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 to 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.

Why we need you

We believe education is a vital force that can empower people, help them to reach their potential and contribute to more connected communities, all around the world. Our strength comes from our outstanding people; our strong relationships in the education world; our expertise in using technology to help people learn; our global footprint and local reach; and our position as a profitable, global company with a unifying sense of purpose.

About the job

Higher Education Services is our leading digital and print courseware and services business in the UK, generating annual sales of around £18m. We partner with customers to provide world-class products and services that meet their needs, and those of their learners, both today and tomorrow.

Reporting to the Regional Sales Manager, the Academic Consultant (Sciences & Law) is accountable for revenue generation at lecturer and departmental leadership level within Sciences (Biological, Engineering, Physical & Chemical) and Law departments of Higher Education Institutions for a specified territory. This is a field-based role, with the majority of the working week spent visiting customers across the North or South region of the UK.

The successful candidate will play a leading role in accelerating market share and revenues from Pearson’s extensive Sciences and Law portfolios. The role will focus on securing high value adoptions of digital and print resources in target modules and departments, within target institutions:

Engage with lecturers, Module Leaders, Course Directors and Heads of Departments to:

Understand instructor and learner challenges in the module, programme and department

Accelerate the transition from print products to digital services

Embed digital and print products into modules according to account strategy, with a primary focus on institutionally funded solutions

Key Accountabilities:

Revenue generation and sales activities :

Execute the account strategy to maximise sales of Pearson digital and print products into Higher Education institutions in territory.

Identify and prioritise target modules in target accounts.

Sell Pearson products directly to Module Leaders, Course Directors and Heads of Departments

Maintain and acquire new adoptions at module and departmental level.

Engage with academic staff to understand learning objectives of modules and programmes.

Accelerate the transition from indirect sales (to students via bookshops/ online retailers) to direct (within modules, as part of an overall strategy for the institution or through our UK Learner Store).

Accelerate the transition of use of print products to digital services.

Accountable for timely delivery of digital products to modules. Accountable for adequate stock in bookshops (and timely delivery).

Maintain relationships with book shop managers.

Working with the Commercial and Channel Management team, maximize student-driven revenue from institutions with a physical campus bookshop.

Drives usage of Pearson products within modules, maximizes digital Registrations, minimize print returns.

Target competitors and substitute Pearson products.

Utilize appropriate sales tools within the sales process to increase effectiveness.

Deliver year-on-year growth of key accounts.

Analyse pipeline information and other sales intelligence in order to prioritize Account Team activities.

Deliver accurate and timely sales proposals at module level.

Lead effective negotiations at module level.

Deliver Departmental Demonstrations to highlight Pearson capabilities in line with departmental teaching and learning requirements.

Product Knowledge

Develop strong understanding of core teaching and learning needs in HE markets and how our products have been developed to support and address these. Have ability to articulate and demonstrate these applications with ease and confidence.

Have an outstanding knowledge of Pearson print and digital products:

key digital products and platforms (Revel, MyLab, Mastering, eTextbooks, etc.)

key titles and their accompanying digital resources

Maintain product knowledge and keep up to date with technological enhancements to our platforms.

Able to deliver compelling product demonstrations to lecturers, Module Leaders, Course Directors and departments whether print or digital, across the Sciences and Law portfolio.

Sales Planning and Record Keeping:

Create and maintain territory plans that build on the general account strategy.

Maintain accurate and current details of contacts, calls and opportunities in CRM.

Undertake maintenance of non-opportunity related account and customer intelligence through Genie tool, as required by Regional Sales Manager.

Use CRM to inform sales planning, territory prioritization, market share analysis and forecasting.

Provide regular sales reports as required by the Regional Sales Manager and senior management.

Working in a Regional Team

Work effectively with regional sales colleagues and other functions to build a base of high-quality, long-term adoptions in target accounts to support institution-wide sales.

Prepare for optimal success in all customer interactions, establishing the route and rationale to maximum monetization outcomes for each adoption.

