Pearson - Senior Manager - Business Development

Senior Manager - Business Development

- Actively account manage an existing suite of clients and ensure Pearson VUE has the maximum possible revenue from these clients

- Ensure the clients are happy with the Pearson VUE service being provided

- Ensure clients renew their contracts, where possible without going to tender

- Proactively seek out and qualify new, both small and large-scale business opportunities that match the PVUE and Pearson market offerings

- Close new business deals quickly and professionally

- Develop and maintain a good technical knowledge of the Pearson VUE and relevant Pearson products and services

- Contribute to the knowledge pool that exists amongst Pearson VUE client- facing staff

- Prepare and deliver presentations, to senior clients and prospects, in a professional and unambiguous manner

- Respond to external clients, prospects and partners in a timely and professional manner

- Maintain an up to date pipeline of new business opportunities

- Assiduously follow the Pearson VUE bid management process

- Work closely with Operations and other staff as required to drive the preparation of proposals and responses to PQQs, RFPs and Tenders taking overall responsibility for the quality of the response and taking personal ownership for key sales themes: Solution design and description, Internal and external partner selection and involvement, All commercial and pricing related matters

- Develop a good level of business understanding of the target market sector(s) assigned

- Participate in demand generation activities such as seminars, exhibitions and direct marketing as required.

- All employees have a responsibility to co-operate in promoting and maintaining a safe and healthy working environment, and to take reasonable care of their own health and safety at work and that of all other staff that may be affected by their acts or omissions. Line Managers have specific responsibility for the health and safety of their direct reports and other team members for which they have general management responsibility.

- All employees are also responsible for supporting and implementing the company's policies and procedures around the Health and Safety, Security, Quality and Business Continuity arrangements that apply in your role/work function.

- Full details of these policies and procedures are available on Pearson VUE's Electronic Quality Management System.

Key Activities :

- Engage with clients at senior level and align Pearson VUE services to clients pains and to their growth strategy

- Close new business sales quickly and professionally

- Regularly communicate progress of individual deals

- Monthly reporting

- Constantly keep up to date a detailed pipeline and opportunities within the CRM system

- Proactively prospecting for new, small and large-scale opportunities

- Complete bids and tenders both with a bid-writer and without

- On average, meet one client/ prospect per day

- Educated to degree level

- A proven services selling track record and able to demonstrate five years of solution selling success in the Commercial Sector

- A consultative approach to solution definition

- At least 2 years experience of client relationship management

- PC, internet and new technology savvy

- Understanding of - virtual- teams and how to function with them

- Fully fluent in the use of the Microsoft Office suite

- Experience in the sales lifecycle from prospecting to contract closing

- Excellent verbal, and written skills

- Ability to work on a non 9 to 5 schedule

- Ability to work under pressure

- Ability to resolve client conflict with positive outcomes

- Ability to LEAD in a sales campaign

- Comfortable discussing and presenting technology oriented solutions

- Comfortable presenting and interacting with Senior management personnel from potential client

- Experience in the sale of - services-

- Experience of formal (OJEU - Official Journal of the European Community) and informal tendering

- Willing to travel on business

- Target driven

- Ability to appreciate and handle long sales cycles

Desirable Experience and Qualifications :

- Further business qualification is desirable

- Intellectually inquisitive by nature

- Knowledge of the OJEC procurement processes

- Relevant and useful client contacts

- An understanding of the assessment and testing business in general and the products and solution offering of Pearson VUE, Edexcel and PRA in particular

- Experience in the assessment market

- Self-starter with a - can do- attitude

- High energy, hard worker

- Attention to detail

- Resilience and the ability to deal confidently with senior client staff

- Able to work independently in a high-stakes environment

- Comfortable with the ambiguity that can exist in a changing business