Team Manager, Sales

We are the world’s learning company with more than 21,000 employees operating in 70 countries. We combine world-class educational content and assessment, powered by services and technology, to enable more effective teaching and personalized learning at scale. We believe that wherever learning flourishes so do people.

We believe that wherever learning flourishes so do people.

The responsibility of the Team Manager, Sales is to recruit, develop and lead a team of sales reps to achieve or exceed their district sales goals by driving course and program adoption decisions at institutions of higher education.

Responsibilities include: driving account strategies for assigned accounts; collaborating with enterprise level account executives to drive account strategies at Strategic Accounts; hiring, coaching, developing and leading sales team in a dynamic business environment; planning, pipeline reporting, business analytics and financial management; collaborating with peers, colleagues and members of the Services team on continuous improvement efforts. The goal of their work is to build a high functioning team of sales professionals and guide them to achieve profitable annual revenue growth at their assigned accounts.

The key accountabilities for the role include: achieving or exceeding their district sales target – including both subscription-based sales growth and market share gain; recruiting and managing the on-boarding, training and overall first year experience of new sales reps; coaching and developing all reps regardless of experience; motivating and building team spirit; holding reps accountable for key milestones in the sales process; collaborating with enterprise level account executives, business development and specialist counterparts to define and drive a strategy to maximize account level engagements; analysis and reporting; reinforcing the ways of working between sales and services to support a scalable quality customer experience.

This is a remote/home-based position with approximately 40% travel. Relocation not available for this position.

Key Responsibilities:

• Set strategic vision for their district; develop and implement district sales plans

• Drive revenue growth in current and future business models; ensure the creation and execution of effective sales plans that deliver customer value, learner progression and business growth.

• Leads in fully leveraging data to help focus and prioritize across the territories.

• Strategically deploy Marketing and Product team support to specific accounts

• Recruit and hire sales representatives

• Set territory goals and monitor KPIs; effectively redirect rep behavior through feedback, performance management discussions, success plans and, where necessary, performance plans.

• Train on planning, territory management & selling skills and provide developmental coaching for all direct reports; utilize Sales Coach effectively

• Reinforce OneCRM usage and accuracy, acquisition of platform/product/capabilities knowledge, proper use of sales tools, and proper use of Customer Success Reps.

• Effectively represent Pearson suite of enterprise level product and service options and work with customers to co-create solutions that will help them achieve their goals and drive revenue growth for Pearson.

• Strategically involve Pearson resources to win market share and maximize monetization in key adoption situations (PCAs, Authors, FAs, Prod Team, etc.).

• Manage district level budgets

• Contribute to assigned national task forces

Outcomes:

• Meet/exceed targets in subscription-based sales

• Meet/exceed target in market share growth

• Talent retention

Essential Experience/Background:

• A Bachelor's degree or an equivalent combination of education and successful 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 13 core 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 new technologies and skills.

• Initiative-taking; self-directed

• Strong organizational skills and ability to manage across multiple workstreams

• Tenacity