Senior Development Manager Field-based

About Pearson

We are the world’s learning company with more than 20,000 employees where we serve people in the community (nearly 200 countries). We combine world-class educational content and assessment, powered by services and technology, to enable more effective teaching and personalised learning at scale. We believe that wherever learning flourishes so do people. At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From shaping lessons of the future, to taking assessment of learning online, we are always re-examining the way people teach, tutor and learn best. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology—and each other to surpass these boundaries—we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large and small.  

Pearson is regularly featured on the Forbes list of Best Employers and we are recognised in the Best Employers for Diversity 2019 awards. Pearson is listed on both the London and New York stock exchanges (UK: PSON; NYSE: PSO)

THE ROLE

Our mission is to partner with schools to deliver learner progression. All students from the age of 5 through to 18+ 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 and collaborative sales approach we support our school customers with the right choice of products and services for their learners.

The role of the Senior Development Manager is to deliver significant market growth through new business. Working with individual schools and single academy trusts across the 11 - 19 age range, you will engage with key decision makers, usually the Head of Department, to drive qualification and learning services growth within a defined product portfolio. 

The Senior Development Manager will work across regions, working with a large number of customers and a range of subjects, and will therefore have responsibility for prioritising their activity and managing the key stakeholders internally to ensure best outcomes. The role will also require a commercial mindset to be able to identify and capitalise on the best opportunities for revenue growth across the region(s).

MAIN ACCOUNTABILTIES

RESULTS

Generating profitable sales through new business growth, 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.

Taking accountability for driving year on year growth of qualifications and learning services revenue within a broad product portfolio across your region(s)

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 and across regions

Working productively across your regional matrix team, including developing and implementing regional strategies to increase revenu

Demonstrating foresight and flexibility to adapt your strategy to maximise opportunity and minimise risk

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.

Regularly responsible for uncovering and developing new customer relationships

Use sales experience and technique to develop customer relationships into growth opportunities

Delivering depth of product expertise in the 11-19 education market; providing expertise to various stakeholders.

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(s)

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 AND EXPERIENCE

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 driving revenue growth.

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

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

A strong number of successful years in sales, 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

Application process: To apply to the role, please submit an updated CV and cover letter. When applying please also state your availability to interview remotely. Please also state your preference in which field-based locations you wish to apply to.

Contract: This is a term-time contract (195/205 days) with an expected ASAP start date

Role location: There are two remote field-based roles available with one role requirement to travel around the North West London and South-Central England.

(Local authorities include Barnet, Bedford, Bracknell Forest, Brent, Buckinghamshire, Camden, Central Bedfordshire, City of London, Ealing, Enfield, Hammersmith and Fulham, Harrow, Hertfordshire, Hillingdon, Hounslow, Islington, Kensington and Chelsea, Luton, Milton Keynes, Northamptonshire, Oxfordshire, Reading, Slough, West Berkshire, Westminster, Windsor and Maidenhead and Wokingham.)

Second remote field-based role will have requirement to travel around the North East London and East of England area.

(Local authorities include: Barking and Dagenham, Cambridgeshire, Essex, Hackney, Haringey, Havering, Newham, Norfolk, Peterborough, Redbridge, Southend-on-Sea, Suffolk, Thurrock, Tower Hamlets and Waltham Forest.)