Key Accounts Manager

JOB DESCRIPTION

Deliver Strong Financial Performance

• Drive profitable growth and increase market share within the respective territory, focusing on Higher Education (HE) products and digital solutions.
• Identify key accounts and map out sales strategies and targets with support from the Head of Sales.
• Execute the sales strategy to meet revenue and operating income goals, focusing on sustainable growth and customer satisfaction.
• Develop and implement business strategies, including managing authorised distributors for sales, supply management, and payment collections.
• Proactively identify and create revenue-generating opportunities, particularly in new market spaces and disruptions across private and public sectors.
• Promote and position Pearson as a market leader in Higher Education through strategic partnerships and engagement with institutions.
• Organise exhibitions, book displays, and digital product demonstrations to promote Pearson products and drive adoption.

Stakeholder Management

• Build and maintain strong relationships with key stakeholders, including government officials, universities, and corporate partners, positioning Pearson as a trusted partner in Higher Education.
• Engage with key university stakeholders, such as IT, Procurement, Finance, Library, and faculty members, to grow institutional sales and align Pearson products with academic programs.
• Collaborate with internal teams (marketing, product, and operations) to run targeted campaigns and provide efficient customer support across the territory.
• Ensure regular interactions with stakeholders to build personal and brand credibility, showcasing Pearson's innovative solutions to exceed customer expectations.
• Represent Pearson at key trade shows and industry events, reinforcing its role as a thought leader in Higher Education.

Market Intelligence and New Opportunities

• Identify and facilitate new product and service innovation through market insights, leveraging an agile approach to position Pearson as a leader in Higher Education.
• Proactively prospect new accounts and revenue streams through various channels, including cold calling and social media outreach.
• Present and implement new business projects while monitoring opportunities, risks, and progress, ensuring alignment with leadership and business goals.
• Maintain knowledge of industry trends, competitors, and educational market innovations.

Customer-Centricity

• Deliver an exceptional customer experience by ensuring customer needs are central to all activities, decisions, and interactions.
• Work closely with instructors to align Pearson's products with their teaching goals and enhance adoption sales through product demonstrations and support.

Leadership of Self

• Operate autonomously while being a key team player, fostering collaboration and a healthy team culture.
• Demonstrate an entrepreneurial mindset, taking ownership of personal development with support from the Head of Sales.
• Uphold and embody Pearson's values in all interactions with internal and external stakeholders, ensuring integrity and professionalism.

Other Responsibilities

• Collaborate with the operations team to streamline customer support and ensure product availability.
• Maintain accurate sales records using Salesforce.com and regularly report progress towards targets.
• Stay informed on Pearson's products, platforms, and market trends, ensuring up-to-date knowledge of offerings and strategies.

Qualifications

• Strong interpersonal and communication skills with a proven ability to engage customers and key decision-makers.
• Bachelor's degree in business or a related field (preferred).
• Demonstrated experience in sales, with a track record of meeting or exceeding revenue targets.
• Self-motivated, organised, and able to manage time effectively while working independently and as part of a team.