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Team Manager - Accounts

Reference
1815694
Contract Type
Permanent
Sector
Education, Media & Communications
Location
GBR
Expiry Date
21/12/2018
Team Manager - Accounts Description Job Position: Team Manager Accounts Job Family: Sales Division: Higher Education Services Reporting to: Sales Director Learner at the heart Pearson is ...

Job Description

Team Manager - Accounts

Description

Job Position: Team Manager Accounts

Job Family: Sales

Division: Higher Education Services

Reporting to: Sales Director

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 is our leading print and digital courseware and services business 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 Higher Education Services Sales Director, The Team Manager Accounts will lead a team of Account Managers to drive the transition to a customer centric, relationship based, solution and service oriented way of selling and managing customer relationships and opportunities.

The Team Manager, Accounts will drive growth by leading the team to build a strong pipeline of institutional, multi-product, multi- year partnerships, increase win rate of bids and tenders and working with the rest of the sales management team to devise strong territory and account plans and teams led by the Account Managers to drive all revenue and all activity in a set of accounts

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

Key Accountabilities:

Sales and Account Management

  • -Lead the Account Management team to deliver year-on-year revenue growth of key accounts by:
  • Supporting each Account Manager to actively manage an existing set of accounts and customers, ensuring Pearson has the maximum possible revenue from these accounts, the customers are happy with the Pearson products and services provided and the customers where ever possible move to institutional purchase and renew their contracts
  • Supporting Account Managers to proactively seek out,qualify and close newboth small and large-scale business opportunities that match the Pearson market offerings quickly and professionally, drawing on relevant product and service specialists from across the business to support the sales cycle.
  • -Identify and engage with key stakeholders in the industry, 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.
  • -Regularly call in the field with the Account Management team, out at least 3 days a week attending client and prospect meetings. Present and support directly on key high stakes high revenue opportunities.
  • -Work with the HES Sales Director, Sales Management and HES Leadership team to design territories, incentive plans and ways of working to support our strategic priorities, new structure and aligned targets and goals
  • -Identify and lead the team to adopt a key Account Management and prospecting approach associated tools, techniques and segmentation.
  • -Devise and establish a bid management, opportunity framework assessment and deal review board process ensuring effective adoption across all roles in the sales team and more widely across the Higher Education Services team.
  • -Work closely with the Digital Solutions, Services, Product teams and other staff as required to drive the preparation of proposals and responses to PQQs, RFPs and Tenders taking overall responsibility for the quality of your team’s responses. Review and edit proposals, create value justifications, P&Ls, business models and support on contractual discussions
  • -Coach and develop the team to understand and assess all technical, operational, commercial, contractual and legal requirements of any bid.
  • -Create, develop and maintain frameworks and templates for territory and account plans,based on opportunities to generate in-year and longer term revenues from all Pearson products and services applicable to the UK HE market.
  • -Develop and maintain an excellent knowledge of the Higher Education market,demonstrating a deep understanding of institutions’ business strategies, values, needs and challenges and the political and policy landscape they are operating in.Identify critical business issues and understand Pearson’s capability to address them

Sales Strategy, Business Planning, modelling, reporting and Forecasting

  • Develop and deliver a Higher Education Account Management strategy that allows us to meet our revenue, market share, profit and new product and service launch targets
  • Establish clear reporting process back weekly to Sales Director on both progress on pipeline and wider agreed KPIS
  • Establish a clear feedback loop and formalised reporting back to product and marketing in include customer feedback on product,new market trends and competitor insight
  • Lead your team’s transition to the new instance of Salesforce working with our Inside Sales Manager and Salesforce Implementation Lead to train your team and instil rigorous discipline in the on-going use of Salesforce
  • Work with the HES Business Analyst, HE Finance Director and HES Sales Director to construct clear commercial templates and P&Ls for the account management team to use and establish strong governanceand tracking mechanisms to ensure all deals closed by the Account Management team adhere to agreed HES financial controls, legal guidance pricing and profit guidance
  • Ensure regular and clear visibility on the pipeline for the Digital Solutions & Services and Product Development and Service Delivery team to assess potential resource needs.

