The Role 

The responsibility of the District Sales Manager is to recruit, develop, and lead a team of diverse sales reps to achieve or exceed their district sales goals by driving course and program adoption decisions at institutions of higher education. 

Responsibilities include: 

Hiring, coaching, developing and leading Sales Team in a dynamic business environment  Collaborating with internal stakeholders to drive account strategies across the district  Planning, pipeline reporting, business analytics and astute fiscal management  Collaborating with peers and colleagues across the organization on continuous improvement and efficiency efforts 

The District Sales Manager builds and sustains a highly functioning, diverse team of sales professionals and guides them to achieve profitable annual revenue growth at their assigned accounts while coaching the team to grow and develop as professionals whereby everyone contributes toward and promotes our inclusive culture and commitment to accessibility. 

Key accountabilities include:  

Achieving or exceeding district sales target – including both subscription-based sales growth and market share gain  Recruiting and managing the onboarding, training, and holistic first-year sales rep new hire employee experience   Coaching and developing all reps regardless of experience  Motivating and building team spirit  Promoting a transparent and inclusive culture where employees are encouraged to learn more about themselves and others  Maintaining rep accountability for key milestones in the sales process  Analysis and reporting  Collaborating with enterprise-level account executives, business development, and specialist counterparts to define and drive a strategy to maximize account-level engagements  Reinforce and model ways of working across the organization, particularly with Services to support a scalable, quality customer experience 

This is a remote/home-based position, requiring the candidate to be physically located within commutable distance to the posted locations, with approximately 40% travel. The District Sales Manager will be expected to: 

Set a strategic vision for the district; develop and implement district sales strategies and plans  Drive revenue growth in current and future business models; ensure the execution of effective sales plans that deliver customer value, learner progression, and business growth; meet/exceed annual sales and share targets  Fully leverage data to help focus and prioritize across the territories. Set territory goals and monitor KPIs; effectively redirect rep behavior through feedback, performance management discussions, success plans, and where necessary, performance plans.  Recruit, hire, develop, and retain sales representatives in a diverse cultural environment that actively promotes learning while embracing equity and inclusion  Train and coach planning, territory management, and selling skills, and provide developmental coaching for all direct reports through the effective use of available coaching and development tools   Reinforce appropriate and accurate rep usage of business systems including SalesForce, Tableau, and various internal systems   Promote a strong understanding of product portfolio and product positioning as it pertains to winning adoptions and meeting customer needs   Work cross-functionally across the organization to drive best practices, process improvements, and stronger results   Manage district-level spend and compensation budgets, meetings, and general operational activities across the district 

Essential Experience/Background 

A Bachelor's degree or an equivalent combination of education and 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 the 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 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 is able to be analytical in pursuit of new opportunities.  Change agility – able to adapt quickly and lead others through change  Learning agility – an aptitude for learning and adapting innovative technologies and skills.  Initiative-taking; self-directed  Strong organizational skills and ability to manage across multiple workstreams  Tenacity 

Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by the California, Colorado, Hawaii, Illinois, Maryland, Minnesota, New Jersey, New York State, New York City, Vermont, Washington State, and Washington DC laws, the pay range for this position is as follows:   

Minimum full-time salary range is between $100,000 - $105,000. 

This position is eligible to participate in a sales incentive plan, and information on benefits offered is here.

Applications will be accepted through July 28th. This window may be extended depending on business needs.