Pearson Sales and Commercial Director in Harlow, United Kingdom
Sales and Commercial Director - ( 2105357 )
We are the world’s learning company with more than 22,500 employees operating in 70 countries. We combine world-class educational content and assessment, powered by services and technology, to enable more effective teaching and personalized learning at scale. We believe that wherever learning flourishes so do people.
At Pearson, we believe in the power of difference. Harnessing the unique skills, perspectives, and backgrounds of every employee helps us foster innovation and create the most effective solutions for learners around the world. That’s why we’re committed to ensuring that diversity and inclusion are embedded into everything we do. We foster a work environment that’s inclusive and diverse — and where our people can be themselves — so we can reflect the customers and learners we serve.
Pearson is delighted to be committed to the Race Charter, and to be confirmed by Stonewall in the Top 100 Employers LGBTQ employers in the UK. We are a Disability Confident committed employer and were recognised in the Best Employers for Diversity 2019 awards. We are featured on The Forbes list of Best D&I Employers and are a Working Mums Top Employer and Age Positive employer. Pearson is listed on both the London and New York Stock Exchanges (UK: PSON; NYSE: PSO). We are proud to offer an exceptional and supportive environment to develop your professional career.
About Higher Education Services (HES)
Higher Education Services is our leading courseware, services and assessment business in the UK. The Sales and Commercial Director is responsible for a team of 35 and all HES revenues in excess of £20m. We partner with Higher Education providers and direct to learner to design, develop and deliver world-class products and services from textbooks to personalized digital courseware to full online courses across a range of disciplines. As the UK market leader of world class content and courseware, our team is at the forefront of the transition from print to digital and personalized learning at scale.
The Sales & Commercial Director will continue to lead the transformation to a customer centric multi- year, multi service solution oriented way of selling, being hands on with key customer relationships and leading the team to drive digital growth, increase market share and improve monetization through innovation in channel strategy. The Sales & Commercial Director is also a key contributor to the overall growth strategy for HES leading on new commercial and pricing models.
Sales and Commercials
Responsible for all HES revenues and growth plans, in excess of £20m
Identify and engage with key stakeholders in the industry, positioning Pearson as the partner of choice for innovative, customer-focused products and services. Develop a well-connected network of influencers and supporters at senior levels of HEIs and other relevant organisations.
Lead and support key high stakes, high revenue opportunities directly with clients.
Be the custodian of all commercial decisions, helping lead and shape new commercial propositions and go-to-market pricing, particularly around new digital, license and subscription pricing models, challenging the status quo
Manage governance around bids, tenders, specific customer commercial opportunities
Build, promote and lead an insight first approach to sales and support building Pearson’s voice in the market
Ensure the team represent the customer voice back into marketing, product, insight and operations teams across Pearson
Leadership and Team Development
Provide clear direction and leadership with a strong vision across the whole sales and go-to-market function
Recruit, develop and coach diverse talent, building a strong sales management team and culture with a good succession pipeline at all levels of the sales organisation.
Sustain a high performing, results focused, diverse and inclusive team across all sales roles with the skills and capabilities to achieve the growth opportunity in front of us.
Create an inclusive environment and lead the people engagement strategy for the sales function with a focus on the needs of remote workers.
Run team events and conferences throughout the year, setting the vision and objectives and working with relevant functions to deliver.
Work in partnership with other functions across HES, HE and wider Pearson businesses to support product and service roadmaps, marketing strategies, sales support, CRM and other go-to-market requirements are in place and fully aligned to customer and market needs.
Develop a problem solving, pro-active, customer first mentality in all sales roles and engagements with current and prospective customers.
Strategy and operations
Develop and deliver a Higher Education Services sales strategy that allows us to meet our revenue, profit, market share and new product and service launch targets across all parts of the portfolio and across all key channels.
Set effective sales targets, objectives and KPIs across all roles that are aligned to, and support, the delivery of overall business goals.
Establish and implement systems to monitor actual and forecast performance against targets (to include market trends, opportunities and risks), working in partnership with UK Higher Education Finance business partner and Business Analyst.
Work with the wider HES Leadership team to establish a clear feedback loop and formalised reporting back to product and marketing to include customer feedback on products, services and new market trends.
Work with operations to optimise customer processes and improve internal capabilities
Lead sales effectiveness, seeking to improve sales processes and operations
Key Skills and Attributes
Significant Experience in revenue generating roles of a similar size, including a proven solution selling track record in a commercial sector with the ability to appreciate and handle long sales cycles and digital transformation
Excellent commercial and strategic business acumen and data analysis skills. Demonstrable experience of new commercial models, pricing and deal P&L creation to maximise profit.
Ideally experience of B2B and B2C sales.
Strong sales operations & sales effectiveness skills. Demonstrable experience of CRM and how to maximise it to improve pipeline management and forecasting. Experience of process mapping, willingness to oversee operational improvements to impact sales
Strong transformation and change management skills to lead the business into its future growth areas.
Strong team management experience, contributing strategically to a business or organisation at a senior management level. Good understanding of “virtual” teams and how to function with them
Able to navigate complex stakeholder environments, identifying key mobilisers and able to build internal consensus within customers to drive to positive outcomes
Strong communication and storytelling skills, tailoring communications to customer’s needs, considering the sector, account and individual
Excellent organisational and project management skills: ability to manage diverse and challenging business priorities in a coordinated manner that takes others with you
Significant Experience of formal (OJEU) and informal tendering and a track record of winning high value bids
Excellent written, visual and verbal communications and presentation skills
A passion for learning and education.
Our Recruitment Process
Please complete and submit your application as soon as possible and ensure that you apply directly on our Pearson Careers website only.
We are reviewing applications regularly and interviews are being scheduled now, therefore we encourage you to submit your application as soon as possible. Wishing you success with your application!
Primary Location : GB-GB-Harlow
Other Locations : GB-Greater London, GB-GB-Harlow, GB-GB-London
Work Locations :
Kao Park Hockham WayKao Two
Job : Sales
Organization : Core
Employee Status : Regular Employee
Job Type : Standard
Job Level : Director
Shift : Day Job
Travel : Yes, 50 % of the Time
Job Posting : May 4, 2021
Job Unposting : May 23, 2021
Schedule: : Full-time Regular
Req ID: 2105357