Regional Development Manager
Description
At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lessons, we are always re-examining the way people learn best, whether it’s one child in our own backyard or an education community across the globe. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology — and each other to surpass these boundaries — we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large and small.
Middle East Hub markets include UAE, Saudi Arabia, Qatar, Oman, Bahrain, Kuwait, Lebanon and Jordan.
Pearson Courseware 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 an 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 recognised 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 Head of Courseware Sales 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
Qualifications
Competencies
Essential
- Highly motivated
- Strong personal selling skills
- Commitment and flexibility
- Manages time effectively
- Fluent in English & Arabic
- Strong organisational and planning skills
- Ability to analyse 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
Essential
Education, Qualifications & Training
- Bachelor Degree
Previous Experience - 2-3 years of relevant sales experiences, preferrably from education industry
Essential
- Relevant previous product or market sector knowledge
- General sales experience
- Creating and working with a business place
- Understand forecasting
- Calling on academic institutions/understanding of how they work
- Solution selling, relationship building
Personal Style and Behaviour
Having 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.
Work Locations: AE-Dubai-Al Sofouh Arjaan Tower Al Sofouh Complex Dubai
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