Advanced Specialist, Sales

Pearson VUE

Key Account Management

• Support the Pearson adoptions with existing clients.
• Collate via direct calling & market research an understanding of each key customer and anticipate their needs.
• Appraise customer potential for new business development.
• Appreciate sources of risk, cost and profit.
• Develop appropriate strategies for each customer.
• Qualify & develop potential leads for Pearson products that can be accelerated by deployment of specialist resource into the key account and/or market(s).
• Liaise with local distributors or partners to ensure the efficient coverage of accounts and collation of updated market and sales data.
• Use SalesForce as main tool to manage pipeline opportunities and risks as well as maintain up-to-date customer account information.

Establish, maintain and enhance productive working relationships with stakeholders

• Build upon the Pearson brand to ensure that the company is recognised as the number one choice for educational products and services within the region.
• Establish and maintain effective communication channels to key stakeholders in the region both for intelligence gathering and dissemination of product information. Establish and ensure high quality relationships with other parts of the Pearson business so as to identify and exploit pan-Pearson opportunities.
• Work for mutually beneficial relationship with key regional partners/distributors with best clarity of roles and relationships

Reporting and Market Intelligence

• Report monthly to the Schools Sales Manager on key issues affecting the covered territory
• New business opportunities
• Product development
• Competitors and competitor activity

Key Challenges:

Continue to build on existing relations with key stakeholders at institutions as well as develop new relationships

Transparency of data from channels to market

Ensuring client awareness of all relevant capabilities