Pearson ELT Educational Consultant in Barcelona, Spain

ELT Educational Consultant

Description

Pearson provideseducational solutions, working the entire continuum of products throughservices and solutions. Through working beyond traditional selling and movingtowards higher value relationships with our customers, we aim to meet thegreater needs of educators and institutions.

Pearson Spain & Portugal focusses onassisting development in education and learning. In particular focussing on theeducational areas of ELT, Schools, Higher Education, Certification DigitalContent and Clinical Assessment. The company is based in Madrid and worksacross the whole of Spain and Portugal.

Purpose:

We are seeking amotivated and confident professional to drive and maximize sales of oureducation solutions for the ELT sector. The position requires optimalsales promotionof Pearson ELT capabilities,products and services across Spain, and the ability to integrate relatedPearson products sold through the similar channels to the same institutionalcustomer base. The role will encompass working closely with the Spanish SalesTeam and providing specialist ELT support including in depth knowledge of allkey courses from a teacher viewpoint in the context of the Spanish Schoolsenvironment. The role will alsoprovide a link in to future ELT content developmentthrough market research, analysis, product development, and marketing campaignsfeedback. He or she will be responsible for developing and maintaining key ELTcontacts and building relationships with the ELT education community andassisting Content team with the identification of potential authors,consultants, and reviewers. The position involves travel within the assignedterritory to maximize ELT sales with the defined Geographical team, and ensureoptimum information flow between sales, marketing and content development.

Key Accountabilities:

This person is responsiblefor sales growth in all ELT institutions across the territory. Must recognizesales opportunities and possess ability to follow them through with theregional Sales teams and any relevant 3rdparty partners to closesales.

Key ELT AccountManagement

  • Sales calls to Key ELT accounts to supportand close sales with the Regional ELT team. Activity will include product andtraining presentations and workshops, accompanied visits to Regional team keyaccounts to close qualified ELT sale leads through provision of detailedproduct information in context of each account.

  • Collate via direct calling, stakeholdersupport and market research an understanding of each key customer andanticipate their needs.

  • Develop appropriate strategies for eachcustomer to maximise revenue through support of Regional Sales teams ensuringoptimum closure of ELT sales to both own accounts and those of wider team.

  • Qualify & develop potential leads fornon ELT Pearson products that can be accelerated by deployment of specialist resourceinto the key account.

  • Liaise with local Regional Sales team toensure the efficient coverage of accounts and collation of updated market andsales data.

  • Building upon the Pearson brand to ensurethat the company is recognised as the number one choice for ELT products andservices within the region.

  • Managing effective Product training and KeyELT Account Management together with Regional Sales teams, including directresponsibility for some Key and ‘Market Lead’, accounts.

  • Establishing and maintaining effectivecommunication channels to key internal stakeholders (Sales, Marketing andContent Development) in the region both for intelligence gathering anddissemination of product information.

  • Establishing and ensuring high qualityrelationships with other parts of the Pearson business so as to identify andexploit pan-Pearson opportunities.

  • Work for mutually beneficial sales relationshipwith key regional sales team determining clarity of roles and relationshipswith customers and minimising overlap of resource deployment andresponsibility.

Field Intelligence

  • Appraise customer potential for newbusiness development together with the Marketing and Content Developmentfunction.

  • Participate in the development of newcontent by providing relevant and research-based ELT market information

  • Identify and grow a comprehensive networkof contacts across a broad range of institutions, associations, educationministries, and individuals to serve as advisors, when needed, in productplanning and development

  • Provide the Publishing manager and otherrelevant colleagues with regular reports and documentation on market trends andopportunities

  • Track and report competition’s activities,including new products, marketing campaigns, customer feedback; submit writtenreports to Publishing, Marketing, and Sales as appropriate

  • Attend relevant conferences and events

  • Provide product training to teachers ifnecessary

Reporting and MarketIntelligence Gathering –

  • Report monthly to Key Sales, Marketing andContent Development stakeholders on key issues affecting the region andinstitutional customer base including:

  • New Business opportunities

  • Product development

  • Competitors and competitor activity

  • Review ELT materialduring development to ensure appropriateness of the material

  • Evaluate andanalyze competition products to train Sales teams and brief Content Developmentand Marketing Managers as needed

  • Analyze and assesspotential Global Products for adaptation or sale

Qualifications

Education, Qualifications & Training

  • First Degree(Desirable)

FirstELT teaching qualification (desirable)

Previous Experience and skills

  • Relevant previous product or market sectorknowledge (eg. ELT teaching experience in the market, General sales experience

  • Creating with and working to a businessplan

  • Understand forecasting

  • B2/C1 Level Spanish

  • Mother tongue C2 Level English

  • ELT institution (Private and State)experience/understanding of how they work

  • Solution selling, relationship building skills

  • Knowledge of current ELT trends and technology

IT Literacy

  • Word, Excel,Outlook, and all relevant IT programmes and digital product awareness.

  • Digital skills/ understanding of Online Learning

Personal Style and Behaviour

  • Keen interest in continuous learning

  • Determination to succeed in difficult circumstances

  • Highly organized

  • Ability to work autonomously, think innovatively and actdecisively

  • Extremely good verbal and written communication skills inEnglish and Spanish

  • Confident and comfortable using information technology

  • Predisposed to building strong business relationshipswith colleagues from different departments and external stakeholders

  • Possess high levels of energy, will to succeed andability to see tasks through

  • Genuinely enjoy the Educational environment, and showaptitude to consultative solution selling approach

Primary Location: ES-ES-Barcelona

Job: Sales

Organization: Core

Employee Status: Regular Employee

Job Type: Standard

Shift: Flex Time

Job Posting: Feb 27, 2017

Req ID: 1703962