LEAD School
Website:
leadschool.in
Job details:
Role: AREA MANAGER — FLUENTO
Location: Chennai, Tamilnadu, India
Fluento · AI-Powered English Speaking Programme
What is Fluento? Fluento is LEAD Group's breakthrough English Speaking Programme, powered by Miss Curie, a personalised AI Tutor. It adapts to each student's level, gives instant feedback as they speak, and builds real-world confidence through guided conversations. Built on two proven pedagogies: LRSI (Listen–Repeat–Speak–Interact) for conversation, and LRSP (Listen–Repeat–Speak–Present) for public speaking.
Why join the Fluento team? Sell a product that genuinely transforms children's futures, backed by AI and proven pedagogy. Be part of LEAD Group, India's largest and fastest-growing School EdTech company. Reach 8,500+ schools, 60,000 teachers, and 3.8 million students across 400+ cities. Grow in a high-performance, mission-driven organisation with national scale
ABOUT THE ROLE: The Area Manager, Expansion is a hunter role at the heart of Lead Group's Fluento growth engine. You will be the primary revenue driver for new premium school acquisition within your territory, building and scaling both direct school relationships and distributor-routed channel partnerships. You will act as a strategic advisor to school principals and management committees, positioning Fluento's English-learning system as a transformational investment — not a commodity product. Success in this role requires the ability to open doors in premium institutions (where relationships and credibility matter), run disciplined multi-stakeholder sales cycles, and build a distributor network that multiplies your reach.
ROLES & RESPONSIBILITIES
- Premium School Acquisition (Primary — 60% of effort): Identify, prospect, and close new contracts with premium schools (annual fee ≥ ₹25,000); target 6-7 new school sign-ups per quarter through consultative, outcome-led conversations with principals, trustees, and academic heads.
- Distributor Channel Alignment (Secondary — 25% of effort): Onboard, and grow distributor partners across the territory; ensure ≥ 70% of registered distributors generate at least one order per quarter; drive ≥ 25% YoY distributor revenue growth.
- Pipeline Generation & Lead Management: Maintain a live pipeline of ≥ 2.5× monthly quota; generate 30–50 qualified leads per month from channel partners, referrals, and direct outreach; log all activities in CRM within 24 hours.
- Consultative Needs Diagnosis: Run structured discovery meetings to uncover each school's English-learning gaps, outcome objectives, and budget cycle; tailor Fluento's value proposition to each institution's specific context.
- Relationship & Retention Management: Ensure Year-1 schools transition into Year-2 renewals at ≥ 85% rate through proactive engagement, usage reviews, and outcome showcasing.
- Market Intelligence & Reporting: Provide weekly pipeline and territory health reports; flag competitive activity and pricing pressure; share school-level feedback to inform product and pricing strategy.
Location & Travel
- Base location: Designated city in assigned multi-city territory
- Travel: 80% field travel (4–5 days per week); inter-city travel as required for distributor and school coverage
- Coverage: 3–6 cities per territory depending on density and market maturity
EXPERIENCE
Educational & Professional Experience:
- Minimum experience: 3–6 years in B2B field sales with a quota-carrying role
- Education: Bachelor's degree (any discipline); MBA preferred but not mandatory
- Language: Fluency in English + local language(s) of assigned territory (mandatory for school conversations)
- Technical: Proficiency in CRM tools (Salesforce, Zoho, or HubSpot); working knowledge of MS Excel for pipeline tracking; ability to build and deliver slide-based presentations (PowerPoint / Google Slides)
Must Have Criteries:
- Consultative Selling Experience: Demonstrated track record of running needs-diagnosis-led sales conversations (not feature-pitch selling); ability to coach a school principal through problem articulation and ROI framing.
- Established Relationships with Premium Schools: Active, referenceable relationships with school decision-makers (principals, trustees, management committees) at institutions with annual programme fees of ₹25,000 or above.
- Distributor-Routed Business Experience: Proven experience building and managing distributor or channel partner networks; must be able to describe distributor onboarding, activation, and revenue management processes from personal experience.
- B2B Field Sales Experience: Minimum 3 years of end-to-end B2B field sales experience, preferably in EdTech, publishing, curriculum, or related education-adjacent sectors; track record of independently closing mid-size contracts.
COMPETENCIES REQUIRED
Desired Skills:
- Experience selling English-language, literacy, or supplementary curriculum products to K–12 institutions
- Knowledge of CBSE / ICSE / State Board school procurement and approval processes
- Prior experience managing a multi-city territory independently (without daily managerial oversight)
- Experience with schools transitioning from traditional text-book models to tech-integrated curriculum
Personality & Behavioural Competencies
- Hunter mindset with patience: Comfortable with long consultative cycles (30–45 days) while maintaining full pipeline discipline
- Challenger communicator: Able to reframe school concerns, handle objections without discounting, and anchor conversations on outcomes
- Organised self-starter: Plans weekly school visit schedules independently; prioritises high-potential accounts without prompting
- Relationship equity builder: Earns genuine trust from school stakeholders — not just transactional rapport
- Data-driven reporter: Updates CRM daily; pulls pipeline data to self-manage against quota
Leadership Competencies
- Ability to coach and support distributor partners through sales conversations
- Capacity to mentor junior sales staff once team expands
- Strategic thinking on territory market mapping, prioritises effort by revenue potential
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