Leading and Developing a Team

  • Establish a high performing, results driven diverse and inclusive team
  • Be in the field a minimum of 3 days a week calling with your team, coaching and providing feedback on performance the team to further develop
  • Ensure each team member receives written feedback in their development plan once every two months
  • Establish and agree individual and shared goals for the team
  • Establish a culture of consultative and solution selling enabling the team to grow into trusted educational advisors to UK Universities with a real focus on the pedagogical and technological skills,commercial and partnership needs of Higher Education Institutions
  • Devise, maintain and run an Account Manager level training and on-boarding plan, working with wider L&D and sales training teams in the business for support.

Matrix working

  • Lead you team to set up high functioning, trusting, collaborative results driven territory teams
  • Working with the Sales Management team establish and imbed the ways of working between all sales roles in a territory team
  • Working with Heads of Partnership in the University Partnerships team establish and embed effective ways of working, hand offs and incentives to ensure we maximise all revenue and partnershipopportunity in our Partnership accounts
  • Working with the Digital Solutions and Services Manager and Product and Service Delivery team design, establish and embed clear hands offs between teams as opportunities move from close to delivery, implementation and support.
  • Lead and support your team to close and deliver institutional solutions by workingeffectively with other business functions to deliver solutions: the Product Development and Service Delivery Organisation, Customer Services, Marketing, Product Managers, Finance, Senior Management

Product Knowledge, digital solution and service skill

  • Develop and maintain a good in-depth pedagogical and technical knowledge of the relevant Pearson products and services working closely with the Digital Solutions and Services team to train and up skill the team.
  • Work very closely with the Product and Service Delivery team to establish an effective process to the keep the team trained and aware of all existing and new products and services applicable to the UK HE market. Take the lead with support from the HES Sales Director to develop ,together with product owners, the commercial models and pricing for products and services in the UK market
  • Attend and input in advance to PCM proposals for all new digital products and services.

Essential Experience and competencies

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

  • A proven track record of achieving results in high value sales, business development and account management including a proven solution selling track record in a commercial sector with the ability to appreciate and handle long sales cycles
  • Creating an effective Account Management development strategy closing and renewing high revenue complex solutions exceeding goals to grow revenue year on year
  • Team management experience contributing strategically to a business or organisation at a management level
  • Developing high performing diverse and inclusive teams which work to common purposes and achieve goals consistently. Excellent coaching, mentoring skills and change management skills.
  • Ability to think strategically, identify key sources of competitive advantage, and to balance a strong commercial focus with HE policy requirements and operational requirements to create solutions for customers that are commercially attractive, viable to deliver and improve outcomes e
  • Creative thinking and customer empathy: the ability to articulate new propositions based on customer needs
  • Relationship building: in particular, internally within Pearson across a diverse group of stakeholders within a matrix structure, to be able to influence enabling functions and other businesses to meet our divisional needs
  • Detailed technical experience in UK procurement, tender processes and OEJU rules
  • Strong financial understanding and commercial acumen, with proven track record of business & financial modelling creating and maintaining deal P&ls to maximise profit and modelling new business models. Highly numerate.
  • Leading and designing workshops externally with clients and internally with matrix teams. Ability to think creatively and strategically while acting operationally.
  • 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
  • Strong strategic and commercial judgement and excellent organisational and analytical skills
  • High attention to detail and excellent project management
  • Resilient, energetic, highly motivated ably to learn quickly, thrive in a fast paced environment.
  • Good understanding of the UK Higher Education sector, and government policy for Higher Education
  • Fully fluent in the use of the Microsoft Office suite
  • Demonstrate collaborative attitude and behaviour consistent with team and organisational values
  • Excellent aptitude for learning new technologies and skills. Comfortable with digital and print media.
  • Field based & willingness to travel nationally in the UK & Ireland (60%)
  • Ability to work on a non 9 to 5 schedule
  • Ability to work under pressure
  • Full UK driving licence

Pearson competencies:

Organisationally Agile Adapts quickly to new situations where roles and work are not clearly defined. Proactively seeks information to understand the reasons for change and adapts approach accordingly.

