Academic Consultant

Posted 30 January by Pearson UK Featured

Academic Consultant

Description

Reporting to the Sales Manager the role is accountable for revenue generation at module/lecturer level within Higher Education Institutions, in the assigned territory.

The role will focus on embedding print and digital products into target modules, within target institutions:

  • According to account strategy, engage with lecturers and module leaders

  • Understand instructor and learner challenges in the module and programme

  • Embed print and digital products into modules according to account strategy

  • Accountable for the effective delivery of products to learners whether digital or print, direct to institution or via bookshop.

Revenue Generation and Sales Activities

  • Execute the account strategy to maximise sales of Pearson digital and print products into Higher Education institutions in territory.

  • Identify and prioritise target modules in target accounts.

  • Sell Pearson products directly to module leaders.

  • Maintain and acquire new adoptions at module level.

  • Engage with academic staff to understand learning objectives of modules and programmes, with Customer Experience team.

  • Accelerate the transition from indirect sales (to students via bookshops/ online retailers) to direct (within modules, as part of an overall strategy for the institution).

  • Accelerate the transition from print products to digital services.

  • Accountable for timely delivery of digital products to modules. Accountable for adequate stock in bookshops (and timely delivery).

  • Maintains relationships with book shop managers.

  • Drives usage of Pearson products within modules, maximizes digital Registrations, minimise print returns.

  • Target competitors and substitutes Pearson products.

  • Utilise appropriate sales tools within the sales process to increase effectiveness.

  • Deliver year-on-year growth of key accounts.

  • Analyse pipeline information and other sales intelligence in order to prioritse Account Team activities.

  • Deliver accurate and timely sales proposals at module level.

  • Lead effective negotiations at module level.

Product Knowledge

  • Have an outstanding knowledge of Pearson print and digital products:
  1. key book titles and their accompanying digital resources

  2. other key digital products (course-level Labs, simulations, etc)

  3. our digital platforms

  • Maintain product knowledge and keep up to date with technological enhancements to our platforms.

  • Able to deliver compelling product demonstrations to lecturers and module leaders whether print or digital, regardless of subject area

Sales Planning and Record Keeping

  • Create and maintain territory plans that build on the general account strategy.

  • Maintain accurate and current details of contacts, calls and opportunities in CRM.

  • Use CRM to inform sales planning, territory prioritisation and forecasting.

  • Provide regular sales reports as required by the Sales Manager

Working in an Account Team

  • Work effectively with Business Development Manager & Sales Manager to build a base of high quality, long term adoptions in target accounts to support institution-wide sales.

  • Work effectively with Learning Solutions Managers to delegate custom renewal opportunities into their office-based work stream.

  • Work effectively with the Customer Experience team to:

  1. establish learning outcomes early in the sales process

  2. build training as part of our solution

  3. implement ongoing training programmes with selected clients

  4. triage customer queries

  • Work effectively with other business functions to deliver solutions:
  1. the delivery organisation, customer services, marketing, product managers, finance, senior management.

Qualifications

Key Requirements

  • Target and performance driven

  • Proven record of achieving results

  • Highly motivated

  • Customer Focused

  • Strong organisational and planning skills – manages detail well

  • Strong Communication and Interpersonal Skills

  • Commitment & flexibility

  • A minimum of 3 years in business to business sales

  • Strong selling skills / negotiation and presentation skills

  • Demonstrate collaborative attitude and behaviour consistent with team and organisational values

  • Aptitude for learning new technologies and skills. Comfortable with digital and print media.

  • Excellent presentation skills

  • Field based & willingness to travel (80%)

  • Located within West Midlands / Warwickshire area ideally

  • Full driving licence

#LI-CL1

Primary Location: United Kingdom

Job: Sales

Organization: Core

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Jan 30, 2018

Job Unposting: Feb 20, 2018

Schedule: Full-time Regular

Req ID: 1719754

Reference: 34015451

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