Team Manager, Sales (Maryland/DC/Philadelphia)

We believe that wherever learning flourishes so do people.

The responsibility of the Team Manager, Sales is to recruit, develop and lead a team of sales reps to achieve or exceed their district sales goals by driving course and program adoption decisions at institutions of higher education.                    
                     
Responsibilities include: driving account strategies for assigned accounts; collaborating with enterprise level account executives to drive account strategies at Strategic Accounts; hiring, coaching, developing and leading sales team in a dynamic business environment; planning, pipeline reporting, business analytics and financial management; collaborating with peers, colleagues and members of the Services team on continuous improvement efforts. The goal of their work is to build a high functioning team of sales professionals and guide them to achieve profitable annual revenue growth at their assigned accounts.                    
                     
The key accountabilities for the role include: achieving or exceeding their district sales target – including both subscription-based sales growth and market share gain; recruiting and managing the on-boarding, training and overall first year experience of new sales reps; coaching and developing all reps regardless of experience; motivating and building team spirit; holding reps accountable for key milestones in the sales process; collaborating with enterprise level account executives, business development and specialist counterparts to define and drive a strategy to maximize account level engagements; analysis and reporting; reinforcing the ways of working between sales and services to support a scalable quality customer experience.                    

This is a remote/home-based position with approximately 40% travel. Relocation not available for this position.                    

Key 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

Outcomes:
                    

• Meet/exceed targets in subscription-based sales                    
• Meet/exceed target in market share growth                    
• Talent retention

Essential Experience/Background:
                    

• 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.                                        

Essential Attributes:
                    

• 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                    
• Tenacity                    

Compensation at Pearson is influenced by factors including skill set, experience, and location. 
The full-time salary range for this role is $110,000 - $130,000. 
This position is eligible to participate in Pearson’s sales incentive plan. Information on benefits can be found here. 

Applications will be accepted through 9/30/26. This window may be extended depending on business needs. 

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