The Area Manager — Fluento 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 Criteria:

• 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