Pearson European Client Relations Manager (Pearson Test of English) in London, United Kingdom

European Client Relations Manager (Pearson Test of English)


(12 month contract initially)

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.

PTE Academic is one of the fastest growing high stakes English language tests, due to the fact it is used as a testby students wishing to study in English speaking countries, as well as by skilled migrants wishing to emigrate toAustralia and New Zealand. Sales of the test have grown exponentially in the last two years, largely from migrantstaking the test to migrate to Australia, and the Language Testing team is one of the highest performing withinPearson.

This role is suitable for an experienced professional, who has worked in international education and has someunderstanding of English language assessment. The successful individual must be driven, have strong strategic andinfluencing skills, and be able to work with minimal supervision. There are three core elements to the role:

PTE Academic is currently accepted by almost all UK universities for entry at degree level or higher. A keycomponent of the role will be to build strong client relations and support with a variety of stakeholders in all UKuniversities (e.g. ensuring admissions teams are trained on the test), as well as other UK education bodies whosupport the test. The post-holder will be required to manage some key conference and exhibition events, andshould have some marketing experience.

A second element of the role will be to identify key universities in European countries (notably Ireland, Germany,the Netherlands and Scandinavia) and position PTE Academic as a test for accepting students onto Englishspeaking degree programmes. This will require strategically identifying key stakeholders, building and presentingcompelling presentations and liaising with senior level managers in universities and ministries to raise the profileand acceptance of PTE Academic in Europe.

Thirdly, the role will require liaison with other Pearson colleagues globally, advising them on how best to ensurePTE Academic is a recognised test by Ministries of Education, universities and professional bodies in markets suchas the UAE and Singapore.

The post-holder must be willing to travel within the UK and Europe, and it is anticipated this will involve severaltrips to mainland Europe and regular day/overnight trips to UK institutions.

Whilst the role is a one year fixed-term contract, the Language Testing team is expanding, and it is likely thatpermanent opportunities will become available within the team for a candidate who excels and displays strongcommitment and drive.

Key Accountabilities:

 Develop and deliver a recognition strategy in the UK and Europe for PTE Academic:

-In the UK, this will involve strong support and client relations, moving recognising institutions toprefer PTE Academic, with the aim of securing the highest level of endorsement/use/status ofPTE Academic within UK universities.

- In Europe, this will involve building a new strategy, determining priority markets andinstitutions / ministries / professional bodies to target, and then persuading them to accept PTEAcademic as a test for measuring English language abilities, with an agreed recognition targetfor the year. Priority markets are likely to include Ireland, the Netherlands, Germany andScandinavia.

 Build and manage relationships with Admissions Offices, International Offices and other universityleaders and staff to secure the highest level of awareness and endorsement for PTE Academic.

 Using a mix of sales and influencing skills, convince university relationships of the benefits of PTE


 Proactively position PTE Academic and expand brand and product awareness and understanding with keyexternal stakeholders including education associations and networks in the region.

 Showcase PTE Academic at industry conferences, forums and events, including UCAS, UKCISA, GoingGlobal and EAIE.

 Provide support to universities and colleges through the organisation of workshops and seminars onEnglish language testing.

 Monitor and analyse competitor activity and market intelligence to inform and shape recognitionstrategies.

 Work with the Director of Marketing to promote PTE Academic via a variety of forums (online, print,events) in the UK and Europe.

 Working with the Director of Global Business Development and Client Relations to deliver strategy for theUK and Europe, and to support other global markets with recognition.

Key outputs:

 A strategic plan, with key measurables, is developed and implemented, with specific country plans andtarget lists.

 An increased awareness of PTE Academic within the UK and Europe is achieved and recognition targetsare met.

 Regular reporting management, with updates on performance versus targets.

 Relationships with academic institutions, potential partners, influencers and other organisations aredeveloped and maintained and an agreed number of institutions are visited.

 Relationships lead to commercial opportunity and provide competitive advantage.

 Increased profile for and familiarity with PTE Academic within institutions.

 An increased number of international score assignments at assigned institutions

 Demonstration of impact at events and conferences


Essential Skills

 Ability to communicate professionally, clearly and effectively to target audiences. Highly developed oral, written and presentation skills. Uses diplomacy skills to persuade and influence external stakeholders.

 Ability to work and achieve success with minimal guidance

 Evidence of success in building stakeholder relationships for commercial benefit

 Good influencing skills and the ability to convince at different levels of seniority through personal credibility

 Evidence of success in a sales role

 Computer literate & able to use a CRM system

 Experience of working independently with strong organisational skills

 Excellent and confident presentation skills

 Ability to travel extensively within agreed territory

 Experience working within a university or admissions international office environment at a senior level

Preferred Skills

 Knowledge of the English Language Assessments arena

 Previous education sales experience, particularly with language testing.

Attitudinal/Behavioural Skills

 Determined/driven

 Hard-working, goes the extra mile

 Entrepreneurial

 Positive, energetic and enthusiastic attitude

 Results driven

 Problem/solution oriented

 Proactive - leads, not follows

 Drives improvement/progress

 Responsible

 Active and flexible team member

 Thrives in an agile and fast-paced environment

Background Information:

Language Testing is part of Pearson ELT which in turn is a division of Pearson International, an international media and education company. ELT is a publisher of print and online products, assessments, custom solutions, teacher training materials, and direct-to- consumer content for people teaching and learning English around the world. Language Testing provides English language testing products and services to service this market. Language Testing is headquartered in London.

Key Challenges:

Whilst the role is a one year fixed-term contract, the Language Testing team is expanding, and it is likely that permanent opportunities will become available within the team for a candidate who excels and displays strong commitment and drive.

Working Pattern:

The role requires working a standard week whilst office based. However, due to the nature of the role and the travel component, candidates must be prepared to work outside standard hours when travelling. The post-holder must be willing to travel within the UK and Europe, and it is anticipated this will involve several trips to mainland Europe and regular day/overnight trips to UK institutions.


Primary Location: GB-GB-London

Work Locations: GB-London-80 Strand 80 Strand London WC2R 0RL

Job: Sales

Organization: Global Product

Employee Status: Fixed Term

Job Type: Standard

Shift: Day Job

Job Posting: Oct 13, 2016