Job Information
Pearson Senior Vice President, Sales & Contract Management in Montgomery, Alabama
Senior Vice President, Sales & Contract Management - ( 2102839 )
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.
The Senior Vice President (SVP), Sales and Contract Management, is responsible for growing Pearson’s School Assessment Business and overseeing the program management team responsible for managing School Assessment contracts. As an active member of the School Assessment Leadership Team, the SVP drives customer opportunities that are most advantageous for Pearson, finalizing contracts that meet or exceed revenue and operating income expectations.
In this new role, the SVP, Sales and Contract Management, will report to the Managing Director of Pearson’s School Assessment Business. This individual will successfully lead the business development and program management teams in relationship management, contract retention, and financial growth initiatives to grow the School Assessment Business with existing accounts and new business targets. The SVP, Sales and Contract Management, is responsible for tracking the renewal of contracts, ensuring high quality service and satisfaction of clients, and driving premier business development proposals. Additionally, the SVP, Sales and Contract Management, is responsible to collaborating with product and services teams to drive new solutions for customers.
New Business Development
Identify new business opportunities
Work closely with product and services teams to ensure product and services offerings drive new sales and meet customer needs
Establish relationships with key decision makers
Work closely with the delivery pre-sales and post contract award implementation teams
Assist prospects with the development or modification legislation that would benefit Pearson
Work closely with prospects to develop return on investment proposals for the benefit of Pearson
Negotiate the contract with new accounts
Oversee proposal development staff and processes
Develop plans for the attainment of School Assessment sales goals and report progress to the Managing Director, finance and the other members of the School Assessment Leadership Team
Attend industry conferences or trade shows, as assigned
Account Management
Establish and maintain relationships with client personnel through formal and informal interactions
Identify new or additional services that could benefit clients, and profitably increase account revenue
Work with Pearson functional personnel to qualify the opportunity, and where appropriate develop and submit proposals for the work to the customer
Lead the organization’s program management and planning to successfully deliver all contracts on time, at budget and with quality. Define, implement, and measure performance standards for the Program Management team (e.g. client satisfaction, internal work metrics, etc.), including assignment of accounts to staff, contract delivery, and implementation of internal work processes and procedures.
Drive a high performance culture in line with Pearson values. Manage staff performance and career development, including identification and cultivation of high potential performers as well as remediation of low performing staff through coaching, performance improvement, and separation as necessary.
Communicate significant account news to all affected departments within Pearson on a timely basis
Contract & Fulfillment Management
Ensure that all services are invoiced in a timely manner per contract and scope agreements
Be aware of all contract or statement of work scope changes and where appropriate negotiate additional compensation for the changes
Plan, execute, and track existing contract renewal or extensions requirements in a timely fashion on terms that are favorable to Pearson
Colorado-based individuals expressing interest in this position can expect a starting salary $175k, and are eligible to participate in a bonus plan. Benefits available to eligible employees can be seen at: https://pearsonbenefitsus.com/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.
Qualifications
Education and Experience:
Bachelor’s degree in a business-related field, MBA preferred
12 years experience in business development, account management, or a related area
Licensure, certification and/or global testing experience preferred
Skills, Knowledge and Abilities:
Knowledgeable of educational testing business
Knowledge of all aspects of the business operations, technology & systems
Excellent business writing and proposal writing skills
Relationship management skills a must
Must be a good listener
Persuasive and influential communication skills
Excellent time management and multi-tasking skills
Effective priority setting skills
Creativity and flexibility
Motivate and clearly communicate with staff
Build talent through employee professional development and lead the management of high performing teams
Ability to deal with a level of stress
Willingness to travel up to 50% (post COVID-19 travel restrictions)
Primary Location : US-RE-Remote
Work Locations :
US-Remote
Remote
Job : Marketing
Organization : Assessments School
Employee Status : Regular Employee
Job Type : Standard
Job Level : Executive
Shift : Day Job
Travel : Yes, 50 % of the Time
Job Posting : Feb 25, 2021
Job Unposting : Ongoing
Schedule: : Full-time Regular
Req ID: 2102839