Head of Product, Schools

Job Description

Purpose:?Manage team of Learning Consultants and freelancers to deliver pre- and post-sales?support to customers?Carry out pre- and post-sales activity directly, as required?Design and implement comprehensive go-to-market and sales enablement plans?Drive our portfolio strategy to deliver growth?Support new business acquisition through the formation of high-level relationships and partnerships (including with local ministries)Key Accountabilities :Manage team of Learning Consultants and freelancers to deliver pre- and post-sales support to customers that secures new business and cements customer loyalty, including:?Setting - and maintaining adherence to - sales visit KPIs and use of the CRM system?Ensuring sales support visit requests are appropriately triaged so we place our effort in the right place?Ensuring both the internal and freelance teams have the deep product training they require to deliver customer excellence?Ensuring KPIs around timeliness, quality and coverage of training are set, monitored and achieved?Manage the budget for pre- and post-sales activityDirectly carry out pre- / post-sales activity as required?Achieve own pre-sales visit target?Directly impact the growth of our business through securing adoptions in?conjunction with account managers, through high-quality sales support visit (and hit?KPIs around this)?Hit KPIs around quality of own post-sales trainingDrive our portfolio strategy to deliver growth?Establish and implement a portfolio strategy for growth, covering product mix, product/sales models, pricing, backlist management etc.?Own the regional price list for the specified line of business?Develop and execute on a plan for deeper customer and competitor insight in key effective qualitative methodologies, and systematically collating the insight gathered by the sales team?Effectively communicate our strategy to the Global Product Office to ensure our needs and market realities are fully understood and heard?Represent Middle East Hub portfolio requirements in key forums?In consultation with the Vice President for Schools and the sales teams, submit new product forecasts that are in line with our overall strategic plans to the GPO / local product development teams as required.In conjunction with Marketing, design and implement a comprehensive sales enablement plan?Devise the best possible go-to-market plans for new courses?Find the best authors and trainers for regional events and roadshows to support customers and extend our reach.Support regional business development?Working with the local sales teams, build a network of senior leaders in school chains who are engaged with us and understand the full potential of our solutions?Through structured engagement, understand and capture their needs and strategic goals?Play an active role as part of the sales conversation to build and propose solutions based on institutional KPIs/needs that deliver our revenue goals for 2020 and beyond?In conjunction with sales, work with local and central government relations leads to understand potential opportunities to support governments with their transformation programmes?Support bid work / proposal writing / solution design for these opportunities and play a role in presentations and pitches as growth.QualificationsEssential:?In-depth understanding of our UK K12 offer (and adjacent products/services), including:?current product and future product roadmap?customer needs?local market dynamics?competitor landscape?Track record of using data to drive decision-making; proven analytical skills (using market data, sales data etc)?Commercial acumen: ability to build a business case, apply pricing principles, review the viability of the portfolio?Forecasting: ability to feed in accurately to forecasting at individual product, Operational Plan and Strategic Plan levels?Strong people management capabilities?Ability to work collaboratively across teams in a complex matrix organisation?Ability to travel around the region?Strong influencing skills?Strong communication and presentation skills

Keyskills :
Head of Product