Main Purpose:
To manage, maintain and grow new business development for _(Insert campus)_ following a key account management approach focussing on top schools in the area. The successful candidate will be responsible for building Lead Generation for New Student acquisition within the _(Insert region/Area)_ to recruit a student to study with Pearson Institute of Higher Education. The Higher Education Consultant needs to ensure optimum growth in student numbers and client satisfaction within the Higher Education Markets.The Higher Education consultant will be responsible for building and sustaining relationships with schools/teachers/parents and students in the process. Taking the student from 1st touch point through registration, to enrolment.Ensure that the student is at the heart of everything we are responsible for in our function of business development
Who should apply:
+ You are highly organized
+ You are target driven and goal orientated
+ You have excellent communication skills
+ You excel in problem solving
+ You are passionate about Education
+ You want to make an impact on student’s lives
Key Responsibilities:
Sales performance and productivity:
+ _Sales planning_ _: _ Uses consistently strong disciplines & approaches in Sales Planning & forecasting to ensure that targets are made and exceeded.
+ _Alignment to sales cycle: _ Ensures alignment & optimisations of sales cycle & strategically aligning with key accounts cycles drive optimal outcomes _._
+ _Target awareness_ _: _ Ensure that registration targets are made and exceeded.
+ _Sales lead generation & pipeline management: _ Uses consistently strong disciplines & approaches in Sales Lead generation & registration conversions via follow up.
+ _Sales tracking & reporting: _ Uses consistently strong disciplines & approaches in Sales tracking, monitoring & reporting.
Customer/Market Management and Expertise:
+ _Market & Competitor knowledge: _ Demonstrates understanding with often application of market & competitor knowledge, in customer situations via the sales process.
+ _Market insight: _ Proactively seeks out to gather insight into the market by using information gathering and other research methods, factors & trends that will drive growth _._ To be aware of competitor activity within your market.
+ _Channel strategy plan: _ Works to input into channel plan, specifically relating to customer segmentation strategy & how to optimize it.
+ _Market mapping, Customer strategy: _ Conducts market-mapping activities integrated into sales planning & Customer development strategy. Analyses & uses insight data to continually review position in market for competitive advantage & drive desired outcome.
Product and services excellence and expertise:
+ _Solution selling & product proposition: _ Demonstrates understanding & ability/ practical expertise in solution selling, to communicate the Pearson product proposition as part of overall solution approach. Use solution-selling methodology to ensure business and revenue growth in given territory.
+ _Product knowledge: _ Seeks out to differentiate from competition in how product knowledge is imparted & presented to customers. To use excellence in product knowledge to grow business opportunities at key accounts.
+ _Application of product expertise: _ Seeks out consistent application of product expertise in complex solution sell across main products & services offered to students and sponsors.
+
Core Competencies: Functional
Communication and brand presentation:
+ _Student focus: _ Demonstrates proven ability to be timely, compelling, clear and concise in all communications. Puts the student at the heart of all communications & interactions.
+ _Style: _ Demonstrates a professional approach to conveying message via insightful & engaging presentations, face to face interactions, phone conversations and emails; which can resonate with audiences & enable desired decision making outcomes.
+ Core communication principles: _Demonstrates sound knowledge & understanding of the key fundamentals of effective communication and is seen as a leader in this area._
+ _Tool utilization: _ Utilizes effective tools and systems, other technology, media & digital enablement to communicate with impact & can mobilize audiences to take desired action
+ _Generate excitement and motivation: _ Demonstrates ability to present with flair and finesse via the art of effective Storytelling & verbal resonance. Drive emotional thinking and excitement with students.
+ _Brand awareness: _ Promote the Pearson brand with poise and be a brand ambassador in every interaction.
Influence, Negotiation and Persuasion skills:
+ _Core Principles: _ Demonstrates effective & practical examples of Influencing and Persuading & Negotiating skills with students driving students to make the right career choices.
+ _Application of core principles: _ Has the knowledge & skills required to actively plan & engage in an end-to-end structured negotiation.
+ _Influence: _ Ability to influence students to make the right decision, motivate and engage students.
+ _Financial conversations: _ Ability to clearly explain financial options to sponsors and students and assist with financial process where needed.