Influences without Authority Conveys messages and clear outcomes to diverse audiences using the most effective channels in an easily understood, convincing and actionable manner. Identifies stakeholders, seeks input and actively listens to build support and identify best solutions.

Prioritises and makes Effective Decisions Breaks down work into manageable parts, assessing the priorities and schedule required to deliver on time. Ensures the quality of the data provided to analyse possible solutions and support effective decision making.

Builds Relationships Creates relationships with peers quickly and confidently, building trust and win-win partnerships. Proactively networks with other teams to discuss common issues and share knowledge.

Outcomes Oriented Differentiates between outputs and outcomes, working with a focus on achieving desired outcomes. Understands the intended outcomes of own work and how they contribute to Pearson’s broader objectives including customers and learners.

Continuously Improves Actively seeks opportunities for improvement and presents ideas for increasing effectiveness and efficiency of own work. Demonstrates willingness and flexibility to adapt own approach to new ways of working to achieve improved outcomes.

●E vidence Informed Identifies and collects reliable data necessary to build evidence to enable and support decisions. Organises and analyses information (into meaningful / related areas) to form robust, evidence-based conclusions.

Commercially Aware Understands and can articulate Pearson’s business goals and what own business, own team and self do to contribute to Pearson’s success. Uses that knowledge to identify better ways of working to meet those goals.

Digitally Focused Understands and embraces how digital technology is changing education and assessment and the implications this has on own day-to-day work. Recognises the opportunities digital technology creates for Pearson to increase its reach, generate profitable business opportunities and create more effective products for its market.

Driven by Customer and Learner Requirements Understands customer/learner needs, what they value and why, and applies creative thinking to make a difference. Makes decisions that have a positive impact on customer and learner issues for the benefit of Pearson overall.

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

Job Position: Team Manager Accounts

Job Family: Sales

Division: Higher Education Services

Reporting to: Sales Director

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 is our leading print and digital courseware and services business 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 Higher Education Services Sales Director, The Team Manager Accounts will lead a team of Account Managers to drive the transition to a customer centric, relationship based, solution and service oriented way of selling and managing customer relationships and opportunities.

The Team Manager, Accounts will drive growth by leading the team to build a strong pipeline of institutional, multi-product, multi- year partnerships, increase win rate of bids and tenders and working with the rest of the sales management team to devise strong territory and account plans and teams led by the Account Managers to drive all revenue and all activity in a set of accounts

This is a hands on role for a creative dynamic and resilient individual to establish and nurture a new team with ambitious sales and signings targets. This role is a core part of the sales management team and 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:

Sales and Account Management

  • -Lead the Account Management team to deliver year-on-year revenue growth of key accounts by:
  • Supporting each Account Manager to actively manage an existing set of accounts and customers, ensuring Pearson has the maximum possible revenue from these accounts, the customers are happy with the Pearson products and services provided and the customers where ever possible move to institutional purchase and renew their contracts
  • Supporting Account Managers to proactively seek out, qualify and close newboth small and large-scale business opportunities that match the Pearson market offerings quickly and professionally, drawing on relevant product and service specialists from across the business to support the sales cycle.
  • -Identify and engage with key stakeholders in the industry, 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.
  • -Regularly call in the field with the Account Management team, out at least 3 days a week attending client and prospect meetings. Present and support directly on key high stakes high revenue opportunities.
  • -Work with the HES Sales Director, Sales Management and HES Leadership team to design territories, incentive plans and ways of working to support our strategic priorities, new structure and aligned targets and goals
  • -Identify and lead the team to adopt a key Account Management and prospecting approach associated tools, techniques and segmentation.
  • -Devise and establish a bid management, opportunity framework assessment and deal review board process ensuring effective adoption across all roles in the sales team and more widely across the Higher Education Services team.
  • -Work closely with the Digital Solutions, Services, Product teams and other staff as required to drive the preparation of proposals and responses to PQQs, RFPs and Tenders taking overall responsibility for the quality of your team’s responses. Review and edit proposals, create value justifications, P&Ls, business models and support on contractual discussions
  • -Coach and develop the team to understand and assess all technical, operational, commercial, contractual and legal requirements of any bid.
  • -Create, develop and maintain frameworks and templates for territory and account plans,based on opportunities to generate in-year and longer term revenues from all Pearson products and services applicable to the UK HE market.
  • -Develop and maintain an excellent knowledge of the Higher Education market,demonstrating a deep understanding of institutions’ business strategies, values, needs and challenges and the political and policy landscape they are operating in. Identify critical business issues and understand Pearson’s capability to address them

