Manager Direct/Field Sales

Overview of Role

The Regional Sales Manager – Education (RSM) is an experienced senior leader within a Regional territory team focused on new business acquisition and expansion sales growth streams. Key measures of success are the growth of individual performance against target and territory growth.

The Regional Sales Manager will be responsible for development and growth of sales in their overall territory, as well as increasing market share of Pearson tools. The RSM will exhibit strong leadership skills to develop and expand the skills and capabilities of a specialized selling team. The Regional Sales Manager will generate sales through prospecting within assigned territory as well as leveraging Pearson Clinical Assessment’s existing client base to develop the territory. Individuals will be expected to take a solution-based and solution selling approach to understand clients’ needs and create a solution to exceed their needs.

Scope of Work (Include % of time if appropriate)

• Manage a sales team to maximize sales revenue and meet or exceed corporate-set goals
• Develop strategic National, and Territory plans to ensure growth both long and short-term
• Meet or Exceed Assigned Team and Individual Quotas
• Business development, prospecting, and driving sales growth within individual territory and uphold the same expectations across the designated sales team
• Experience in writing and winning RFP’s
• Recruit, retain, and nurture your team of experienced sales professionals with high potential and strong performance history.
• Coach direct reports on sales strategy, pipeline management, opportunity management and career planning/development.
• Possess in-depth knowledge of clinical assessments, competitive landscape, and state and federal education initiatives.
• Meet with sales team regularly to discuss performance, industry trends, strategy, sales skills, and continuous education (product, presentation, etc.,)
• Uphold a strong understanding of the Clinical Education vertical, competitive offerings, industry, and assigned territory
• Sustain a strong level of knowledge about Pearson Clinical Assessment product and services
• Collaborate with senior leaders to establish and execute on sales goal for the region
• Forecasting annual, quarterly and monthly sales goals
• Contribute to building a positive team culture where people want to work and thrive
• Work together with colleagues from other departments (Marketing, Professional Development, Product Management, and Sales Enablement) for strategic partnerships and to improve efficiency and overall customer experience
• 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.
• Provide feedback, input, and recommendations on product launches and products under development
• 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.
• Ability to successfully move opportunities through the sales cycle, negotiate and close sales
• Assess activity level performance against expectations
• Review and monitor regional expenses and recommend improvements

Required Knowledge, Skills and Abilities

• Master’s in clinical, counseling psychology, school psychology, education- or therapeutics- related field of study or equivalent experience
• 5 years enterprise sales experience, with proven track record of success in Education
• 2 years leadership and/or people management experience leading professionals and industry experts preferred
• Track record of success, facilitating presentations of integrated education systems, ideally those used in education settings
• Experience selling to the executive decision makers in a cross-departmentally capacity in the Education space
• Excellent phone, written and verbal communication skills
• Excellent business development skills
• Well organized with efficient time and territory management skills
• Team player with a positive attitude and commitment to exceeding sales objectives

Travel

• The position requires a willingness to travel up to 25% of the time, contingent upon environmental and societal impacts. The position also requires that the individual be comfortable in a relatively independent working environment, with primary contact with team members being virtual.
• Travel to meet with team members for joint customer visits, performance coaching and development, strategic planning, and conferences/ territory events

Reporting structure

• Regional Sales Manager will report directly to the Director of Sales

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: 4031