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Vice President, Clinical Assessment Sales

Reference
1803808
Contract Type
Permanent
Sector
Education, Media & Communications
Location
San Antonio, TX, 78284, USA
Expiry Date
24/04/2018
Vice President, Clinical Assessment Sales Description At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into...

Job Description

Vice President, Clinical Assessment Sales

Description

At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lessons, we are always re-examining the way people learn best, whether it’s one child in our own backyard or an education community across the globe. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology — and each other to surpass these boundaries — we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large and small.

Pearson, the world's leading learning company, is currently seeking a Vice President of Clinical Sales to support our Clinical Assessment division. We are noted for our gold-standard assessment contributions in cognitive/ability, memory, neuropsychology, behavior, personality/psychopathology, achievement and speech/language. Prominent brands include the Wechsler and Kaufman families of products, MMPI, BASC, OLSAT, CELF, and PLS. We're also revolutionizing clinical assessment through our innovative digital assessment platform, Q-interactive.

The Vice President of Clinical Sales provides strategic, tactical and general management direction to the Clinical Assessment sales organization for the North American and Growth Market teams with annual revenue of approximately $300 million.Responsible for all sales objectives including revenue, market share, and efficiency of sales team.As a member of the Clinical Assessment Leadership Team, assists in the determination of the business’s strategic direction.

Key responsibilities

Sales Leadership

  • Defines strategic and tactical components of sales plans, models, and processes with input from Leadership Team to ensure revenue growth and strong margins; ensures consistency with marketing and product strategies and consistency with strategic business objectives
  • Establishes sales policies, programs and practices to ensure achievement of goals for revenue, margin and market share growth
  • Analyzes and organizes sales staff responsibilities for product, market and geographic territories to maximize achievement of sales objectives and cost effectiveness
  • Establishes individual quotas and team goals.Accurately monitors, reports, analyzes and forecasts sales results by territory, customer and sales rep
  • Manages pricing strategies to appropriate levels in the field
  • Ensures balanced performance across product lines and new/adjacent market entry
  • Establishes and manages effective programs for sales support, seminars presentations, tradeshow participation and targeted sales campaigns
  • Provides leadership to the sales incentive planning process linking compensation to attainment of business objectives and assists in the resolution of any related disputes
  • Participates in sales call in a way that adds value to customer interactions and serves as a hands-on resource to front line sales staff for large or complex sales opportunities.Intervenes to resolve difficult customer situations

Personnel Management

  • Identifies needs for new or additional staff; hires and trains new staff
  • Ensures staff have the resources and product knowledge required to effectively represent the business and products.Establishes and maintains sales training programs
  • Organizes and facilitates regular sales meetings
  • Tracks staff performance and formally evaluates staff in yearly written performance reviews
  • Coaches and promotes training/development opportunities for staff to increase their product knowledge or sales skills as appropriate
  • Implements performance improvement measures for staff when needed

Business Management

  • Serves as a member of Clinical Assessment Leadership Team in setting strategic direction of business unit
  • Determines the sales organizational structure, roles and work-flow best suited to meet organizational objectives.Develops sales inventive plans that align with corporate objectives
  • Collaborates with customer service groups to ensure optimal customer experience
  • Monitors, analyzes and reports market trends, competitive activities, customer feedback and likely impacts to the business
  • Works cross-functionally with Marketing, Product Management and Development organizations

Administration

  • Develops and manages budgets in a manner that responsibly controls costs.Approves and manages expenses at a reasonable level
  • Develops sales inventive plans that align with corporate objectives

Organizational Relationships

  • Manages staff of approximately 70, including field sales, inside sales, sales development, sales support staff, and sales management
  • Internal Contacts: Clinical Assessment Leadership Team, Marketing, Innovation/market development, Product Management, Product Development, Human Resources, Finance, Pearson Technology, Contracts/Intellectual Property, customer service, sales leaders and others across Pearson
  • External Contacts: customers, prospective customers, authors, external product/market experts

Qualifications

### 10 years experience leading a high-performing, results oriented global sales organization preferably leading a multi-level and multi market focused sales organization.Ideal experience in education and health care markets

Outstanding communication skills - able to distill complex ideas and deliver them to a wide variety of audiences and stakeholder groups.

Metric / performance-driven focus with key KPIs identified to drive overall performance.

Possesses expertise in developing teams and recruiting external talent while

building internal capacity.

A strong coach and mentor, he/she can enlist the talent of others to help meet

objectives with sufficient autonomy.

Ability to move quickly – data-driven, relies on facts and analytics in order to make decisions.

Possesses the credibility and gravitas to act as a Pearson spokesperson to a variety of audiences.

Understands and has experience working within a large, matrixed organization.

Strategic, yet with a strong tactical bias for action.

50% travel or greater likely #LI-GH

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.

Primary Location: US-TX-San Antonio

Other Locations US-MN-Bloomington

Work Locations: US-TX-San Antonio-19500 Bulverde 19500 Bulverde Road San Antonio 78259

Job: Sales

Organization: Assessments Clinical

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Mar 31, 2018

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 1803808

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.