Team Manager, Sales

Pearson•Columbus, OH

1d•Remote

About The Position

The Team Manager, Sales is responsible for recruiting, developing, and leading a team of sales representatives to achieve or exceed their district sales goals by driving course and program adoption decisions at institutions of higher education. This role involves driving account strategies, collaborating with enterprise-level account executives, hiring, coaching, developing, and leading the sales team in a dynamic business environment. Key accountabilities include achieving sales targets, managing the onboarding and development of new sales reps, motivating the team, holding reps accountable for sales process milestones, and collaborating with various internal teams to maximize account engagements and ensure a scalable, quality customer experience. The ultimate goal is to build a high-functioning team of sales professionals and guide them to achieve profitable annual revenue growth.

Requirements

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.
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

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