Market Sales Manager

Pearson is building a new sales organization focused on growing College and Career Readiness business, and we are building a dynamic team to bring our Higher Education content and learning solutions to Secondary Education with a primary customer base that includes School Districts, Charter School organizations and Juvenile Justice Education Agencies.

Summary

The responsibility of the Market Sales Manager is to recruit, develop, and lead a team of sales reps to achieve or exceed their district sales goals for College and Career Readiness.

The Market Sales Manager builds and sustains a highly functioning, diverse team of sales professionals and guides them to achieve profitable annual revenue growth at their assigned territories/markets while coaching the team to grow and develop as professionals whereby everyone contributes toward and promotes our inclusive culture and commitment to accessibility. 

• Achieving or exceeding district sales target – sales growth and market share gain 
• Recruiting and managing the on-boarding, training, and holistic first year sales rep new hire employee experience  
• Coaching and developing all reps regardless of experience 
• Motivating and building team spirit 
• Promoting a transparent and inclusive culture where employees are encouraged to learn more about themselves and others. 
• Maintaining rep accountability for key milestones in the sales process 
• Analysis and reporting 
• Collaborating with enterprise level account executives, business development, and specialist counterparts to define and drive a strategy to maximize account level engagements. 
• Reinforce and model ways of working across the organization, particularly with Services to support a scalable, quality customer experience.

Expectations

1. Drive revenue growth in current and future business models; ensure the execution of effective sales plans that deliver customer value, learner progression and business growth; meet/exceed annual sales and share targets. 
2. Fully leverage data to help focus and prioritize across the territories. 
3. Set territory goals and monitor KPIs; effectively redirect rep behavior through feedback, performance management discussions, success plans and, where necessary, performance plans. 
4. Recruit, hire, develop, and retain sales representatives in a diverse cultural environment that actively promotes learning while embracing equity and inclusion. 
5. Train and coach planning, territory management, selling skills, and provide developmental coaching for all direct reports through the effective use of available coaching and development tools. 
6. Reinforce appropriate and accurate rep usage of business systems including Salesforce, Tableau, and various internal systems.  
7. Promote strong understanding of product portfolio and product positioning as it pertains to winning adoptions and meeting customer needs.  
8. Work cross-functionally across the organization to drive best practices, process improvements, and stronger results.  
9. Manage district level spend and compensation budgets, meetings, and general operational activities across the district. 

Essential Experience/Background 

• A bachelor’s degree or an equivalent combination of education and work experience 
• A minimum of 5 years of exceptional sales performance in the higher education market 
• Record of informal and/or formal leadership – ability to build and motivate a team. 
• Skilled in identifying, organizing, and presenting the necessary data required to support approval of opportunities. Strong value articulation skills 
• Demonstrated problem solving skills. 
• Facility with data analytics, financial & business reporting and demonstrated ability to make data-informed decisions. 
• Demonstrated ability to collaborate effectively with colleagues for the benefit of the customer and Pearson.
• Demonstrated proficiency in MS Office, CRM, Sales Reporting, and light project management tools. 

Essential Attributes 

• Achievement-driven – determination/drive/desire to achieve results. 
• Motivated by coaching others to the win, rather than needing to have the “win” as their own. 
• Exceptional written, oral, and presentational communication skills