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Account Manager - South East

Reference
1815722
Contract Type
Permanent
Sector
Education, Media & Communications
Location
Kent, GBR
Expiry Date
27/06/2019
Account Manager - South East Description Job Position: Account Manager Job Family: Sales Division: Higher Education Services Reporting to: Team Manager Accounts Role Level: C1 Learner at ...

Job Description

Account Manager - South East

Description

Job Position: Account Manager

Job Family: Sales

Division: Higher Education Services

Reporting to: Team Manager Accounts

Role Level: C1

Learner at the heart

Pearson is a global education company that helps people around the world to make progress in their lives through learning. With a rich heritage that combines 150 years of experience in publishing with the latest learning technology and digital services, we help people to learn whatever, wherever and however they choose. We are now transforming Pearson to accelerate our activity in digital learning, education services and emerging markets. This will enable us to make a lasting impact in helping to solve some of the most important challenges in global education.

Why we need you

We believe education is a vital force that can empower people, help them to reach their potential and contribute to more connected communities, all around the world. Our strength comes from our outstanding people; our strong relationships in the education world; our expertise in using technology to help people learn; our global footprint and local reach; and our position as a profitable, global company with a unifying sense of purpose.

About the job

Higher Education Services covers all print and digital courseware and the development, sale and delivery of services to support Universities in the UK, generating annual sales of around £25m. We partner with customers to provide world-class products and services that meet their needs, and those of their learners, both today and tomorrow.

As the UK market leader of world class content, courseware and services, our team is at the forefront of the transition from print to digital, product to services and partnership sales. Reporting to the Head of Account Management, this role will drive this transition by building a strong pipeline of institutional, multi-product, multi-year deals and partnerships, run competitive bids and tenders and lead territory teams to drive all revenue growth and all activity across a defined set of accounts.

This is a hands on role for a creative, entrepreneurial, dynamic and resilient individual with ambitious sales and signings targets. As part of the wider Higher Education UK Go to Market team, your work will directly inform innovation in new product and commercial models, sales, marketing and channel strategy ensuring we set ourselves up for the growth opportunity before us.

Key Accountabilities:

  • Deliver year-on-year revenue growth of key accounts
  • Identify and engage with key stakeholders in accounts, positioning Pearson as the partner of choice for innovative, customer-focussed products and services.
  • Develop a well-connected network of influencers and supporters at senior levels of HEIs and other relevant organisations.
  • Prepare and deliver presentations to senior clients and prospects in a professional and unambiguous manner.
  • Lead the preparation of proposals and responses to PQQs, RFPs and Tenders taking overall responsibility for the quality of the response, solution and commercial proposition
  • Develop and maintain an excellent knowledge of the Higher Education market.
  • Develop and maintain a good pedagogical and technical knowledge of all the relevant Pearson products and services
  • Lead territory team to complete and maintain territory plans and account plans including market share data.
  • Run the annual strategic planning and business planning process for your territory team reviewing and updating the plans every quarter.
  • Maintain detailed and accurate CRM records and an up to date pipeline of new and existing business
  • Complete all post sale documentation as required by Operations and Digital Solution and Services team
  • Lead and support a high functioning, trusting, collaborative results driven territory team.
  • Working extremely closely with all other relevant roles across Product Development and Service Delivery Organisation, Customer Services, Marketing, Product, Finance, Operations and Senior Management.

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.

The information you provide will stay confidential, and be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.

Qualifications

Essential experience and competencies

This is an experienced role and candidates will be required to demonstrate relevant experience and expertise in a similar position. Specifically the successful candidate will need to demonstrate a proven track record of:

  • Achieving results in high value sales, business development and account management
  • A proven solution selling track record in a commercial sector at senior levels with the ability to appreciate and handle long sales cycles
  • Demonstrable experience of creating and implementing strategies and account plans for growth successfully at an account
  • Ability to think strategically, identify key sources of competitive advantage, and to balance a strong commercial focus with policy and operational requirements to create commercially viable customer solutions
  • Creative thinking and customer empathy: the ability to articulate new propositions based on customer needs
  • Relationship building: internal and external
  • Experience of UK procurement, tender processes and OEJU rules
  • Strong financial understanding and commercial acumen. Highly numerate.
  • Leading workshops externally with clients and internally with matrix teams.
  • Exceptional communication, influencing, negotiation and presentation skills, written, visual and oral
  • Confident and able networker with an ability to form trusted relationships plus influence and lead at all levels, often in virtual teams
  • High attention to detail and excellent project management
  • Resilient, energetic, highly motivated ably to learn quickly, thrive in a fast paced environment.
  • Fully fluent in the use of the Microsoft Office suite and/or Google docs
  • Excellent aptitude for learning new technologies and skills
  • Field based & willingness to travel in the UK& Ireland (up to 80%)
  • Self-starter, proactive and resilient
  • Ability to work on a non 9 to 5 schedule
  • Occasional long hours when responding to client tenders
  • Full driving licence

Desirable experience and competencies

  • Good understanding of the UK Higher Education sector, and government policy for Higher Education desirable
  • Comfortable with digital and print media

Primary Location: GB-GB-Harlow

Other Locations GB-Kent, GB-Berkshire, GB-Surrey, GB-Buckinghamshire, GB-Oxfordshire, GB-East Sussex, GB-West Sussex, GB-Hampshire, GB-GB-London

Work Locations: GB-Harlow-Kao Park Kao Park London Rd Harlow CM17 9NA

Job: Sales

Organization: Core

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Jun 5, 2019

Job Unposting: Jun 22, 2019

Schedule: Full-time Regular

Req ID: 1815722

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.