Account Manager

Job Description

Gulf markets include: UAE, Kuwait, Qatar.JOB PURPOSEThe ELL Account Manager is responsible for the sales of learning services to all customers, across the full range of Pearson ELL print and digital products and services.Position Description:The ELL team has adopted a holistic business approach, working the entire continuum of products through services and solutions. Through working beyond traditional selling and moving towards higher value relationships with our customers, we aim to meet the greater needs of educators and institutions.This position entails promotion and sales of relevant Pearson capabilities, products and services across the selected countries in the region (specifics to be confirmed), requiring someone who is self-starting and self-motivated with a proven track record in sales.Key objectives:

• Achieve sales targets in order to deliver revenue growth in selected countries and contribute to increased market share across the region.
• Maximize sales of priority series and digital platforms.

Key Accountabilities:Key Account Management

• Support the Pearson adoptions with existing clients
• Collate via direct calling & market research and 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 recognized 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 Channel 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

Candidate ProfileCompetenciesEssential:

• Highly motivated
• Strong personal selling skills
• Commitment and flexibility
• Manages time effectively
• Strong organizational and planning skills
• Ability to analyze market opportunity
• Target and performance driven
• IT literate
• Team member
• Self-starter with initiative
• Must be field based within the territory
• Hold full driving license
• Ability and willingness to travel for work whenever necessary throughout the sales season (Sept-May) as well as for sales conferences (2 x per year) or as required.

Education, Qualifications & TrainingEssential:

• Bachelor?s degree

Previous ExperienceEssential:

• Relevant previous product or market sector knowledge
• General sales experience
• Creating and working with a business plan
• Understand forecasting
• Calling on academic institutions/understanding of how they work
• Solution selling, relationship building

Personal Style and BehaviourHaving a keen interest in continuous learning, you need to be determined to win, highly organized, have the ability to work autonomously, think innovatively and act decisively. In addition to having extremely good verbal and written communication skills, you will also be confident and comfortable using information technology; predisposed to building strong business relationships; possess high levels of energy and genuinely enjoy the school environment.Job: SALESOrganization: English Language LearningSchedule: FULL_TIMEReq ID: 7023

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