Pearson Regional Sales Director Gulf and Levant, Middle East Hub in Dubai, United Arab Emirates

Regional Sales Director Gulf and Levant, Middle East Hub


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.

The Growth markets are an exciting, dynamic group of international markets including Brazil, China,India, South Africa, the Hispano America and the Middle East regions.

Pearson’s Growth markets contain 55% of the world’s population and 60% of the world’s youth population.The middle class in these countries is rapidly expanding and education is acritical part of this transition.

The Gulf and Levantmarkets include UAE, Qatar, Oman, Bahrain, Kuwait, Lebanon, Jordan, Syria,Iraq, Iran, Yemen.

Background Information:

This is one of 3 commercial roles in the Middle East alongside the Head of Turkey and the Headof Saudi Arabia. The Regional Sales Director is responsible for the sales andstrategic market development to schools, universities, vocational institutes,and professional segment. Responsibility covers the full range of Pearson products and services including K12, Higher Ed and English courseware, testing,technology-based products, and qualifications

This is a full P&L management role of about £25m about a third of the ME Hub in sales meant togrow at 9-13% per annum over the next 3 years. Responsibility of a team of 16including account managers, sales coordinators, product specialists, and salessupport/administration.

Main objective is toachieve sales targets, develop and implement sales strategy, in order todeliver revenue growth and increased market share across the region.

Key Objectives:

  • Maximize sales of Pearson Education titles and solutions, as prescribed into allassigned academic and/or vocational institutions across the Gulf and Levant

  • Develop andexecute strategic andoperational plans with key Distributors/Partners and internal team in eachmarket to deliver market coverage and growth over the next 5 years

  • Manage the Gulf-Levant sales team to help them achieve their sales target, and ensurecustomer satisfaction levels are maintained at a high level

  • Motivate and develop through management and coaching assigned representatives within theteam to achieve sales targets and achieve best practice in all aspects ofselling in the field

  • Takeoverall responsibility to manage and deliver onthe assigned P&L, and presenting timely, accurate forecasts and associatedanalysis of financial performance

  • Workwith various Pearson business units to ensureend-users and Distributors/ Partners are fully supported in terms of training,product knowledge and sales skills

Thee Director is expected to be self-starting and self-motivatedwith substantial management skills and experiences.

Key Accountabilities:

People Management

  • Recruitment, coaching and motivation of assigned internal sales representatives to support them to achieve sales targets, and build the pipeline in their business areas.

  • Demonstrate best practice and lead by example in all key competency areas.

  • Deliver effective performance monitoring and management to maximize engagement, achievement and retention within assigned sales representatives

  • Through effective task management, ensure the required CRM data coverage is maintained and utilized for business development


  • Ownand take accountability for the profit & loss account for your area of thebusiness

  • Developeffective annual targets and 3 year strategic plans to drive P&Lperformance

  • Workwith finance, business analysis and your team of sales representatives tomaintain and provide timely and accurate sales and budgeting data

Channel Management

  • ManageDistributors/Partners to meet or exceed KPIs and annual targets, with afocus on key markets

  • Develop and Manage 12-month Marketing Plans

  • Develop and Execute 12-month Sales Plans

  • Managedelivery of Distributor/Partner training

  • Provide accurate and timely sales forecast


  • Establishand maintain effective communication channels to key customers for thedissemination of product information.

  • Collaborate with product marketing managers, technology specialists, lines of business, andcustom editors to help team achieve wins on key adoption

  • Collaborate with enabling functions (HR, Finance, Operations) to effectively manage thebusiness

  • Establish & maintain key relationships as required within the regional educationcommunity.


  • Degree or higher educational background in education/language/business

  • Minimum 10 years of results-led sales and marketing experience atmanagerial level, preferably with minimum 5 years working in an educationalenvironment

  • Proven record of successful sales and marketing strategyimplementation

  • Experience working with a complex global organisation environment

Skills & Competencies

  • Anatural sales person. A rational, assertive and confident individual who can persuade customers and articulate business needs to management.

  • Excellent people management and interpersonal skills

  • Strong analytical skills, including historical sales analysis, pricing and forecasting.

  • Strategic thinking, with the ability to develop innovative multi-level strategies to build strong medium long term business pipelines

  • Strong communication, problem - solving, negotiation and influencing skills plus an ability to operate in a matrix reporting environment.

  • Able to operate effectively alone, and to work through challenges independently, as well as part of a multi - country team. Able to work as part of a cross - functional matrix structure in global environment

  • Excellent spoken and written command in English (and Arabic preferably)


Primary Location: AE-AE-Dubai

Work Locations: AE-Dubai-Al Sofouh 305 Al Sofouh 305 Tecom 3rd Floor Dubai

Job: Sales

Organization: Growth

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Nov 21, 2016