What are the responsibilities and job description for the Market Sales Manager position at Pearson?
Pearson is building a new sales organization focused on growing College and Career Readiness business, and we are building a dynamic team to bring our Higher Education content and learning solutions to Secondary Education with a primary customer base that includes School Districts, Charter School organizations and Juvenile Justice Education Agencies.
Summary
The responsibility of the Market Sales Manager is to recruit, develop, and lead a team of sales reps to achieve or exceed their district sales goals for College and Career Readiness.
The Market Sales Manager builds and sustains a highly functioning, diverse team of sales professionals and guides them to achieve profitable annual revenue growth at their assigned territories/markets while coaching the team to grow and develop as professionals whereby everyone contributes toward and promotes our inclusive culture and commitment to accessibility.
- Achieving or exceeding district sales target – sales growth and market share gain
- Recruiting and managing the on-boarding, training, and holistic first year sales rep new hire employee experience
- Coaching and developing all reps regardless of experience
- Motivating and building team spirit
- Promoting a transparent and inclusive culture where employees are encouraged to learn more about themselves and others.
- Maintaining rep accountability for key milestones in the sales process
- Analysis and reporting
- Collaborating with enterprise level account executives, business development, and specialist counterparts to define and drive a strategy to maximize account level engagements.
- Reinforce and model ways of working across the organization, particularly with Services to support a scalable, quality customer experience.
Expectations
- Drive revenue growth in current and future business models; ensure the execution of effective sales plans that deliver customer value, learner progression and business growth; meet/exceed annual sales and share targets.
- Fully leverage data to help focus and prioritize across the territories.
- Set territory goals and monitor KPIs; effectively redirect rep behavior through feedback, performance management discussions, success plans and, where necessary, performance plans.
- Recruit, hire, develop, and retain sales representatives in a diverse cultural environment that actively promotes learning while embracing equity and inclusion.
- Train and coach planning, territory management, selling skills, and provide developmental coaching for all direct reports through the effective use of available coaching and development tools.
- Reinforce appropriate and accurate rep usage of business systems including Salesforce, Tableau, and various internal systems.
- Promote strong understanding of product portfolio and product positioning as it pertains to winning adoptions and meeting customer needs.
- Work cross-functionally across the organization to drive best practices, process improvements, and stronger results.
- Manage district level spend and compensation budgets, meetings, and general operational activities across the district.
Essential Experience/Background
- A bachelor’s degree or an equivalent combination of education and work experience
- A minimum of 5 years of exceptional sales performance in the higher education market
- Record of informal and/or formal leadership – ability to build and motivate a team.
- Skilled in identifying, organizing, and presenting the necessary data required to support approval of opportunities. Strong value articulation skills
- Demonstrated problem solving skills.
- Facility with data analytics, financial & business reporting and demonstrated ability to make data-informed decisions.
- Demonstrated ability to collaborate effectively with colleagues for the benefit of the customer and Pearson.
- Demonstrated proficiency in MS Office, CRM, Sales Reporting, and light project management tools.
Essential Attributes
- Achievement-driven – determination/drive/desire to achieve results.
- Motivated by coaching others to the win, rather than needing to have the “win” as their own.
- Exceptional written, oral, and presentational communication skills
- High emotional intelligence and self-awareness
- Has an inherent ability to build trusting relationships with employees, customers, and internal staff and then to maintain those relationships through professional empathy and trust behaviors.
- Collaborative Leadership skills: Ability to both lead a team and work as an effective team player.
- Strategic: Thinks strategically and creatively when presented with ambiguous opportunities and able to be analytical in pursuit of new opportunities.
- Change agility – able to adapt quickly and lead others through change.
- Learning agility – aptitude for learning and adapting innovative technologies and skills.
- Initiative-taking; self-directed
- Strong organizational skills and ability to manage across multiple workstreams.
- Tenacity
This is a home-based/remote position with approximately 20% to 40% travel.
Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by the Colorado, California, Washington State, New York State and New York City laws, the pay range for this position is as follows:
Minimum full-time salary range is between $110,000 - $135,000.
This position is eligible to participate in a sales incentive plan, and information on benefits offered is here.
What to expect from Pearson
Did you know Pearson is one of the 10 most innovative education companies of 2022?
At Pearson, we add life to a lifetime of learning so everyone can realize the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. We are on a journey to be 100 percent digital to meet the changing needs of the global population by developing a new strategy with ambitious targets. To deliver on our strategic vision, we have five business divisions that are the foundation for the long-term growth of the company: Assessment & Qualifications, Virtual Learning, English Language Learning, Workforce Skills and Higher Education. Alongside these, we have our corporate divisions: Digital & Technology, Finance, Global Corporate Marketing & Communications, Human Resources, Legal, Strategy and Direct to Consumer. Learn more at We are Pearson.
We value the power of an inclusive culture and also 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 building a workplace where talent can learn, grow and thrive.
Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We want a team that represents a variety of backgrounds, perspectives and skills. The more inclusive we are, the better our work will be. All employment decisions are 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. We strive for a workforce that reflects the diversity of our communities.
To learn more about Pearson’s commitment to a diverse and inclusive workforce, navigate to: Diversity, Equity & Inclusion at Pearson.
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.
Note that the information you provide will stay confidential and will be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.
Job: SALES
Organization: Virtual Learning
Schedule: FULL\_TIME
Workplace Type: Remote
Req ID: 16385
\#location
Salary : $110,000 - $135,000
