Reporting to the Director of Higher Education in SEA & East Asia, the Manager, Business Development, Indonesia (CMI) will own the revenue generation and go-to-market strategy for Indonesia. They will lead a high impact sales team that is focused on driving profitable growth, operational transformation and exceeding customer expectations. They are also responsible for fiscal planning, establishing sales territories and goals, forecasting, sales training and monitoring competitive activity. They will collaborate with product management and operational teams to ensure that all products are strategically aligned to the needs of Pearson's chosen markets.
They will take on a central role in accelerating Pearson's transition from print to digital, defining the digital go-to-market product propositioning and consumer messaging. They will work creatively and collaboratively across the matrix, leading by example with teamwork, innovation and excellence. They will build a strong, diverse team which is driven by incentive plans which align to Pearson's strategy and ensure their teams
Key Responsibilities
Set and execute the regional go-to-market strategy based on customer business drivers to increase market share for products.
Lead and direct all aspects of sales performance, adjusting activities to meet or exceed financial targets.
Responsible for annual and long-range operating planning, sales forecasting and reporting.
Accountable for building and leading training and development of sales staff and coaching and motivating the team.
Engage with senior leaders across all functions to understand and communicate any key opportunities and risks that will influence go-to-market and product strategy.
Work with the Product Management function to ensure that all products are properly correlated and strategically aligned to the needs of Pearson’s chosen markets within a coherent product and service architecture.
Collaborate with internal stakeholders in presenting major proposals to key customers and partners.
Desired Outcomes
Transform Higher Education in Indonesia, growing revenues and increasing market share.
Transform the team and culture to embrace digital platforms.
Assess internal talent to ensure Pearson have the right team in place to succeed. Build a digital-first and results-oriented culture.
Win faculty and consumer decision makers.
Ideal Experience
Minimum of 15 years’ experience with at least eight years of experience in a sales leadership role. A proven track record of business development, account management and aggressive sales growth within education or related B2B industry, managing a complex sales force that spans a large and diverse demographic area.
Significant experience working in large, complex and highly commercial businesses with B2B2C revenue models. Ideally will bring significant experience of selling into the Higher Education sector.
A track record of building and leading high performing, geographically dispersed, multifunctional sales teams at relevant scale.
Agile mindset with change and transformation motivation and experience operating in a changing and ambiguous environment.
A Bachelor's degree or equivalent, ideally in business, marketing or a related field.
Critical Leadership Capabilities
Leading Change
Identifies and enlists key influencers to act as change agents, involving them in designing and delivering change.
Communicates a compelling business case to the whole organisation to gain buy in for significant change.
Takes action to set new norms for the organisation.
Adapts change plans/influence strategies to the organisation’s political realities and constraints.
Driving Results
Makes process changes to existing ways of working to significantly improve results.
Proactively seeks to improve processes, raising quality and productivity through efficiencies or by implementing best-in-class solutions.
Enables higher performance by incrementally improving approaches based on calculated risks
Benchmarks performance of business or function against industry best practices.
Leading People
Gives ownership to the entire team to deliver on a strategic objectives.
Passes leadership responsibilities down through the organisation, ensuring alignment with the overall strategy and/or direction.
Sets up forums or practices to reinforce independent and open communication among team members.
Gives the team broader visibility inside the organisation, including publicly recognising its accomplishments.
Collaborating and Influencing
Facilitates discussions that enable people to collaborate independently with each other.
Promotes collaboration and partnership among multiple parties inside the organisation.
Orchestrates events for key players and stakeholders to engage in dialogue and shape consensus.
Builds and leverages a network of relationships that are important to the organisation and its stakeholders.
Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. 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 actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
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.
Job: Sales
Job Family: GO_TO_MARKET
#LI-REMOTE