Specialist, Sales (Richmond, VA)
About The Position
This Specialist, Sales role aligns with the industry title of Territory Manager and is responsible for driving sales growth, renewing existing business, and developing new customer relationships within an assigned geographic territory. The selected candidate is expected to be client-facing on local college and university campuses approximately 3-4 days per week. As a Specialist, Sales (Territory Manager), you’ll own your territory, build lasting customer relationships, identify new growth opportunities, and deliver exceptional customer experiences. You’ll be part of Pearson’s Career Ready team—a collaborative, high-performing sales organization known for raising the bar through hard work, resilience, and a passion for helping educators prepare learners for career success.
Requirements
- Demonstrated success meeting or exceeding sales quotas in a quota-carrying sales role.
- Strong presentation and communication skills, both virtual and in person.
- Excellent organizational skills with strong attention to detail.
- Experience managing multiple customer relationships and priorities simultaneously.
- Self-motivated with the ability to work independently while contributing to a collaborative team environment.
- Ability to thrive in a fast-paced, goal-oriented sales environment.
Nice To Haves
- Bachelor’s degree in Business, Marketing, Education, or a related field.
- 5–10 years of successful sales experience.
- Experience selling into the education, EdTech, or learning solutions market is highly preferred.
- Experience with CRM platforms and sales forecasting tools.
- Relevant sales or product certifications are a plus.
Responsibilities
- Manage and grow an assigned geographic territory through renewals, expansion opportunities, and new customer acquisition.
- Develop and execute strategic territory plans to achieve and exceed sales goals.
- Prospect new business through outbound calling, networking, referrals, and targeted outreach.
- Conduct engaging virtual presentations and occasional in-person meetings with prospective and existing customers.
- Manage the full sales cycle from prospecting through closing.
- Effectively address customer objections and provide consultative solutions that meet customer needs.
- Maintain accurate sales forecasts on a monthly, quarterly, and annual basis using CRM tools.
- Attend conferences, events, and trade shows to generate leads and strengthen customer relationships.
- Partner closely with Onboarding and Customer Support teams to ensure a seamless customer experience and drive long-term satisfaction.
- Complete required product and platform certifications to maintain expertise and effectively support customers.
Benefits
- This position is eligible to participate in a sales incentive plan.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
