Assessment Consultant (Classroom Assessments)

The Assessment Consultant (Classroom Assessment) is the primary consultant and sales territory owner that can embody the consultative sales model to drive revenue. Two key measures of success are individual performance against target and territory growth. Assessment Consultants are looked to as thought leaders within the broad Clinical Assessment organization. Assessment Consultants are well versed in the Clinical Assessment product offerings, beyond basic features and benefits, as they work closely with customers to determine optimal solutions to meet customer needs.

Assessment Consultants will use their professional knowledge of the market, gained from extensive formal education and/or field experiences, to identify and sell solutions that address the problems that customers are trying to solve (i.e., digital solutions, assessment for educational ability determination, SEL, MTSS, treatment planning and progress monitoring).

Assessment Consultants are laser-focused on business development, finding new business, closing key deals, and providing consultation to customers to promote a successful customer experience that leads to purchases and renewals.

Assessment Consultants are expected to develop and deliver pre-sales consultation support in assigned geographic areas to help guide customers through the decision-making process. The primary goal for an Assessment Consultant is to help the Clinical Assessment division achieve quota by expanding and uncovering new sales opportunities, providing content- and practice-based consultation, and support to customers at multiple points in their journey with Pearson Clinical Assessment.

Required Knowledge, Skills and Abilities

This role requires extensive content knowledge related to assessments in general education, school psychology, school social work, and speech-language pathology.

Additionally Assessment Consultants should have an extensive background in academic intervention in conjunction with MTSS or RTI protocols.

• Assessment Consultants need to be able to complete a significant portion of work independently. Assessment Consultants must be able to develop and deliver practice- and content-based presentations autonomously, without extensive help from training or R&D staff.

• Candidates must have a demonstrated ability (and willingness) to develop and conduct high-level professional (practice- and content-based) presentations independently.

• Candidates for Assessment Consultant positions must also have a demonstrated ability (and willingness) to present effectively to large groups.

• Assessment Consultants (Classroom Assessment) must also be able to articulate (and use effectively in presentations) the professional and market trends pertaining to assessment in assigned areas (i.e. MTSS, Social emotional learning, executive functioning, etc.).

Due to the significant customer contact demands associated with this position, Assessment Consultants must possess strong organizational skills, and a broad understanding of many assessment tools so that they are able to respond customer needs appropriately and in a timely manner. The ability to shift focus quickly and be responsive to customer inquiries during live sessions is essential.

PRIMARY RESPONSIBILITIES:

• This team is the face of Pearson at industry events; they act as our field experts that know our products and services better than anyone else

• This is a quota carrying, territory management position which requires all candidates to be self-directed and focused on the achievement of revenue goals

• Sustain a strong level of knowledge about Pearson Clinical Assessment product and services through self-study, collaboration, and scheduled trainings

• Uphold a strong understanding of the Classroom AssessmentK-12 vertical, competitive offerings, industry, and assigned territory

• Responsible for creation of a strategic business development plan that outlines the level of activity needed to meet territory objectives

• Stay current and informed in federal, state, and local funding options

• Produce accurate and timely forecasts as required by management

• Meet or Exceed Assigned Sales Quota

• Work in tandem with RSM in the development of MSA’s, BA’s, or other contract development activities

Moreover, an Assessment Consultant (Classroom Assessment) must be able to:

Identify and develop new acquisition sales opportunities within assigned territory through networking, business development efforts, and provide content and practice-related pre-sales support to customers in assigned market.

• Responsible for identifying new prospects, setting up strategic customer meetings, and closings sales within assigned territory.

• Prepare sales and pipeline reports showing secured sales, potential sales, and sales opportunity areas implementing the use of strategic sales analytics in assigned accounts.

• Responsible for increasing sales in accounts with long-term customer relationships within assigned territory.

• Responsible for identifying prospects, setting up strategic customer meetings, and closings sales within assigned territory.

• Seeks to build multiple relationships within a customer account to expand district sales.

• Effectively navigates multiple steps in the sales process, demonstrating the ability to influence high level decision makers.

• Ability to successfully move opportunities through the sales cycle, negotiate and close sales .

• Conduct sales and other professional presentations with assigned customers/accounts and professional organizations.

• Participate in developing and delivering the Clinical Assessment national webinars as part of our marketing and thought-leadership activities.

Expanding product offerings in “select account” to increase sales revenue and provide professional consultation, management, and/or training to retain and build business.

• Responsible for increasing sales in accounts with long-term customer relationships within assigned territory.

• Seek to build multiple relationships within a customer account to expand sales.

• Develop and deliver post-sale training and consultation support for select external customers in assigned areas of responsibility.

Other duties:

• Develop and deliver training for internal sales staff and other team members at designated internal meetings.

• Serve as a liaison with designated Portfolio/Market Leads in the Product Group of Pearson Clinical Assessment to be the voice of the customer and advise and develop materials to support portfolios.

• Develop and deliver content for professional organizations at the national, regional, and state levels.

• Provide presentations to specific customers related to specific professional/clinical expertise, regardless of geographic/primary market assignment.

• Participate in the RFP process.

Required Skills and Experience:

• PhD, PsyD, EdD, or master’s in school psychology or other education-related field of study or equivalent work experience preferred.

• 5 years enterprise sales experience, with proven track record of success.

• Track record of successfully facilitating presentations.

• Experience selling to the executive decision makers in a cross-departmental capacity in the Education/K-12 space.

• Established relationships with high-level decision makers (i.e., District Administration, Curriculum Directors, Superintendents, etc.) in local territory regions.

• Excellent phone, written and verbal skills.

• Excellent business development skills.

• Well organized with efficient time and territory management skills.

• Salesforce OneCRM .

• Team player with a positive attitude and commitment to exceeding sales objectives.

Travel

• The position requires a willingness to travel up to 30% of the time. The position also requires that the individual be comfortable in a relatively independent working environment, with primary contact with team members being virtual.

Reporting structure

• Assessment Consultant (Classroom Assessment) will report to the National Sales Manager.

Learning is the most powerful force for change in the world. More than 20,000 Pearson employees deliver our products and services in nearly 200 countries, all working towards a common purpose – to help everyone achieve their potential through learning. We do that by providing high quality, digital content and learning experiences, as well as assessments and qualifications that help people build their skills and grow with the world around them. We are the world’s leading learning company. Learn more at pearsonplc.com.

Pearson believes that wherever learning flourishes, so do people. We are committed to being an anti-racist company in everything we do. We value the power of an inclusive culture and 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 a sustainable environment and workplace where talent can learn, grow, and thrive.

To learn more about Pearson’s commitment to a diverse and inclusive workforce, please click here: http://www.pearson.com/careers/diversity-and-inclusion.html

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. All employment is decided 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.

Job: SALES

Organization: Assessment & Qualifications

Schedule: FULL_TIME

Req ID: 2352