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.
Reporting to Head Of Sales the role is accountable for revenue generation at module/lecturer level within Higher Education Institutions, in assigned territory.
The role will focus on embedding print and digital products into target modules, within target institutions:
-According to account strategy, engage with lecturers and module leaders
-Understand instructor and learner challenges in the module and programme
-Embed print and digital products into modules according to account strategy
-Accountable for the effective delivery of products to learners whether digital or print, direct to institution or via bookshop.
Key Result Area
Revenue generation and sales activities
-Execute the account strategy to maximise sales of Pearson digital and print products into Higher Education institutions in territory.
-Identify and prioritise target modules in target accounts.
-Sell Pearson products directly to module leaders.
-Maintain and acquire new adoptions at module level.
-Engage with academic staff to understand learning objectives of modules and programmes, with Customer Experience team.
-Accelerate the transition from indirect sales (to students via bookshops/ online retailers) to direct (within modules, as part of an overall strategy for the institution).
-Accelerate the transition from print products to digital services.
-Accountable for timely delivery of digital products to modules. Accountable for adequate stock in bookshops (and timely delivery).
-Maintains relationships with book shop managers.
-Drives usage of Pearson products within modules, maximizes digital Registrations, minimises print returns.
-Targets competitors and substitutes Pearson products.
-Apply appropriate sales tools within the sales process to increase effectiveness.
-Deliver year-on-year growth of key accounts.
-Analyse pipeline information and other sales intelligence in order to prioritse Account Team activities.
-Deliver accurate and timely sales proposals at module level.
-Lead effective negotiations at module level.
-Has an outstanding knowledge of Pearson print and digital products:
okey book titles and their accompanying Labs
oother key digital products (course-level Labs, simulations, etc)
oour digital platforms
-Maintains product knowledge and keeps current with technological
enhancements to our platforms.
-Able to deliver compelling product demonstrations to lecturers and
module leaders whether print or digital, regardless of subject area
Sales planning and record keeping
-Create and maintain territory plans that build on the general account strategy.
-Maintain accurate and current details of contacts, calls and opportunities in CRM.
-Use CRM to inform sales planning, territory prioritisation and forecasting.
-Provide regular sales reports as required by the Head of Sales.
Working in an Account Team
-Work effectively with Business Development Manager to build a base of high quality, long term adoptions in target accounts to support institution-wide sales.
-Work effectively with Learning Solutions Associates to delegate custom renewal opportunities into their office-based work stream.
-Work effectively with the Customer Experience team to:
oestablish learning outcomes early in the sales process
obuild training as part of our solution
oimplement ongoing training programmes with selected clients
otriage customer queries
-Work effectively with other business functions to deliver solutions:
the delivery organisation, customer services, marketing, product managers, finance, senior management.
Personal and interpersonal skills
-Take personal ownership for proper conduct, activity levels.
-Adhere to Pearson values and policies.
-Demonstrate, share and inform best practice.
-Demonstrate high level of self awareness.
-Demonstrate strong interpersonal skills internally and externally.
-Take ownership for learning development.
Target and performance driven
Proven record of achieving results
Strong organisational and planning skills – manages detail well
Strong Communication and Interpersonal Skills
Commitment & flexibility
Experiencein business to business sales
Strong selling skills / negotiation and presentation skills
Demonstrate collaborative attitude and behaviour consistent with team and organisational values
Aptitude for learning new technologies and skills. Comfortable with digital and print media.
Excellent presentation skills
Based in Cheshire / Greater Manchester / Yorkshire area
Primary Location: GB-GB-Chester
Employee Status: Regular Employee
Job Type: Standard
Shift: Day Job
Job Posting: Nov 22, 2016