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Academic Consultant

Reference
1719754
Contract Type
Permanent
Sector
Education, Media & Communications
Location
GBR
Expiry Date
25/02/2018
Academic Consultant Description Reporting to the Sales Manager the role is accountable for revenue generation at module/lecturer level within Higher Education Institutions, in the assigned territory. The role will focus on ...

Job Description

Academic Consultant

Description

Reporting to the Sales Manager the role is accountable for revenue generation at module/lecturer level within Higher Education Institutions, in the assigned territory.

The role will focus on embedding print and digital products into target modules, within target institutions:

  • According to account strategy, engage with lecturers and module leaders
  • Understand instructor and learner challenges in the module and programme
  • Embed print and digital products into modules according to account strategy
  • Accountable for the effective delivery of products to learners whether digital or print, direct to institution or via bookshop.

Revenue Generation and Sales Activities

  • Execute the account strategy to maximise sales of Pearson digital and print products into Higher Education institutions in territory.
  • Identify and prioritise target modules in target accounts.
  • Sell Pearson products directly to module leaders.
  • Maintain and acquire new adoptions at module level.
  • Engage with academic staff to understand learning objectives of modules and programmes, with Customer Experience team.
  • Accelerate the transition from indirect sales (to students via bookshops/ online retailers) to direct (within modules, as part of an overall strategy for the institution).
  • Accelerate the transition from print products to digital services.
  • Accountable for timely delivery of digital products to modules. Accountable for adequate stock in bookshops (and timely delivery).
  • Maintains relationships with book shop managers.
  • Drives usage of Pearson products within modules, maximizes digital Registrations, minimise print returns.
  • Target competitors and substitutes Pearson products.
  • Utilise appropriate sales tools within the sales process to increase effectiveness.
  • Deliver year-on-year growth of key accounts.
  • Analyse pipeline information and other sales intelligence in order to prioritse Account Team activities.
  • Deliver accurate and timely sales proposals at module level.
  • Lead effective negotiations at module level.

Product Knowledge

  • Have an outstanding knowledge of Pearson print and digital products:
  1. key book titles and their accompanying digital resources
  2. other key digital products (course-level Labs, simulations, etc)
  3. our digital platforms
  • Maintain product knowledge and keep up to date with technological enhancements to our platforms.
  • Able to deliver compelling product demonstrations to lecturers and module leaders whether print or digital, regardless of subject area

Sales Planning and Record Keeping

  • Create and maintain territory plans that build on the general account strategy.
  • Maintain accurate and current details of contacts, calls and opportunities in CRM.
  • Use CRM to inform sales planning, territory prioritisation and forecasting.
  • Provide regular sales reports as required by the Sales Manager

Working in an Account Team

  • Work effectively with Business Development Manager & Sales Manager to build a base of high quality, long term adoptions in target accounts to support institution-wide sales.
  • Work effectively with Learning Solutions Managers to delegate custom renewal opportunities into their office-based work stream.
  • Work effectively with the Customer Experience team to:
  1. establish learning outcomes early in the sales process
  2. build training as part of our solution
  3. implement ongoing training programmes with selected clients
  4. triage customer queries
  • Work effectively with other business functions to deliver solutions:
  1. the delivery organisation, customer services, marketing, product managers, finance, senior management.

Qualifications

Key Requirements

  • Target and performance driven
  • Proven record of achieving results
  • Highly motivated
  • Customer Focused
  • Strong organisational and planning skills – manages detail well
  • Strong Communication and Interpersonal Skills
  • Commitment & flexibility
  • A minimum of 3 years in business to business sales
  • Strong selling skills / negotiation and presentation skills
  • Demonstrate collaborative attitude and behaviour consistent with team and organisational values
  • Aptitude for learning new technologies and skills. Comfortable with digital and print media.
  • Excellent presentation skills
  • Field based & willingness to travel (80%)
  • Located within West Midlands / Warwickshire area ideally
  • Full driving licence
#LI-CL1

Primary Location: United Kingdom

Job: Sales

Organization: Core

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Jan 30, 2018

Job Unposting: Feb 20, 2018

Schedule: Full-time Regular

Req ID: 1719754