learning solutions. Over the years, the company has partnered with schools across India to deliver high-quality educational content and has built a reputation for academic excellence and long-term relationships with educational institutions.

As the education landscape evolves with changing curricula, competency based learning, digital adoption, AI, and the National Education Policy (NEP), the company is expanding its customized learning solutions for CBSE, ICSE, and State Board schools. The focus is on partnering with schools to develop content that reflects their academic vision while improving student learning outcomes.

Role Purpose

The Regional Head Institutional Sales & School Partnerships will be responsible for driving institutional business across the assigned region by combining strategic relationship management, consultative solution selling, and academic engagement. The role requires someone who can confidently interact with school promoters, directors, principals, academic heads, and subject leaders to understand both commercial and academic requirements, recommend appropriate learning solutions, and build long-term institutional partnerships.

y Responsibilities

Institutional Sales & Relationship Management

- Drive institutional sales across school groups, educational trusts, and large private schools.
- Build and manage long-term relationships with promoters, directors, principals, academic heads, and procurement teams.
- Lead commercial discussions, negotiations, renewals, upselling, and cross-selling opportunities.
- Represent the company in high-level meetings and strategic presentations.

Academic Solution Selling

- Engage with school leadership to understand evolving academic requirements, curriculum expectations, and learning challenges.
- Discuss educational trends, competency-based learning, assessment changes, AI-enabled learning, and other emerging developments relevant to schools.
- Work closely with the Academic, Editorial, and Product teams to recommend customized learning solutions that align with each school's vision.
- Participate in curriculum discussions, academic workshops, and school review meetings to strengthen relationships and identify business opportunities.

Cross-Functional Leadership

- Coordinate with Academic, Editorial, Product Development, Marketing, Design, and Operations teams to ensure seamless execution.
- Ensure smooth implementation from concept presentation through commercial closure, content development, printing, and delivery.

Preferred Background

- 15+ years of experience in institutional/B2B education sales.
- Experience in educational publishing, curriculum solutions, learning content,



assessment products, EdTech, or school-focused educational services.
- Strong consultative selling skills with the ability to discuss both academic and commercial aspects with school leadership.
- Exposure to CBSE, ICSE, State Boards, Cambridge, IB, teacher development, or academic consulting will be an added advantage.
- Excellent relationship management, negotiation, presentation, and team leadership skills.

This version maintains a balanced emphasis on institutional sales, stakeholder management, and academic solution selling, without making the role sound like a curriculum development position.

Regional Head Institutional Sales & School Partnerships (Concept Selling)

Industry

Educational Content / School Curriculum Solutions / Publishing

About Our Client

Our client is an established educational content and curriculum solutions company, a subsidiary of a legacy publishing group with over seven decades of presence in the education sector. The company co-creates customised curriculums tailored to the distinct needs of group schools, delivering high-quality content for CBSE, ICSE, and State board schools in Tier 1 and Tier 2 towns. It currently serves over 2 lakh students across nine states in South and West India, with a mission to impact over 10 lakh students in the next three years.

About the Role This Is a Concept Selling Role

This is not a transactional book-selling position. The Regional Head must be deeply familiar with children's learning, school curriculum design, and educational content trends and be able to sit across the table from school promoters, principals, and academic heads as a credible advisor. The role demands the ability to understand a school's academic vision, advise on curriculum direction in line with current trends (NEP-aligned learning outcomes, customised content, blended approaches), and convert that advisory trust into institutional revenue. Candidates from educational publishing, curriculum solutions, or K-12 content backgrounds who can speak the language of educators while owning a sales number will fit this role.

Key Responsibilities

Institutional Sales & Relationship Management

- Lead institutional sales initiatives across group schools, primarily school chains and large school groups in India.
- Manage and nurture relationships with 1015 key stakeholders per account — promoters, directors, principals, academic heads, and procurement teams.
- Act as the primary point of contact for institutional clients, building trust,



credibility, and long-term partnerships.
- Drive account growth through renewals, upselling, and cross-selling, in close coordination with Regional Academic Partners and the sales team.
- Represent the organisation in high-level meetings, negotiations, and presentations with school leadership.

Curriculum Advisory & Academic Engagement

- Understand each school's academic needs and advise leadership on curriculum choices, new content trends, and learning outcomes.
- Use academic milestones — workshops, classroom observations, review meetings — as touchpoints to strengthen trust and identify growth opportunities.
- Attend key academic events alongside the Academic Partner team and ensure every school interaction moves the relationship toward renewal and expansion.
- Handle commercial escalations, pricing discussions, and renewal negotiations directly, looping in the Academic Partner team for content or delivery concerns.

Team Leadership & Capability Building

- Work effectively with a lean team, ensuring clarity of roles, accountability, and performance excellence.
- Set up, mentor, and tune area sales teams to deliver consistent outcomes despite limited resources.
- Build a culture of ownership, collaboration, and solution-oriented thinking.

Process Setup & Operational Excellence

- Design and implement key business processes: catalogue planning and rollout, promotions and campaign execution, and liaising between sales, academics, editorial, design, and operations.
- Ensure documentation, timelines, and approvals are structured and consistently followed; continuously improve efficiency and turnaround times.
- Coordinate print and dispatch post-agreement, ensuring timely delivery to schools and resolution of delivery concerns.

Brand Building & Reporting

- Oversee brand-building initiatives with the marketing team, aligned with institutional positioning.
- Provide strategic inputs for catalogues, presentations, brochures, and proposals.
- Track sales performance, client feedback, pipeline status, and process efficiency; submit periodic reports and strategic insights to senior leadership.

Candidate Profile

- 15+ years of institutional / B2B sales experience, with a significant portion in educational publishing, K-12 curriculum solutions, edtech content, or school partnerships.
- Proven concept-selling capability — selling curriculum, content, or academic solutions to school decision-makers, not just products.
- Solid familiarity with school education: CBSE, ICSE, and State board contexts, children's learning patterns, and current curriculum trends including NEP 2020.
- Credibility to engage promoters, principals, and academic heads as an advisor on curriculum direction.
- Experience leading regional sales teams and managing multi-state territories, ideally across South India.

📌 Regional Head : Concept Sales & School Partnerships (Telangana)
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