Strategize with regional team members, including Digital Solutions team on ‘land and expand’ plan, ensuring key customers / advocates, account and adoption needs and account-based marketing are considered to consolidate activity and reach growth goals.

Actively gather insight and feedback information on sector and adoptions dynamics to immediate team and wider GTM team through appropriate channels

Work effectively with other business functions to deliver solutions:

operations, customer services, marketing, portfolio management, finance, senior management.

Essential Experience and competencies:

Key requirements

Located within region role is appointed for.

Target and performance driven.

Proven record of achieving results

Highly motivated

Curious outlook and effective networker

Strong listening skills, with ability to identify key needs / points of importance in a conversation

Passion for supporting customers working within educational delivery, with understanding and empathy for their context

Strong organisational and planning skills – manages detail well

Strong Communication and Interpersonal Skills

Commitment & flexibility

A minimum of 3 years in business-to-business sales

Educated to degree level within a STEM discipline (preferred)

Experience of working in or selling into the Higher Education sector (preferred)

Strong selling skills / negotiation and presentation skills

Demonstrate collaborative attitude and behavior consistent with team and organizational values.

Aptitude for learning new technologies and skills. Comfortable working within and demonstrating digital and print media.

Excellent presentation skills

Ability to work on a non 9 to 5 schedule.

Ability to work under pressure during peak periods in line with academic calendar.

Pearson competencies:

Organizationally Agile Adapts quickly to new situations where roles and work are not clearly defined. Proactively seeks information to understand the reasons for change and adapts approach accordingly.

Influences without Authority Conveys messages and clear outcomes to diverse audiences using the most effective channels in an easily understood, convincing and actionable manner. Identifies stakeholders, seeks input and actively listens to build support and identify best solutions.

Prioritizes and makes Effective Decisions Breaks down work into manageable parts, assessing the priorities and schedule required to deliver on time. Ensures the quality of the data provided to analyze possible solutions and support effective decision making.

Builds Relationships Creates relationships with peers quickly and confidently, building trust and win-win partnerships. Proactively networks with other teams to discuss common issues and share knowledge.

Outcomes Oriented Differentiates between outputs and outcomes, working with a focus on achieving desired outcomes. Understands the intended outcomes of own work and how they contribute to Pearson’s broader objectives including customers and learners.

Continuously Improves Actively seeks opportunities for improvement and presents ideas for increasing effectiveness and efficiency of own work. Demonstrates willingness and flexibility to adapt own approach to new ways of working to achieve improved outcomes.

Evidence Informed Identifies and collects reliable data necessary to build evidence to enable and support decisions. Organizes and analyses information (into meaningful / related areas) to form robust, evidence-based conclusions.

What to expect from Pearson

Did you know Pearson is one of the 10 most innovative education companies of 2022?

At Pearson, we add life to a lifetime of learning so everyone can realize the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. We are on a journey to be 100 percent digital to meet the changing needs of the global population by developing a new strategy with ambitious targets. To deliver on our strategic vision, we have five business divisions that are the foundation for the long-term growth of the company: Assessment & Qualifications, Virtual Learning, English Language Learning, Workforce Skills and Higher Education. Alongside these, we have our corporate divisions: Digital & Technology, Finance, Global Corporate Marketing & Communications, Human Resources, Legal, Strategy and Direct to Consumer. Learn more at We are Pearson.

We value the power of an inclusive culture and also 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 building a workplace where talent can learn, grow and thrive.

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We want a team that represents a variety of backgrounds, perspectives and skills. The more inclusive we are, the better our work will be. All employment decisions are 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. We strive for a workforce that reflects the diversity of our communities.

To learn more about Pearson’s commitment to a diverse and inclusive workforce, navigate to: Diversity, Equity & Inclusion at Pearson.

If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing TalentExperienceGlobalTeam@grp.pearson.com.

Note that the information you provide will stay confidential and will be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.

Job: SALES

Organization: Higher Education

Schedule: FULL_TIME

Workplace Type: Remote

Req ID: 14447

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