Pearson Assessment Consultant in Fresno, California

Assessment Consultant

Description

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.

Overview:

SellPearson Clinical Assessment products and services directly to the customer inassigned Education, Mental Health and Counseling, speech and language,government, higher education, and medical accounts. Provide premiumservices to assigned market accounts in an effort to grow the market, maintainthe current customer base, enhance customer satisfaction and achieve specifiedmarket goals and revenue objectives of the organization.

Primary Responsibilities:

  1. DirectSales (75%)
  • Maintain premium position by contacting customers or prospects attheir offices, tradeshows, pre-scheduled one on one appointments or workshopson a regular basis or when otherwise necessary and conducting productpresentations to customer groups.

  • Grow the market by getting new customers, expanding the customeruse of testing and uncovering new opportunities in the assigned markets.

  • Convey a strong desire to meet customer needs for assessmentinformation by providing and presenting products and service solutions.

  • Introduce and direct sell new and/or upgraded products to assignedmarket.

  • Follow-up on leads generated by direct mail, tradeshows or othermarketing and sales activities and create custom lists.

  • Act as customer contact for all questions, and be an advocate forissues adversely affecting their market.

  • Review account sales history and current and future assessmentinformation needs.

  • Close sales.

  • Respond to inquiries on product pricing and general policyquestions within the assigned market.

  • Qualify and Up-sell/Cross Sell/ Solution Sell/Service and ProblemSolve.

  • Network with the key market experts and authors. Work with them toassist in sales presentations conducted by them and by you.

  • Work with customers to ensure product is being fully utilized.Recommend additional products/services as necessary including training serviceswhere applicable.

  • Work with Technical Support teams regarding customeronboarding/implementation of software/subscription based products.

  • Encourage and solicit colleague referrals to help increase salesand maintain and hold market share.

  • Work with appropriate internal resources to insure follow throughon customer solutions and inquiries that are non-routine.

  • Work with customers and internal teams to resolve customers' orderand billing problems.

  • Develop and maintain product knowledge on our current assessmentinstruments and services.

  • Demonstrate web-based assessment and intervention programs usingdevices and formats that include but are not limited to computers, iPads,webinars, PPT projectors, speakers, wifi, Bluetooth.

  • Extensive travel including local as well as overnight may berequired.

  • Travel to prospect or customer sites, trade shows, workshops,conferences for product presentations/demonstrations.

  1. Documentation/Communication(15%)
  • Write Monthly Sales Reports to Sales Director/Manager.

  • Work with appropriate internal teams to assist with sales pricequotes and proposals incorporating product and service solutions that meet thecustomers' needs.

  • Ensure that through this sales proposal process the customers'expectations are consistent with Pearson's ability to perform in terms ofproduct/service benefits, delivery timeframes and terms and conditions ofpayment.

  • Document sales pipeline and sales forecast and make visible tosales director/manager.

  • Correspond with assigned accounts.

  • Track all customer correspondence in lead tracking software.

  • Actively solicit feedback from customers to improve our marketknowledge and understanding to aid in overall marketing efforts.

  • Provide requested market information to the appropriate internalsales/marketing personnel in a concise manner.

  • Maintain and update the customer database to ensure the accuracyof account information.

  • Support current policies regarding return of materials and termsand conditions set by Pearson Clinical Assessment.

  1. TeamInvolvement (5%)
  • Act as sales market expert for the specified market, act ascustomer advocate and represent Pearson Clinical Assessment overall byfollowing the guidelines, processes, and legal terms & conditions.

  • Attend sales staff meetings.

  • Provide input to marketing, product management and productdevelopment teams when requested.

  • Provide input on market specific trends.

  • Assist sales teammates as directed by management.

  • Collaborate with Pearson inter-department business unit colleagueswhen applicable.

  1. Otherduties as assigned (5%)

Qualifications

Qualifications:

  • 3-5 years’ sales experience required; assessments, medical,education or related fields preferred

  • Master Degree or PhD/PsyD/EdD in Psychology, Education, Speech Pathologyand/or a related field or equivalent experience highly preferred

  • 3 years’ experience in individual assessment highly preferred

  • 3 years’ experience in psychology, education, speech pathology,occupation therapy or medical or related field highly preferred

  • Live in close proximity to assigned territory of SouthernCalifornia, the Bay Area and Clark County, Nevada

  • 2 years’ experience in presentations including softwaredemonstrations to be able to sell face to face or by webinar format withcustomer/prospect groups

  • 2 years’ experience using Office (Word, Excel, PowerPoint), GoogleSuite (Gmail, Drive, Hangout) iPad, iPhone

  • 2 years’ experience using a CRM like SalesForce highly preferred

Additional skills/knowledge/abilities:

  • Must be sensitive and responsive to customers' needs.

  • Excellent communication skills, both verbal and written.

  • Must be able to partner with organization to uncover assessmentneeds and suggest product/services solution that will meet their needs.

  • Must prospect and set up appointments and travel itineraries.

  • Must attend sales conferences, workshops and tradeshows.

  • Transportation of materials, booth set up and tear down requirethe ability to repeatedly lift up to 40 pounds, to bend and reach.

  • Manning the tradeshow booth requires the ability to stand andconverse with prospective customers for long periods of time (up to 8 hours aday) with only limited breaks.

  • Must be able to work with Proposal team to respond to RFP's,RFI's, PO’s, contracts and catalog bids.

  • Excellent organizational and time management skills.

  • Exhibit behaviors in accordance with Pearson's core values andleadership principles.

  • Virtual office

Additional Requirements:

  • Current valid driver's license required.

  • Ability to drive a car for extended periods of time, and travel byplane.

  • Transport, display and demonstrate Pearson materials onsite atcustomer's location.

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.

Primary Location: US-California

Other Locations US-CA-San Jose, US-CA-Fresno, US-CA-Los Angeles, US-CA-Santa Barbara, US-CA-Sacramento, US-NV-Las Vegas

Job: Sales

Organization: Assessments Clinical

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Apr 7, 2017