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Director, Executive Sales Specialists

Company: Pearson
Location: Albany
Posted on: November 26, 2022

Job Description:

Director, Executive Sales SpecialistsPearson OverviewLearning is one of the world's most powerful forces for change. As the world's largest learning company, Pearson has been contributing to a profound impact on our world since its formation in 1844. Pearson employs more than 20,000, operates in 70 countries, and delivers products and services in nearly 200 countries. Each one is furthering a common purpose: to help people achieve their highest potential through learning. Towards this goal, Pearson provides a diverse global community with high quality digital content, learning experiences, assessments, and qualifications to build skills and proactively impact our evolving world. Pearson works with globally recognized educational institutions, employers, and governments, deploying its expertise across a broad range of subject matter and age groups.Tens of millions of people rely on Pearson for learning throughout their lives. Pearson's knowledge and experience help create the best content delivered in the most appropriate way for the best learner outcomes - whether digitally to help children read or online courses to upskill career-driven professionals. With advances in technology and changes in consumer habits, Pearson helps people reach their goals regardless of their location and preferred learning modality. From carefully designed online resources and rich content, to full course and curriculum support - Pearson's products address the entirety of a person's learning starting with formal education to the workplace and beyond.While formal education comprises 75 percent of the learning market, projections indicate over one billion more learners will progress through formal education by 2030 owing to a growing global middle class, longer careers and increasing consumer demand for lifelong and non-academic learning, particularly for reskilling and upskilling. To meet the needs of today's learners, Pearson is split into five business divisions; each with its own focus and expertise, all supported by the Direct-to-Consumer group.Diversity, Equity & InclusionAt Pearson, we're committed to a world that is always learning and to our talented team who makes it all possible. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us too always be better.We believe that wherever learning flourishes so do people. We value diversity, equity, and inclusion. We value the power of an inclusive culture and a keen sense of belonging. We seek to infuse diversity and inclusion in everything we do while promoting a culture where differences are embraced as strengths; opportunities are equal and accessible; consideration and respect are the norm; and all team members are supported in reaching their full potential.Through our talent, we believe that diversity and inclusion make us a more innovative and vibrant place to work. People are at the centre, and we are committed to a sustainable environment and workplace where talent can learn, grow, and thrive.To learn more about Pearson's commitment to a diverse and inclusive workforce please visit The RoleThe responsibility of the Director is to recruit, develop, and lead a team of diverse sales sp to specialists to achieve or exceed their team's sales goals by driving course and program adoption decisions at institutions of higher education.Responsibilities include:

  • Hiring, coaching, developing and leading Executive Sales Specialists in a dynamic business environment
  • Collaborating with internal stakeholders to drive account strategies across the team
  • Planning, pipeline reporting, business analytics and astute fiscal management
  • Collaborating with peers and colleagues across the organization on continuous improvement and efficiency efforts
  • Driving accountability for pipeline achievement and measurementThe Director builds and sustains a highly functioning, diverse team of sales professionals and guides them to achieve profitable annual revenue growth at their assigned accounts while coaching the team to grow and develop as professionals whereby everyone contributes toward and promotes our inclusive culture and commitment to accessibility.Key accountabilities include:
    • Achieving or exceeding sales targets focused on new share gain
    • Recruiting and managing the on-boarding, collaborating with Enablement on the training, and holistic new hire employee experience
    • Coaching and developing all specialists 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 specialist accountability for key milestones in the sales process
    • Measuring performance with data; analyzing reports and data
    • Collaborating with appropriate stakeholders to facilitate ways of working, drive pipeline progress, and share best practicesThis is a remote/home-based position with approximately 30% travel. Relocation is not available for this position. The Director, Executive Sales Specialists will be expected to:
      • Work closely with VP to build winning culture
      • Set strategic vision for team; develop and implement sales strategies and plans
      • Drive revenue growth through share gain acquisition 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
      • Fully leverage data to help focus and prioritize across the territories
      • Set goals and monitor KPIs; effectively redirect specialist behavior through feedback, performance management discussions, success plans and, where necessary, performance plans
      • Recruit, hire, develop, and retain sales specialists in a diverse cultural environment that actively promotes learning while embracing equity and inclusion; train and coach planning, territory management, selling skills; provide developmental coaching for all direct reports through the effective use of available coaching and development tools
      • Reinforce appropriate and accurate usage of business systems including SalesForce, Tableau, and various internal systems
      • Promote strong understanding of product portfolio and product positioning as it pertains to winning adoptions and meeting customer needs
      • Work cross-functionally across the organization to drive best practices, process improvements, and stronger results
      • Manage team spend and compensation budgets, meetings, and general operational activities across the teamEssential 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; sales management experience preferred
        • 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 toolsEssential 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
          • High emotional intelligence and self-awareness
          • Has an inherent ability to build trusting relationships with employees, customers, and internal staff and then to maintain those relationships through professional empathy and trust behaviors
          • Collaborative Leadership skills: Ability to both lead a team and work as an effective team player
          • Strategic: Thinks strategically and creatively when presented with ambiguous opportunities and able to be analytical in pursuit of new opportunities.
          • Change agility - able to adapt quickly and lead others through change
          • Learning agility - aptitude for learning and adapting innovative technologies and skills.
          • Initiative-taking; self-directed
          • Strong organizational skills and ability to manage across multiple workstreams
          • TenacityLearning is the most powerful force for change in the world. More than 20,000 Pearson employees deliver our products and services in nearly 200 countries, all working towards a common purpose - to help everyone achieve their potential through learning. We do that by providing high quality, digital content and learning experiences, as well as assessments and qualifications that help people build their skills and grow with the world around them. We are the world's leading learning company. Learn more at believes that wherever learning flourishes, so do people. We are committed to being an anti-racistcompany in everything we do. We value the power of an inclusive culture and a strong sense of belonging. We promote a culture where differences are embraced, opportunities are accessible, consideration and respect are the norm, and all individuals are supported in reaching their full potential. Through our talent, we believe that diversity, equity, and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to a sustainable environment and workplace where talent can learn, grow, and thrive. To learn more about Pearson's commitment to a diverse and inclusive workforce, please click here: Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. All employment is decided based on qualifications, merit, and business need.All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status, or any other group protected by law.Job: SALESOrganization: Higher EducationSchedule: FULL_TIMEReq ID: 9061

Keywords: Pearson, San Francisco , Director, Executive Sales Specialists, Executive , Albany, California

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