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Head of Sales

Reference
1809445
Contract Type
Permanent
Sector
Education, Media & Communications
Location
London, GBR
Expiry Date
22/07/2018
Head of Sales Description Our mission is clear: to become one of the UK’s leading universities for in-depth industry engagement. As a pioneering Higher Education Institution (HEI), we’re transforming industry today and tomorrow, by ...

Job Description

Head of Sales

Description

Our mission is clear: to become one of the UK’s leading universities for in-depth industry engagement. As a pioneering Higher Education Institution (HEI), we’re transforming industry today and tomorrow, by designing and delivering education powered by industry experience.

At Pearson College London, industry engagement drives us; it’s not just what we do, it’s who we are. And it is what will take us, and our students, into the future. Every university focuses on “employability” - what sets us apart is the level of industry engagement that we’re able to offer. Industry engagement is at the core of everything that we do; our industry partners deliver workshops for our students, they also design, develop and deliver our courses, offer our students internship opportunities, set them live briefs and attend their end of term showcases.

When you combine higher education and industry, everyone benefits. Especially when there’s a need for graduates to stand out from the crowd in a competitive market.

External Relations: About the team

This role sit within the External Relations Department at Pearson College London. Behind the scenes of the College, the Marketing, Recruitment and Communications Teams work hard to build our brand and engage with customers and stakeholders. We’re a driven, creative, supportive and fun group of people. We work across the marketing mix to produce materials, events, content and campaigns to engage with our target audiences. We’re data driven and put our customers at heart of our work. As a growing organisation, we work in a fast paced environment but one where we nurture talent, share ideas and work collaboratively. Company fit is important to us and we’re looking for candidates that are imaginative, brave and keen to learn.

About the role

We are seeking to appoint an experienced sales leader to develop and deliver sales strategies aimed primarily at achieving student number and revenue targets for Short Courses across Pearson College London. The Head of Sales will also work with colleagues to identify other possible revenue generating opportunities for the College.

The Head of Sales will direct the sales team to rigorously manage the sales pipeline, manage and report on KPIs, deliver quarterly and annual revenue forecasts and develop and monitor CRM systems and strategies.

The post holder will be accountable for driving the sales team to continually exceed revenue targets, through phone sales, email sales, and internal and external events.

Key accountabilities

  • Develop, implement and monitor the sales strategy through dedicated, methodical and rigorous management of the sales pipeline management.
  • Responsible for setting and reporting on key performance indicators and early performance indicators.
  • An excellent example to the sales team of sales techniques and methods for closing sales
  • Coaching and managing the sales team to strive for continual improvement in telephone manner, email communications and sales conversations
  • Continually drive the sales team to exceed revenue targets
  • Work the academic Short Course coordinators to drive continual improvements.
  • Work together with the academic Short Course coordinators to direct and shape the delivery schedules.
  • Deliver open day presentations and one to one meetings.
  • Maintain sales related documentation and processes.
  • Work proactively to implement events to deliver sales, for example open evenings and taster days
  • Manage and report on spend and ensure activities are executed within budget
  • Lead on the direction and use of salesforce for sales use. Support and input on other teams use of salesforce.
  • Work closely with the Head of Marketing to monitor performance against targets, provide feedback, ensure all teams have accurate information about the sales process.
  • Work with colleagues to identify, develop and deliver other revenue-generating activities.
  • Together with the industry outreach team, build relationships with stakeholders.

Qualifications

Competencies

Essential:

  • Must have an excellent track record in generating sales revenue to exceed revenue targets, with strong numeracy skills and budget management experience.
  • Possess a strong drive to create and implement robust systems to ensure the sales pipeline is rigorously managed.
  • Demonstrate an in depth understanding of CRM systems and an ability to lead teams in the use of CRM to deliver sales
  • Be proactive and take ownership of leads for a specific discipline. This will include; understanding the market, being aware of issues that may impact recruitment in each area, monitoring progress against sales targets and taking action to address shortfalls and ensure targets are met.
  • Must have excellent planning and organising skills with the ability to lead the sales team by formulating and clearly articulating a plan of action. In addition, to provide updates on progress and build in contingencies.
  • Demonstrate excellent interpersonal and communication skills and an ability to work with tact and diplomacy in dealing with a range of people.
  • Must be methodical, with exceptional attention to detail and experienced in meeting deadlines and delivering a high quality work.
  • Must be a naturally driven leader, with personal gravitas to inspire confidence in others

Education

Desirable:

  • Degree or equivalent

IT Literacy

Essential:

  • Good working knowledge of Excel, Word and PowerPoint.
  • CRM/Database experience

Desirable:

  • Salesforce management experience

Previous Experience

Essential:

  • Demonstrable experience in leadership, achieving revenue targets in a sales environment
  • Extensive experience in phone sales, email communications and in person sales conversations

More great things about working here…. We’re part of Pearson Plc, the world's largest education company. Pearson has over 30,000 staff worldwide and this role is based in their offices in London. Pearson is committed to a world that’s always learning and to its talented team who makes it all possible.

We’ll expect a lot and we know you’ll do great work, so we give a lot back with some of the best benefits in the business. We know that one size doesn’t fit all so our workplace programs meet the different needs of our diverse teams, and their families too. There is a range of options, too many to list here, but when you join you can expect:

  • a starting holiday of 25 days increasing to 30, with options to flex up or down
  • an annual incentive plan based on company and individual performance
  • generous pension scheme - contributions are double matched by Pearson
  • stock purchase options
  • health plans, and an employee assistance programme for you and your family, to help balance work, family and personal life including flexible working, dental plans, childcare vouchers, cycle to work scheme and season ticket loans.

If we sound like a good match for you, or maybe for a friend, we’d love to receive an application. Find out more about how learning makes us, at www.pearson.com

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Primary Location: GB-GB-London

Work Locations: GB-London-190 High Holborn 190 High Holborn London WC1V 7BH

Job: Sales

Organization: Core

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Jun 26, 2018

Job Unposting: Jul 24, 2018

Schedule: Full-time Regular

Req ID: 1809445

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled