We are the world’s learning company with more than 24,000 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.

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

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).

The Senior Development Manager will work strategically with the Senior Partnership Managers to support subject level discussion with groups of schools and target areas for growth across the region.

The Senior Development Manager will also be a key collaborator with Curriculum Managers to build relationships with subject hubs in their area and provide key market insight. Working with colleagues in the internal sales teams the Senior Development Manager will work as part of a team to develop sales plans delivering customer value, learner progression and business growth.

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

• Ability to use and interpret market information which capitalise on strengths, weaknesses, and opportunities for promoting revenue growth

• 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.

• Apply appropriate sales tools and skills to drive productive outcomes at each stage

• 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

Qualifications

ROLE QUALIFICATIONS

• A minimum of 3 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

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 equal opportunities employer. We do not discriminate against employees or job applicants and select the best person for each job based on relevant skills and experience.

We are also committed to building an accurate picture of the make-up of the workforce and encouraging equality and diversity.

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