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Pearson Senior Vice President, Sales & Contract Management in Pierre, South Dakota

Senior Vice President, Sales & Contract Management - ( 2102839 )

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.

The Senior Vice President (SVP), Sales and Contract Management, is responsible for growing Pearson’s School Assessment Business and overseeing the program management team responsible for managing School Assessment contracts. As an active member of the School Assessment Leadership Team, the SVP drives customer opportunities that are most advantageous for Pearson, finalizing contracts that meet or exceed revenue and operating income expectations.

In this new role, the SVP, Sales and Contract Management, will report to the Managing Director of Pearson’s School Assessment Business. This individual will successfully lead the business development and program management teams in relationship management, contract retention, and financial growth initiatives to grow the School Assessment Business with existing accounts and new business targets. The SVP, Sales and Contract Management, is responsible for tracking the renewal of contracts, ensuring high quality service and satisfaction of clients, and driving premier business development proposals. Additionally, the SVP, Sales and Contract Management, is responsible to collaborating with product and services teams to drive new solutions for customers.

New Business Development

  • Identify new business opportunities

  • Work closely with product and services teams to ensure product and services offerings drive new sales and meet customer needs

  • Establish relationships with key decision makers

  • Work closely with the delivery pre-sales and post contract award implementation teams

  • Assist prospects with the development or modification legislation that would benefit Pearson

  • Work closely with prospects to develop return on investment proposals for the benefit of Pearson

  • Negotiate the contract with new accounts

  • Oversee proposal development staff and processes

  • Develop plans for the attainment of School Assessment sales goals and report progress to the Managing Director, finance and the other members of the School Assessment Leadership Team

  • Attend industry conferences or trade shows, as assigned

Account Management

  • Establish and maintain relationships with client personnel through formal and informal interactions

  • Identify new or additional services that could benefit clients, and profitably increase account revenue

  • Work with Pearson functional personnel to qualify the opportunity, and where appropriate develop and submit proposals for the work to the customer

  • Lead the organization’s program management and planning to successfully deliver all contracts on time, at budget and with quality. Define, implement, and measure performance standards for the Program Management team (e.g. client satisfaction, internal work metrics, etc.), including assignment of accounts to staff, contract delivery, and implementation of internal work processes and procedures.

  • Drive a high performance culture in line with Pearson values. Manage staff performance and career development, including identification and cultivation of high potential performers as well as remediation of low performing staff through coaching, performance improvement, and separation as necessary.

  • Communicate significant account news to all affected departments within Pearson on a timely basis

Contract & Fulfillment Management

  • Ensure that all services are invoiced in a timely manner per contract and scope agreements

  • Be aware of all contract or statement of work scope changes and where appropriate negotiate additional compensation for the changes

  • Plan, execute, and track existing contract renewal or extensions requirements in a timely fashion on terms that are favorable to Pearson

Colorado-based individuals expressing interest in this position can expect a starting salary $175k, and are eligible to participate in a bonus plan. Benefits available to eligible employees can be seen at: https://pearsonbenefitsus.com/Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.

Qualifications

Education and Experience:

  • Bachelor’s degree in a business-related field, MBA preferred

  • 12 years experience in business development, account management, or a related area

  • Licensure, certification and/or global testing experience preferred

Skills, Knowledge and Abilities:

  • Knowledgeable of educational testing business

  • Knowledge of all aspects of the business operations, technology & systems

  • Excellent business writing and proposal writing skills

  • Relationship management skills a must

  • Must be a good listener

  • Persuasive and influential communication skills

  • Excellent time management and multi-tasking skills

  • Effective priority setting skills

  • Creativity and flexibility

  • Motivate and clearly communicate with staff

  • Build talent through employee professional development and lead the management of high performing teams

  • Ability to deal with a level of stress

  • Willingness to travel up to 50% (post COVID-19 travel restrictions)

Primary Location : US-RE-Remote

Work Locations :

US-Remote

Remote

Job : Marketing

Organization : Assessments School

Employee Status : Regular Employee

Job Type : Standard

Job Level : Executive

Shift : Day Job

Travel : Yes, 50 % of the Time

Job Posting : Feb 25, 2021

Job Unposting : Ongoing

Schedule: : Full-time Regular

Req ID: 2102839

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