People and relationship skills:
+ _Customer focussed: _ You make the learner the centre of everything we do. The ability to help, guide, mentor and coach students to make the right decisions that will ensure successful completion of their studies.
+ _Sponsor relationship: _ Ability to converse, guide and mentor sponsors. Demonstrates patience and effective problem solving and communication to sponsors.
+ _Nurture and Patience_ : Demonstrates the desire to nurture student relationships all the way to graduation. Demonstrates patience and excellent customer services skills.
Core Competencies: Leadership:
Leading Self
+ _Always learning: _ Discusses data, key industry trends and conditions and understands the implications for their own business area. Welcomes new ways of doing things. Acts on feedback to assess strengths and weaknesses.
+ _Courageous: _ Asserts opinions on issues. Is willing to make decisions even when there is ambiguity or uncertainty. Recognises conflict and names the issues.
+ _Ethical: _ Is guided by a clear moral compass to act with integrity and fairness; treats people honestly and with compassion regardless of level, personality or background. Identifies and escalates ethical issues. Follows through on commitments.
+ _Determined: _ Sets high standards of performance for self and others. Creates a sense of urgency to achieve results. Persists in the face of obstacles or setbacks, remaining calm and in self control.
Leading the Business
+ _Customer focused: _ Identifies and responds to customer requirements, expectations and needs. Encourages feedback from customers to continually improve products and services in line with the brand. Aims to exceed customer expectations.
+ _Transformational: _ Demonstrates active support for change initiatives. Changes own behaviour and actions to align with change initiatives. Embraces rather than resists change.
+ _Strategic and visionary: _ Demonstrates an understanding of the organisation’s mission and strategies. Works to clarify and understand the global purpose and mission for own work. Integrates and balances big picture concerns with day to day activities.
+ _Innovative_ _: _ Generates innovative ideas and solutions to problems. Finds ways to extend and apply innovative ideas to enhance business results.
Leading others
+ _Develop: _ Offers others support and help, and willingly shares own knowledge and expertise. Owns their development and encourages a two way process with whom they report to. Offers helpful suggestions to support others’ development. Offers constructive feedback to others to support their development.
+ _Inspirational_ : Projects a positive image and serves as a role model for other’s performance. Is flexible across a wide range of situations. Demonstrates energy and a sense of ownership and commitment to the organisation.
+ _Relationship-builder: _ Actively collaborates with others, within and across groups around the world. Appropriately involves others in decisions and plans that affect them. Listens carefully and attentively to others’ opinions and ideas.
+ _Makes it happen: _ Takes personal responsibility to make decisions and take action. Works hard to achieve goals that support strategic priorities. Holds self accountable for meeting assigned goals.
Experience:
+ 1 – 2 years sales experience, but 3 – 4 years will be preferable
+ Proven sales or account management track record
+ Experience in the Education sector is preferable
+ Salesforce experience will be advantageous
+ Proven experience to manage, track and exceed daily, monthly and yearly targets
Other
+ Able to travel locally
+ Work Saturdays when required
+ Valid drivers licence
+ Own vehicle is essential
**Qualifications**
Qualifications
+ Relevant degree/diploma or Higher certificate is essential (Education, Marketing, Business, Social Sciences)
Pearson is committed to the principles of employment equity and in accordance with our Employment Equity goals and plan; preference will be given to suitable applicants from designated groups as defined in the Employment Equity Act and subsequent amendments thereto.
**Primary Location: ** South Africa
**Other Locations** ZA-ZA-Johannesburg, ZA-ZA-Durban North, ZA-ZA-Midrand, ZA-ZA-Pretoria, ZA-ZA-Claremont, ZA-ZA-Cape Town
**Work Locations: ** ZA-Bedfordview-9 Concord 9 Johannesburg 2008
**Job: ** Sales
**Organization: ** Growth
**Employee Status: ** Regular Employee
**Job Type: ** Standard
**Shift: ** Day Job
**Job Posting: ** Sep 17, 2019
**Job Unposting: ** Sep 29, 2019
**Schedule: ** Full-time Regular
**Req ID: ** 1912638
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.