Description Job title: Specialist, Sales Description: In this role you will join our UK & Ireland Sales Team, to be part of our forward success and support of Higher Education customers. You’ll be a highly motivated self-starter who enjoys building networks and meeting new people. Articulate, curious and eager to win, you’ll be energised by spending time in the market to assess opportunities available across a range of university campuses in Scotland. You’ll introduce our newest innovations to deliver support to departments, teaching teams and their students. No two days will be the same and you’ll be well supported by your manager and wider team to enable you to maximise your time and success. The role aligns to industry-level titles such as Business Development Executive. Reporting to the UK & Ireland Sales Manager, you will manage a territory spanning Scotland to drive revenue generation across academic and management within Higher Education Institutions. This is a remote based role, with the expectation of 2-3 days on campus each week. This role will involve frequent travel and occasional overnight stays. We are seeking candidates based within Scotland or close to Scottish / English border due to the location of major accounts. This role provides a great opportunity to develop understanding of the Higher Education sector at a time of exciting change that can be supported and enriched by Pearson’s products and services. The successful candidate would manage their own business, with support from their Sales Manager – and could be a great role for candidates with sales experience looking to broaden their responsibilities and gain greater commercial exposure within an organisation that invests in professional development. The scope for winning new business is significant within the mix of accounts and regional dynamics within the Scottish territory. The role will focus on developing relationships to win new business at academic department and institutional level, with some time focused on selective course level opportunities. Learner at the heart Pearson is a global education company that helps people around the world to make progress in their lives through learning. With a rich heritage that combines 150 years of experience in publishing with the latest learning technology and digital services, we help people to learn whatever, wherever and however they choose. We are now transforming Pearson to accelerate our activity in digital learning, education services and emerging markets. This will enable us to make a lasting impact in helping to solve some of the most important challenges in global education. Why we need you We believe education is a vital force that can empower people, help them to reach their potential and contribute to more connected communities, all around the world. Our strength comes from our outstanding people; our strong relationships in the education world; our expertise in using technology to help people learn; our global footprint and local reach; and our position as a profitable, global company with a unifying sense of purpose. About the job Our Higher Education business brings our leading content and digital courseware to university leaders, teachers and students to support teaching and learning across institutional wide need and departments and courses courses from business to the sciences, psychology and law. We partner with customers to provide world-class products and services that meet their needs, and those of their learners, both today and tomorrow. Key Accountabilities: Revenue generation and sales activities : Formulate and implement the territory strategy to maximise sales of Pearson digital products and services into Higher Education institutions. Identify and prioritise target accounts through ongoing research, network building and market insights. Seek to maximise all opportunities for share and monetisation improvement, developing base business into broader and fully integrated partnerships. Work in tandem with Sales Manager and Digital Solutions Manager to interrogate all routes for referral and efficacy. Lead on presentations to academic and management teams, as well as students, where necessary. Target competitors and substitute Pearson products. Utilise appropriate sales tools within the sales process to increase effectiveness. Deliver year-on-year growth of key accounts. Analyse pipeline information and other sales intelligence in order to prioritise activities. Deliver accurate and timely sales proposals. Lead effective negotiations and support any institutionally specific business case processes Product Knowledge Have an outstanding knowledge of Pearson’s products: key textbook content and their accompanying digital resources key digital products (MLM, Revel, enhanced eBooks, simulations, etc) services, all access models, adjacent vertical product development Maintain product knowledge and keep up to date with technological enhancements to our platforms and services. Sales Planning and Record Keeping: Create and maintain territory plans that build on national strategy. Maintain accurate and current details of contacts, calls and opportunities in CRM. Use CRM to inform sales planning, territory prioritisation, market share analysis and forecasting. Provide regular sales reports as required by the Sales Manager and senior management. Working in an Account Team Work effectively with sales colleagues and other functions to build a base of high quality, long term adoptions in target accounts to support institution-wide sales. Work effectively with other business functions to deliver solutions: operations, customer services, marketing, portfolio manage ment, finance, senior management. Essential Experience and competencies: Key requirements Located in Scotland or in close proximity to Scottish border, if based in England. Committed to undertaking work across Scotland region, 2-3 days per week, as business needs require Target and performance driven Proven record of achieving results Highly motivated Customer Focused Strong organisational and planning skills – manages detail well Strong communication and interpersonal skills Commitment & flexibility Educated to degree level (preferred) Strong selling skills / negotiation and presentation skills Demonstrate collaborative attitude and behaviour consistent with team and organisational values Aptitude for learning new technologies and skills. Excellent presentation skills Ability to work flexibly, as business needs require Ability to work under pressure, with an open and agile mindset Your rewards & benefits We know you’ll do great work, so we give a lot back with some of the best benefits in the business. We know one size doesn’t fit all, so our workplace programs meet the different needs of our diverse teams, and their families too. Please see our attractive UK benefits here: Pearson Jobs – Benefits