Job Description

Description

The responsibility of the Team Manager, Sales is to recruit, develop and lead a team of sales reps to achieve or exceed their district sales goals by driving course and program adoption decisions at institutions of higher education.

Responsibilities include: driving account strategies for assigned accounts; collaborating with enterprise level account executives to drive account strategies at Strategic Accounts; hiring, coaching, developing and leading sales team in a dynamic business environment; planning, pipeline reporting, business analytics and financial management; collaborating with peers, colleagues and members of the Services team on continuous improvement efforts. The goal of their work is to build a high functioning team of sales professionals and guide them to achieve profitable annual revenue growth at their assigned accounts.

The key accountabilities for the role include: achieving or exceeding their district sales target - including both subscription-based sales growth and market share gain; recruiting and managing the on-boarding, training and overall first year experience of new sales reps; coaching and developing all reps regardless of experience; motivating and building team spirit; holding reps accountable for key milestones in the sales process; collaborating with enterprise level account executives, business development and specialist counterparts to define and drive a strategy to maximize account level engagements; analysis and reporting; reinforcing the ways of working between sales and services to support a scalable quality customer experience.

This is a remote/home-based position with approximately 40% travel. Relocation not available for this position.

Key Responsibilities:

• Set strategic vision for their district; develop and implement district sales plans
• Drive revenue growth in current and future business models; ensure the creation and execution of effective sales plans that deliver customer value, learner progression and business growth.
• Leads in fully leveraging data to help focus and prioritize across the territories.
• Strategically deploy Marketing and Product team support to specific accounts
• Recruit and hire sales representatives
• Set territory goals and monitor KPIs; effectively redirect rep behavior through feedback, performance management discussions, success plans and, where necessary, performance plans.
• Train on planning, territory management & selling skills and provide developmental coaching for all direct reports; utilize Sales Coach effectively
• Reinforce OneCRM usage and accuracy, acquisition of platform/product/capabilities knowledge, proper use of sales tools, and proper use of Customer Success Reps.
• Effectively represent Pearson suite of enterprise level product and service options and work with customers to co-create solutions that will help them achieve their goals and drive revenue growth for Pearson.
• Strategically involve Pearson resources to win market share and maximize monetization in key adoption situations (PCAs, Authors, FAs, Prod Team, etc.).
• Manage district level budgets
• Contribute to assigned national task forces

Outcomes:

• Meet/exceed targets in subscription-based sales
• Meet/exceed target in market share growth
• Talent retention

Essential Experience/Background:

• A Bachelor's degree or an equivalent combination of education and successful 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
• 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 13 core 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 new technologies and skills.
• Initiative-taking; self-directed
• Strong organizational skills and ability to manage across multiple workstreams
• Tenacity

Compensation at Pearson is influenced by factors including skill set, experience, and location.
The full-time salary range for this role is $100,000 - $130,000.
This position is eligible to participate in Pearson's sales incentive plan. Information on benefits can be found here.

Applications will be accepted through 5/21/26. This window may be extended depending on business needs.