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Pearson Manager Direct/Field Sales (Tampa) in Tampa, Florida

Pearson Overview

Learning is one of the world’s most powerful forces for change. As the world’s largest learning company, Pearson has been contributing to a profound impact on our world since its formation in 1844. Pearson employs more than 20,000, operates in 70 countries, and delivers products and services in nearly 200 countries. Each one is furthering a common purpose: to help people achieve their highest potential through learning. Towards this goal, Pearson provides a diverse global community with high quality digital content, learning experiences, assessments, and qualifications to build skills and proactively impact our evolving world. Pearson works with globally recognized educational institutions, employers, and governments, deploying its expertise across a broad range of subject matter and age groups.

Tens of millions of people rely on Pearson for learning throughout their lives. Pearson’s knowledge and experience help create the best content delivered in the most appropriate way for the best learner outcomes - whether digitally to help children read or online courses to upskill career-driven professionals. With advances in technology and changes in consumer habits, Pearson helps people reach their goals regardless of their location and preferred learning modality. From carefully designed online resources and rich content, to full course and curriculum support – Pearson’s products address the entirety of a person’s learning starting with formal education to the workplace and beyond.

Diversity, Equity & Inclusion

At Pearson, we’re committed to a world that is always learning and to our talented team who makes it all possible. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us too always be better.

We believe that wherever learning flourishes so do people. We value diversity, equity, and inclusion. We value the power of an inclusive culture and a keen sense of belonging. We seek to infuse diversity and inclusion in everything we do while promoting a culture where differences are embraced as strengths; opportunities are equal and accessible; consideration and respect are the norm; and all team members are supported in reaching their full potential.

Through our talent, we believe that diversity and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to a sustainable environment and workplace where talent can learn, grow, and thrive.

To learn more about Pearson’s commitment to a diverse and inclusive workforce please visit

The Role

The responsibility of the District Sales Manager is to recruit, develop, and lead a team of diverse sales reps to achieve or exceed their district sales goals by driving course and program adoption decisions at institutions of higher education. This district will cover Central Florida.

Responsibilities include:

  • Hiring, coaching, developing and leading Sales Team in a dynamic business environment

  • Collaborating with internal stakeholders to drive account strategies across the district

  • Planning, pipeline reporting, business analytics and astute fiscal management

  • Collaborating with peers and colleagues across the organization on continuous improvement and efficiency efforts

The District Sales Manager builds and sustains a highly functioning, diverse team of sales professionals and guides them to achieve profitable annual revenue growth at their assigned accounts while coaching the team to grow and develop as professionals whereby everyone contributes toward and promotes our inclusive culture and commitment to accessibility.

Key accountabilities include:

  • Achieving or exceeding district sales target – including both subscription-based sales growth and market share gain

  • Recruiting and managing the on-boarding, training, and holistic first year sales rep new hire employee experience

  • Coaching and developing all reps regardless of experience

  • Motivating and building team spirit

  • Promoting a transparent and inclusive culture where employees are encouraged to learn more about themselves and others

  • Maintaining rep accountability for key milestones in the sales process

  • Analysis and reporting

  • Collaborating with enterprise level account executives, business development, and specialist counterparts to define and drive a strategy to maximize account level engagements

  • Reinforce and model ways of working across the organization, particularly with Services to support a scalable, quality customer experience

This is a remote/home-based position with approximately 40% travel. Preferably candidates should live in Kentucky or Tennessee. Relocation is not available for this position. The District Sales Manager will be expected to:

  1. Set strategic vision for district; develop and implement district sales strategies and plans

  2. Drive revenue growth in current and future business models; ensure the execution of effective sales plans that deliver customer value, learner progression and business growth; meet/exceed annual sales and share targets

  3. Fully leverage data to help focus and prioritize across the territories.

  4. Set territory goals and monitor KPIs; effectively redirect rep behavior through feedback, performance management discussions, success plans and, where necessary, performance plans.

  5. Recruit, hire, develop, and retain sales representatives in a diverse cultural environment that actively promotes learning while embracing equity and inclusion

  6. Train and coach planning, territory management, selling skills, and provide developmental coaching for all direct reports through the effective use of available coaching and development tools

  7. Reinforce appropriate and accurate rep usage of business systems including SalesForce, Tableau, and various internal systems 

  8. Promote strong understanding of product portfolio and product positioning as it pertains to winning adoptions and meeting customer needs 

  9. Work cross-functionally across the organization to drive best practices, process improvements, and stronger results 

  10. Manage district level spend and compensation budgets, meetings, and general operational activities across the district

Essential Experience/Background

  • A Bachelor's degree or an equivalent combination of education and work experience

  • A minimum of 5 years of exceptional sales performance in the higher education market

  • Record of informal and/or formal leadership – ability to build and motivate a team

  • Skilled in identifying, organizing, and presenting the necessary data required to support approval of opportunities. Strong value articulation skills

  • Demonstrated problem solving skills

  • Facility with data analytics, financial & business reporting and demonstrated ability to make data-informed decisions

  • Demonstrated ability to collaborate effectively with colleagues for the benefit of the customer and Pearson

  • Demonstrated proficiency in MS Office, CRM, Sales Reporting, and light project management tools

Essential Attributes

  • Achievement-driven – determination/drive/desire to achieve results

  • Motivated by coaching others to the win, rather than needing to have the “win” as their own

  • Exceptional written, oral, and presentational communication skills

  • High emotional intelligence and self-awareness

  • Has an inherent ability to build trusting relationships with employees, customers, and internal staff and then to maintain those relationships through professional empathy and trust behaviors

  • Collaborative Leadership skills: Ability to both lead a team and work as an effective team player

  • Strategic: Thinks strategically and creatively when presented with ambiguous opportunities and able to be analytical in pursuit of new opportunities.

  • Change agility – able to adapt quickly and lead others through change

  • Learning agility – aptitude for learning and adapting innovative technologies and skills.

  • Initiative-taking; self-directed

  • Strong organizational skills and ability to manage across multiple workstreams

  • Tenacity

Learning is the most powerful force for change in the world. More than 20,000 Pearson employees deliver our products and services in nearly 200 countries, all working towards a common purpose – to help everyone achieve their potential through learning. We do that by providing high quality, digital content and learning experiences, as well as assessments and qualifications that help people build their skills and grow with the world around them. We are the world’s leading learning company. Learn more at

Pearson believes that wherever learning flourishes, so do people. We are committed to being an anti-racist company in everything we do. We value the power of an inclusive culture and a strong sense of belonging. We promote a culture where differences are embraced, opportunities are accessible, consideration and respect are the norm, and all individuals are supported in reaching their full potential. Through our talent, we believe that diversity, equity, and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to a sustainable environment and workplace where talent can learn, grow, and thrive.  

To learn more about Pearson’s commitment to a diverse and inclusive workforce, please click here: 

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. All employment is decided based on qualifications, merit, and business need. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status, or any other group protected by law.


Organization: Higher Education

Schedule: FULL_TIME

Req ID: 6972