Pearson National Account Manager - Pearson Test of English & Higher Education in Harlow, United Kingdom
National Account Manager - Pearson Test of English & Higher Education
Learner at the heart
Pearson is a global education company that helps people around the world to make progress in their lives through learning. With a rich heritage that combines 150 years of experience in publishing with the latest learning technology and digital services, we help people learn whatever, wherever and however they choose. We are now transforming Pearson to accelerate our activity in digital learning, education services and emerging markets. This will enable us to make a lasting impact in helping to solve some of the most important challenges in global education
The National Account Manager role is a new position, leading a new national team with a particular focus on pathway institutions, professional bodies and private HE providers. You will be responsible for taking Pearson’s range of products and services to market across this set of accounts.
Pearson has recently been awarded the UK Government’s Secure English Language Test (SELT) status for our Pearson Test of English (PTE). The new national team is responsible for taking this new proposition to market, supported by a local product team. This is a large opportunity for Pearson in and of itself, but we also believe it will support us in opening up wider opportunities for the business.
This is a new role and you will have the chance to shape and mould the role as we collectively learn more about the target markets together. Higher Education Services currently generates annual sales of around £25m, and we expect this new team to be contributing in excess of £4m new revenues within three years.
You will be supported by specialists who can be brought in as conversations develop across our target customer base. The role will be expected to manage complex sales, working with customers to get the right solution for them and negotiating commercial arrangements and managing professional proposals and bids within your key accounts. You will support Pearson’s transition from print to digital by building a strong pipeline of institutional, multi-product, multi-year deals and partnerships.
The new team will be cross-functional with product development, marketing, and sales colleagues. The National Account Manager will lead the sales activity of the new team, working collaboratively to set priorities across the account base. The accounts will be segmented with the National Account Manager holding key relationships and managing sales in the highest value, most strategic accounts.
This is a hands-on role for a creative, entrepreneurial, dynamic and resilient individual with ambitious sales and signings targets. As part of the wider Higher Education Services go-to-market team, your work will directly inform innovation in new product and commercial models, sales, marketing and channel strategy ensuring we set ourselves up for the growth opportunity before us.
Pearson is an equal opportunities employer. We do not discriminate against employees or job applicants and select the best person for each job based on relevant skills and experience.
We are also committed to building an accurate picture of the make-up of the workforce and encouraging equality and diversity.
The information you provide will stay confidential, and be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.
Key components of the role:
Deliver year-on-year revenue growth of key accounts.
Grow market share and revenues of Pearson Test of English following the UK Government award of SELT status
Identify and engage with key stakeholders in accounts, positioning Pearson as the partner of choice for innovative, customer-focussed products and services.
Develop a well-connected network of influencers and supporters at senior levels in your relevant organisations.
Prepare and deliver presentations to senior clients and prospects in a professional and unambiguous manner, working closely with customers to develop solutions which are right for them.
Lead the preparation of proposals and responses to PQQs, RFPs and Tenders taking overall responsibility for the quality of the response, solution and commercial proposition.
Develop and maintain an excellent knowledge of the English Language and Higher Education market.
Develop and maintain a good pedagogical and technical knowledge of all the relevant Pearson products and services.
Lead the team to complete and maintain plans and account plans including market share data.
Run the annual strategic planning and business planning process for your team reviewing and updating the plans every quarter.
Maintain detailed and accurate CRM records and an up to date pipeline of new and existing business and post sale documentation as required.
Lead and support a high functioning, trusting, collaborative results driven team.
Work closely with all other relevant roles across Product Development and Service Delivery Organisation, Customer Services, Marketing, Product, Finance, Operations and Senior Management.
Our Successful Candidate
This is an experienced role and candidates will be required to demonstrate relevant experience and expertise in a similar position. Specifically, the successful candidate will need to demonstrate a proven track record of:
Achieving results in high value sales, business development and account management.
Knowledge / experience of the PLS / ELT / Agent / FE / HE landscape
Understanding of the assessment market
A proven solution selling track record in a commercial sector at senior levels with the ability to appreciate and handle long sales cycles.
Demonstrable experience of creating and implementing strategies and account plans for growth successfully at an account.
Ability to think strategically, identify key sources of competitive advantage, and to balance a strong commercial focus with policy and operational requirements to create commercially viable customer solutions.
Experience of running tenders and managing bids, with an understanding of UK procurement, tender processes and OJEU rules.
Strong financial understanding and commercial acumen. Highly numerate.
Leading workshops externally with clients and internally with matrix teams.
Exceptional communication, influencing, negotiation and presentation skills, written, visual and oral.
Confident and able networker with an ability to form trusted relationships plus influence and lead at all levels, often in virtual teams.
Resilient, energetic, highly motivated ably to learn quickly, thrive in a fast-paced environment.
Excellent aptitude for learning new technologies and skills.
Field based & willingness to travel in the UK & Ireland (up to 80%).
Self-starter, proactive and resilient.
Ability to work on a non 9 to 5 schedule.
Occasional long hours when responding to clients’ needs.
Full driving licence.
Primary Location: GB-GB-Harlow
Work Locations: GB-Harlow-Kao Park Kao Park Hockham Way Kao Two Harlow CM17 9SR
Employee Status: Regular Employee
Job Type: Standard
Shift: Day Job
Job Posting: Feb 10, 2020
Job Unposting: Ongoing
Schedule: Full-time Regular
Req ID: 1915356
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.