Pearson Market General Manager in California

Market General Manager


At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lessons, we are always re-examining the way people learn best, whether it’s one child in our own backyard or an education community across the globe. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology — and each other to surpass these boundaries — we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large and small.

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.

We are seeking a Market General Manager that will be responsible for supporting and protecting the brand and reputation of company products, services and solutions in the CA/HI market area. The position is 100% accountable for achieving and exceeding revenue objectives for the identified market. Responsible for developing and leading the sales team in all aspects of promoting Pearson products, services, and solutions in the designated market area including maximizing profitable revenue, improving market share, developing growth strategies, coordinating sales and marketing plans, and overseeing an operating budget. Work with wide latitude for unreviewed action for decision making. May determine methods and procedures on new assignments and thereby set new precedents. Through assessment of intangible variables, identifies and evaluates fundamental issues, providing strategy and direction for a major functional area.


  • Achieve and exceed the Pearson preK-12 profitable sales revenue and market share goals while managing to assigned sales and operational expense budgets. Accountable for Area P&L management.

  • Develop annual market business plans establishing priorities and strategies in achieving company goals and objectives

  • Lead Account General Managers, field marketing, and product line leaders to set the overall Market vision and strategy and translate it into effective sales actions to maximize profitable revenue and market share gains across all Pearson products, services, and solutions.

  • Manage the Pearson brand, politics, and government affairs within the designated Market to position Pearson as an educational thought leader and efficacy standard bearer

  • Prepare sales and pipeline reports showing secured sales, potential sales, and sales opportunity areas implementing the use of strategic sales analytics with direct reports

  • Oversee field input to product management, product development, and marketing groups in advance of sales cycles to ensure Market instructional needs are met with effectiveness and innovation.

  • Provide senior management accurate information regarding all aspects of the sales activities in assigned states (sales and budget forecasting, competition analysis, strategy adjustments, sampling effectiveness, market trends, etc.)

  • Assume overall responsibility for working with the contract administration to ensure that all aspects of the listing process are accomplished on time and to the best advantage of the Assessment and Instruction Group.

  • Develop and oversee integration plans to maximize revenue opportunities and construct solutions across elementary, secondary, supplemental, technology, assessment, and services development channels. Assume overall responsibility in working with field campaign marketing to assure successful pre-work activities for all upcoming campaigns.

  • Develop new business and incremental revenue streams from new and previously under explored and underdeveloped accounts.

  • Play a key role in negotiating and closing large business opportunities.

  • Collaborate with sales, marketing and product development leaders in contributing to overall division vision and strategy and then translate it into sales actions/results in maximizing revenue and market share gains across all product lines and services.

  • Oversee communication to the Market sales staff regarding company policy, product information and sales strategies.

  • Develop key contacts throughout the Market, particularly top-level positions within the major school districts. Ensure that a Pearson point of contact is provided to all Area key accounts for district level sales calls.


  • 10 years sales experience in a complex solution selling environment.

  • Minimum 5 years sales management experience with proven success in managing in a sales environment that includes politics, public sector procurement, technology, and complex selling solutions.

  • B.A. degree or equivalent experience.

  • Proven success in consistently meeting or exceeding sales targets.

  • Ability to identify, develop and retain top level sales talent.

  • Proven experience in building operating budgets and managing financial metrics that ensure profitable sales results.

Other skills/knowledge/abilities:

  • Success as a strategic sales thinker and an outstanding communicator with a record of executing sales plans.

  • Flexible and adaptable approach to a changing organization.

  • Strong communication skills, both in writing and presentation leveraging technology.

  • Must have excellent listening skills, demonstrated by providing customer solutions.

  • Ability to achieve and motivate others to achieve established sales objects.


  • Heavy travel may be required.

Primary Location: US-California

Job: Sales

Organization: North America

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Aug 2, 2017

Req ID: 1713251