Pearson is looking for a dynamic and results-driven sales professional with a winning mindset and a strong desire to succeed as the Business Manager for Indonesia. As Business Manager, you will lead a small team of Business Development Managers and Key Account Managers to drive HED business performance in Indonesia by achieving or exceeding revenue targets. This role requires a strong understanding of the publishing landscape, exceptional leadership skills, and a proven track record of meeting or exceeding sales targets.

Key Responsibilities

1. Sales Strategy Development

• Develop and implement sales strategies to achieve revenue and market share goals

• Analyze market trends, customer needs, and competitor activities to identify new business opportunities.

• Collaborate with marketing, editorial, and product teams to align sales strategies with overall business objectives.

• Responsible for driving HED sales revenue in Indonesia by establishing a strategic partnership with key accounts

1. Team Leadership and Management

• Lead, coach, and manage a team of sales representatives, setting clear performance expectations and ensuring they have the tools and training needed to succeed.

• Provide regular performance feedback and conduct periodic evaluations.

• Foster a results-oriented, collaborative, and positive team culture.

1. Client Relationship Management

• Build and maintain strong relationships with key clients, including retailers, libraries, academic institutions, and other industry stakeholders.

• Negotiate contracts, pricing, and terms with clients to maximize profitability.

• Identify opportunities for upselling and cross-selling across our catalog of publications and digital offerings.

• Identify and build strategic relationships with key University stakeholders such as Teaching & Learning, IT (technical), Procurement, Educational Designers, Finance, and Library to ensure awareness of Pearson products and services to help grow institutional sales.

• Work with instructors to match Pearson products to their program to drive adoption sales

• Conduct and/or support team members on group and individual product/technology presentations

1. Revenue Growth & Target Achievement

• Set and monitor sales targets for individual team members and the department as a whole.

• Ensure that sales targets are met or exceeded on a monthly, quarterly, and annual basis.

• Prepare and present detailed sales reports, forecasts, and performance metrics to senior leadership.

1. Market Expansion and New Business Development

• Identify and pursue new business opportunities in both traditional and digital publishing markets.

• Drive efforts to expand into new territories or niche markets through innovative sales approaches.

• Develop partnerships with distributors, agents, and other industry players to extend the company’s reach.

1. Budgeting and Financial Oversight

• Manage the sales department’s budget, ensuring effective allocation of resources.

• Analyze sales data and trends to make informed decisions about pricing, discounting, and sales strategies.

• Identify opportunities for cost savings and increased profitability.

Other responsibilities

• Maintain up-to-date knowledge of Pearson products, platforms and capabilities

• Stay abreast of issues impacting the educational industry and factors influencing the market environment

• Perform production/sales forecast/ inventory management for the Higher Education division

• Develop and maintain a sales pipeline for all qualified opportunities in OneCRM (salesforce.com)

Key competencies required:

• Bachelor's degree in Business, Marketing, or a related field; an advanced degree is a plus.

• 5-8 years experience with a successful track record in working with channel partners, bookstores, sales or related customer-facing roles in higher education or a related field

• Strong leadership skills with the ability to motivate and manage a high-performing sales team

• Experience interfacing with executive management; ability to conduct high-level sales meetings with Deans, Vice-Chancellors and other similar executive levels

• Excellent communication, negotiation, and relationship-building skills

• Strategic & creative thinking to develop innovative ideas to increase sell-thru

• In-depth knowledge of the publishing industry, including both print and digital formats.

• Great commercial acumen

• High level of experience in solution selling and digital products.

• Passion for higher education, learner success and Pearson's mission

• Strong networking skills and familiarity with social media selling & prospecting

• Willing to spend a significant portion of time on field sales activities

• Must be able to communicate fluently in the local language and at an intermediate level in English language communication

• Experience with SalesForce and Tableau would be a key advantage

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: On-site

Req ID: 17284

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