CTE Sales Manager

at Pearson in Springfield, Illinois, United States

Job Description

At Pearson, we believe in the power of education to transform lives. We produce award-winning learning solutions that empower educators and engage students with the highest quality content. As a Pearson Early Career CTE Sales Manager, you will be on the front lines of driving teaching and learning innovation, and your role will be crucial in helping schools meet their educational goals of access, personalized learning and achievement, ultimately enhancing student success.

The responsibility of the Sales Manager is to recruit, develop, and lead a team of diverse sales specialists to achieve or exceed their team’s sales goals.

Responsibilities include:

+ Hiring, coaching, developing and leading Early Career CTE sales representatives in a dynamic business environment

+ Collaborating with internal stakeholders to drive territory/state strategies across business

+ 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 measurement

+ Achieve and exceed the Pearson net sales revenue goal in assigned sales and operational expense budgets. Accountable working within assigned sales operational budgets.

+ Train/coach sales representatives to partner with the highest level of decision makers within assigned territories to present Pearson solutions including instructor tools, courseware, technology, and services solutions to increase student achievement.

+ Train/coach sales representatives to identify solutions and opportunities across territory and bring together key stakeholders to showcase the power of Pearson solutions with expertise to win the business.

+ Build sales forecasts for needs of the business

The Pearson Early Career CTE 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 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 sales representatives 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 practices

This is a remote position with travel. Relocation is not available for this position. The Sales Manager will be expected to:

+ Work closely with Director, VP and GM 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 representatives 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

+ Promotestrong understanding of product portfolios 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

+ Travel includes training/coaching reps, meetings, site visits, events/conferences, presentations.

+ Manage team spend and compensation budgets, meetings, and general operational activities across the team

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 publishing/edtech market; sales management experience preferred

? A minimum of 3 years people management/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

? 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

? Tenacity

Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by the Colorado, California, Washington State, New York State and New York City laws, the pay range for this position is as follows:

Minimum full-time salary range is between $115,000 – $130,000.

This position is eligible to participate in a sales incentive plan, and information on benefits offered is here.

What to expect from Pearson

Did you know Pearson is one of the 10 most innovative education companies of 2022?

At Pearson, we add life to a lifetime of learning so everyone can realize the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. We are on a journey to be 100 percent digital to meet the changing needs of the global population by developing a new strategy with ambitious targets. To deliver on our strategic vision, we have five business divisions that are the foundation for the long-term growth of the company: Assessment & Qualifications, Virtual Learning, English Language Learning, Workforce Skills and Higher Education. Alongside these, we have our corporate divisions: Digital & Technology, Finance, Global Corporate Mar