Advanced Specialist, Sales this is a home-based role with travel across the North East area, and is term-time only (205 days per year).
Our mission is to partner with schools to deliver learner progression. All students, have their own individual learner journeys. Alongside their teachers, Pearson can help them make the progression most appropriate to them, whether onto Further or Higher Education onto Apprenticeships or directly into work. Through a consultative, collaborative sales approach we support our school customers with the right choice of products and services for their learners.
Reporting to the Manager, Sales, the Advanced Specialist, Sales role is to build and maintain relationships with a defined group of customer accounts to deliver year on year business growth. These accounts will be based on Multi Academy Trusts, Chains, Dioceses, Federations, Teaching Alliances and other large, organised consortia or schools across 11-19, targeting Senior Leaders in those organisations to influence curriculum decisions. This role aligns with industry level titles such as Partnership Manager.
Working with colleagues across the matrix sales teams the Advanced Specialist, Sales will collaborate on sales plans, deliver customer value, learner progression and target areas for growth across the region.
MAIN ACCOUNTABILITIES:
Accountabilities:
Managing a retain and grow strategy with cross curricular SLT within Multi-Academy Trusts and priority school accounts. Leading on:
Lead/Opportunity generation across GQ & VQ for CDMs
Driving revenue growth in MAT customer base
Driving revenue growth in priority school customer base
Identifying and acting upon growth and risk opportunities in your region
Achieve coverage targets
Multi-functional collaboration to support customers in acquisition and retention
Delivering termly regional SLT Briefings
Key Performance Indicators:
RESULTS
Generating profitable sales through new business growth and senior leadership relationship, driving sales effectiveness and efficiency
Exceed annual revenue goals by building and maintaining a pipeline of opportunities across qualifications and learning services that follow clearly defined strategies for accounts.
Working closely with accounts and stakeholders to deliver a retain and grow strategy leading to overall growth year on year.
Taking accountability for driving qualifications and learning services revenue within a broad product portfolio across your region
The ability to drive results and outcomes as a result of professional, well planned and executed strategies
Develop strategy to ensure the highest chance of success in your region
Working productively across your regional matrix team, including developing and implementing regional strategies to increase revenue
Demonstrating foresight and flexibility to adapt your strategy to maximise opportunity and minimise risk
Ability to use and interpret market information which capitalise on strengths, weaknesses, and opportunities for promoting revenue growth
Use One CRM (Salesforce) effectively to capture interactions and pipeline, but also drive the most effective outputs
CUSTOMER
Creating, maintaining and managing relationships with future customers at key stakeholder level.
Managing the complex nature of secondary schools and their stakeholders.
Regularly responsible for uncovering and developing new customer relationships
Use sales experience and technique to develop customer relationships into growth opportunities
Delivering breadth of product expertise in the 11-19 education market; providing expertise to various stakeholders.
Apply appropriate sales tools and skills to drive productive outcomes at each stage
Demonstrate an in depth understanding of the customers learning and growth strategies, values, challenges, internal policies and apply that to growth plans.
Articulating the value of what you are selling in ways that are relevant to the customer, overcome competition and engage key stakeholders
Deliver powerful sales presentations, communicate effectively and with gravitas to relevant stakeholders and decision makers
PERSONAL
Think and work independently – forming and implementing your strategy for the region
Take responsibility for solving complex customer and market challenges
Makes understanding changes in the market a key focus and uses that information effectively with customer and the business
Uses strong communication skills to not only influence customers, but also to develop a successful internal network
Take ownership for personal development of skills, knowledge and experience
Growth mindset
A proactive decision-maker who considers commercial implications alongside customer need
REQUIRED SKILLS/EXPERIENCE:
Essential Experience and competencies:
The ability to leverage communication in order to change attitudes or behaviour by using written or spoken words to convey information to gain specific advantage, impact or outcome.
Demonstrate collaborative attitude and behaviour consistent with team and organisational values as the matrix account structure will deliver the complete customer experience.
Strong selling skills with a particular focus on managing senior level relationships in secondary schools/trusts and driving revenue growth.
Strong product knowledge across resources and qualifications in the secondary market
Objection handing, negotiation and presentation skills
Demonstrate, share and inform best practice.
Provide key market insight to other areas of the business and to inform regional activity
Personal competencies:
Highly motivated and results driven – shows initiative to achieve and generate opportunity
Customer growth focused
Strong organisational and planning skills
Commercially minded and able to effectively define and deliver sales strategy
Committed and flexible
Aptitude for learning new technologies and skills. Competent with digital media
ROLE QUALIFICATIONS:
Excellent knowledge of the UK education market
Demonstrative experience in a business to business sales environment, selling complex solutions at a senior level (growth and acquisition)
Field based and willingness to travel (80%)
Full UK driving licence
Your Rewards & Benefits
We know you’ll do great work, so we give a lot back with some of the best benefits in the business. We also recognise that one size doesn’t fit all, so our workplace programmes are designed to support the diverse needs of our colleagues and their families too.
There’s a wide range of benefits available, but when you join Pearson, you can look forward to:
Flexibility in the way we work
A holiday entitlement (pro-rated in line with the term-time working pattern – 205 days per year)
A generous pension scheme, where we match and double your contributions, up to 16% depending on your age
Maternity, paternity, and family care leave, alongside flexible working policies
Share purchase options
Healthcare and dental plans, as well as an employee wellbeing assistance programme to support you and your family
A cycle to work scheme, gym membership concessions (at selected locations), and a range of retail and leisure discounts
For full details of our UK benefits, please visit: Pearson Jobs – Benefits
Who we are:
At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.
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 [email protected].
Job: Sales
Job Family: GO_TO_MARKET
Organization: Assessment & Qualifications
Schedule: FULL_TIME
Workplace Type: Remote
Req ID: 24215
