Pearson Business Development Manager in Tokyo, Japan

Business Development Manager


Pearson VUE ( is the global leader in computer-based testing for information technology, academic, government and professional testing programs around the world. Pearson VUE provides a full suite of services from test development to data management, and delivers exams through the world’s most comprehensive and secure network of test centres in more than 180 countries, where we validate the skills and knowledge of millions of individuals every year. Pearson VUE offers a great environment to start or grow your career, we are now hiring for a Business Development Manager to join our team based in Tokyo.

Pearson VUE is a business of Pearson, the world's leading learning company with global-reach and market-leading businesses. Pearson is listed on both the London and New York stock exchanges (UK: PSON; NYSE: PSO).

We believe in equal opportunity and employ people solely on the basis of their skills and abilities.

This position is located in Tokyo, Japan.

The Business Development Manager is responsible for growing Pearson VUE’s business with both existing accounts and new accounts through effective relationship management and successful implementation of a mutually beneficial program. The Business Development Manager is accountable for tracking the renewal of contracts in a timely manner to ensure high quality service and the satisfaction of clients and will also collaborate with Pearson VUE’s international offices to develop premier business development solutions.

The BDM is responsible for selling Pearson VUE (PVUE) wide range of testing related services to their target client base with the objective of winning large, multi-year, multi service contracts. The defined territory is Japan.

By understanding a prospect’s key assessment related needs, the BDM will be able to recognise opportunities and propose solutions that improve the client’s business performance and add value for their customers.

An individual contributor, the BDM will liaise with program management, operations, testing services and technology teams and will work closely with a pre-sales support team to identify needs and create customized offerings for our clients.

  • Account Management of an existing suite of clients

  • Maximize revenue opportunities, keeping clients apprised of service developments

  • Monitoring customer satisfaction and driving change as needed

  • Develop deep relationships and client ‘stickiness’

  • Be seen as an industry expert, and a leader and advocate in the computer based testing industry

  • Be continuously aware of opportunities to grow PVUE’s business and proactively develop a business pipeline in line with the PVUE strategy for Japan

  • Close new business deals quickly and professionally

  • Develop and maintain a good technical knowledge of PVUE and other relevant Pearson products and services

  • Contribute to the knowledge pool that exists amongst PVUE client–facing staff

  • Prepare and deliver presentations in a professional and unambiguous manner to executive level for both clients and prospects

  • Assiduously follow the PVUE bid management process

  • Work closely with Operations and other teams as required to drive solution and proposal development and responses to RFPs and Tenders taking overall responsibility for the quality of the response and taking personal ownership for:

  • Key sales themes

  • Solution design and description

  • Internal and external partner selection and involvement

  • All commercial and pricing related matters

  • Develop a good level of business understanding of the target market sector(s) assigned

  • Participate in demand generation activities such as seminars, exhibitions and direct marketing as required

Key Activities

  • Engage with clients and prospects at executive levels and be part of their growth strategies

  • Close new business sales professionally and efficiently

  • Regularly communicate progress of individual deals, using CRM tools

  • Proactively prospecting for new, small and large-scale opportunities

  • Complete bids and tenders both with a bid-writer and without

  • Develop a professional network within the testing and assessments industry


Essential Experience and Qualifications

  • Bachelor’s degree required

  • Good written and oral communication skills in English

  • Good written and oral communication skills in Japanese

  • Comfortable in working with multi-national and cross-cultural teams

  • At least 3 years of experience in client relationship management and 8 years of sales experience

  • A proven track record in solution selling

  • A consultative approach to solution definition

  • Ability to lead in a sales campaign

  • Ability to appreciate and handle long sales cycles

  • Ability to resolve client conflict with positive outcomes

  • Comfortable presenting and interacting with executive levels in prospect organizations

  • Comfortable discussing and presenting technology oriented solutions

  • Experience of formal and informal tendering

  • PC, internet and new technology savvy

  • Fully fluent in the use of the Microsoft Office suite

  • Ability to work on a non 9 to 5 schedule

  • Ability to work under pressure

  • Success oriented

Desirable Experience and Qualifications

  • Further business qualification is desirable

  • Intellectually inquisitive by nature

  • Relevant and useful client contacts

  • An understanding of the assessment and testing business and/or education sectors

  • Self-starter with a “can do” attitude

  • Attention to detail

  • Resilience and the ability to deal confidently with senior client members

  • Able to work independently in a high-stakes environment

  • Comfortable with the ambiguity that can exist in a changing business

Only candidates who demonstrate the above skills will be considered for the position

Primary Location: JP-JP-Tokyo

Work Locations: JP-Tokyo-1-1-1 Uchisaiwacho 18F The Imperial Hotel Tower 1-1-1 Uchisaiwaicho Tokyo 100-0011

Job: Sales

Organization: Assessments VUE

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Dec 1, 2016

Req ID: 1614189