Sales Strategy, Business Planning, modelling, reporting and Forecasting

  • Develop and deliver a Higher Education Account Management strategy that allows us to meet our revenue, market share, profit and new product and service launch targets
  • Establish clear reporting process back weekly to Sales Director on both progress on pipeline and wider agreed KPIS
  • Establish a clear feedback loop and formalised reporting back to product and marketing in include customer feedback on product,new market trends and competitor insight
  • Lead your team’s transition to the new instance of Salesforce working with our Inside Sales Manager and Salesforce Implementation Lead to train your team and instil rigorous discipline in the on-going use of Salesforce
  • Work with the HES Business Analyst, HE Finance Director and HES Sales Director to construct clear commercial templates and P&Ls for the account management team to use and establish strong governanceand tracking mechanisms to ensure all deals closed by the Account Management team adhere to agreed HES financial controls, legal guidance pricing and profit guidance
  • Ensure regular and clear visibility on the pipeline for the Digital Solutions & Services and Product Development and Service Delivery team to assess potential resource needs.

Leading and Developing a Team

  • Establish a high performing, results driven diverse and inclusive team
  • Be in the field a minimum of 3 days a week calling with your team, coaching and providing feedback on performance the team to further develop
  • Ensure each team member receives written feedback in their development plan once every two months
  • Establish and agree individual and shared goals for the team
  • Establish a culture of consultative and solution selling enabling the team to grow into trusted educational advisors to UK Universities with a real focus on the pedagogical and technological skills, commercial and partnership needs of Higher Education Institutions
  • Devise, maintain and run an Account Manager level training and on-boarding plan, working with wider L&D and sales training teams in the business for support.

Matrix working

  • Lead you team to set up high functioning, trusting, collaborative results driven territory teams
  • Working with the Sales Management team establish and imbed the ways of working between all sales roles in a territory team
  • Working with Heads of Partnership in the University Partnerships team establish and embed effective ways of working, hand offs and incentives to ensure we maximise all revenue and partnership opportunity in our Partnership accounts
  • Working with the Digital Solutions and Services Manager and Product and Service Delivery team design, establish and embed clear hands offs between teams as opportunities move from close to delivery, implementation and support.
  • Lead and support your team to close and deliver institutional solutions by workingeffectively with other business functions to deliver solutions: the Product Development and Service Delivery Organisation, Customer Services, Marketing, Product Managers, Finance, Senior Management

Product Knowledge, digital solution and service skill

  • Develop and maintain a good in-depth pedagogical and technical knowledge of the relevant Pearson products and services working closely with the Digital Solutions and Services team to train and up skill the team.
  • Work very closely with the Product and Service Delivery team to establish an effective process to the keep the team trained and aware of all existing and new products and services applicable to the UK HE market. Take the lead with support from the HES Sales Director to develop ,together with product owners, the commercial models and pricing for products and services in the UK market
  • Attend and input in advance to PCM proposals for all new digital products and services.

Essential Experience and competencies

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

  • A proven track record of achieving results in high value sales, business development and account management including a proven solution selling track record in a commercial sector with the ability to appreciate and handle long sales cycles
  • Creating an effective Account Management development strategy closing and renewing high revenue complex solutions exceeding goals to grow revenue year on year
  • Team management experience contributing strategically to a business or organisation at a management level
  • Developing high performing diverse and inclusive teams which work to common purposes and achieve goals consistently. Excellent coaching, mentoring skills and change management skills.
  • Ability to think strategically, identify key sources of competitive advantage, and to balance a strong commercial focus with HE policy requirements and operational requirements to create solutions for customers that are commercially attractive, viable to deliver and improve outcomes e
  • Creative thinking and customer empathy: the ability to articulate new propositions based on customer needs
  • Relationship building: in particular, internally within Pearson across a diverse group of stakeholders within a matrix structure, to be able to influence enabling functions and other businesses to meet our divisional needs
  • Detailed technical experience in UK procurement, tender processes and OEJU rules
  • Strong financial understanding and commercial acumen, with proven track record of business & financial modelling creating and maintaining deal P&ls to maximise profit and modelling new business models. Highly numerate.
  • Leading and designing workshops externally with clients and internally with matrix teams. Ability to think creatively and strategically while acting operationally.
  • 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
  • Strong strategic and commercial judgement and excellent organisational and analytical skills
  • High attention to detail and excellent project management
  • Resilient, energetic, highly motivated ably to learn quickly, thrive in a fast paced environment.
  • Good understanding of the UK Higher Education sector, and government policy for Higher Education
  • Fully fluent in the use of the Microsoft Office suite
  • Demonstrate collaborative attitude and behaviour consistent with team and organisational values
  • Excellent aptitude for learning new technologies and skills. Comfortable with digital and print media.
  • Field based & willingness to travel nationally in the UK & Ireland (60%)
  • Ability to work on a non 9 to 5 schedule
  • Ability to work under pressure
  • Full UK driving licence

Pearson competencies:

Organisationally Agile Adapts quickly to new situations where roles and work are not clearly defined. Proactively seeks information to understand the reasons for change and adapts approach accordingly.

Influences without Authority Conveys messages and clear outcomes to diverse audiences using the most effective channels in an easily understood, convincing and actionable manner. Identifies stakeholders, seeks input and actively listens to build support and identify best solutions.

Prioritises and makes Effective Decisions Breaks down work into manageable parts, assessing the priorities and schedule required to deliver on time. Ensures the quality of the data provided to analyse possible solutions and support effective decision making.

Builds Relationships Creates relationships with peers quickly and confidently, building trust and win-win partnerships. Proactively networks with other teams to discuss common issues and share knowledge.

Outcomes Oriented Differentiates between outputs and outcomes, working with a focus on achieving desired outcomes. Understands the intended outcomes of own work and how they contribute to Pearson’s broader objectives including customers and learners.

Continuously Improves Actively seeks opportunities for improvement and presents ideas for increasing effectiveness and efficiency of own work. Demonstrates willingness and flexibility to adapt own approach to new ways of working to achieve improved outcomes.

●E vidence Informed Identifies and collects reliable data necessary to build evidence to enable and support decisions. Organises and analyses information (into meaningful / related areas) to form robust, evidence-based conclusions.

Commercially Aware Understands and can articulate Pearson’s business goals and what own business, own team and self do to contribute to Pearson’s success. Uses that knowledge to identify better ways of working to meet those goals.

Digitally Focused Understands and embraces how digital technology is changing education and assessment and the implications this has on own day-to-day work. Recognises the opportunities digital technology creates for Pearson to increase its reach, generate profitable business opportunities and create more effective products for its market.

Driven by Customer and Learner Requirements Understands customer/learner needs, what they value and why, and applies creative thinking to make a difference. Makes decisions that have a positive impact on customer and learner issues for the benefit of Pearson overall.

Primary Location: United Kingdom

Job: Sales

Organization: Core

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Dec 3, 2018

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 1815694

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.