Key Accounts Manager at Pearson

The purpose of this role is to grow Pearson's market share and revenue in the academic sector, reporting to the Head of Sales and working closely with the Account Management team. The successful incumbent will require a thorough working knowledge of the Kenyan and Eastern Africa academic sector, the broader Pearson Education global strategy and critical developments and innovations within the global education realm.

Deliver Strong Financial Performance

• Drive profitable growth and increase market share within the respective territory, focusing on Higher Education (HE) products and digital solutions.
• Identify key accounts and map out sales strategies and targets with support from the Head of Sales.
• Execute the sales strategy to meet revenue and operating income goals, focusing on sustainable growth and customer satisfaction.
• Develop and implement business strategies, including managing authorised distributors for sales, supply management, and payment collections.
• Proactively identify and create revenue-generating opportunities, particularly in new market spaces and disruptions across private and public sectors.
• Promote and position Pearson as a market leader in Higher Education through strategic partnerships and engagement with institutions.
• Organise exhibitions, book displays, and digital product demonstrations to promote Pearson products and drive adoption.

Stakeholder Management

• Build and maintain strong relationships with key stakeholders, including government officials, universities, and corporate partners, positioning Pearson as a trusted partner in Higher Education.
• Engage with key university stakeholders, such as IT, Procurement, Finance, Library, and faculty members, to grow institutional sales and align Pearson products with academic programs.
• Collaborate with internal teams (marketing, product, and operations) to run targeted campaigns and provide efficient customer support across the territory.
• Ensure regular interactions with stakeholders to build personal and brand credibility, showcasing Pearson's innovative solutions to exceed customer expectations.
• Represent Pearson at key trade shows and industry events, reinforcing its role as a thought leader in Higher Education.

Market Intelligence and New Opportunities

• Identify and facilitate new product and service innovation through market insights, leveraging an agile approach to position Pearson as a leader in Higher Education.
• Proactively prospect new accounts and revenue streams through various channels, including cold calling and social media outreach.
• Present and implement new business projects while monitoring opportunities, risks, and progress, ensuring alignment with leadership and business goals.
• Maintain knowledge of industry trends, competitors, and educational market innovations.

Customer-Centricity

• Deliver an exceptional customer experience by ensuring customer needs are central to all activities, decisions, and interactions.
• Work closely with instructors to align Pearson's products with their teaching goals and enhance adoption sales through product demonstrations and support.

Leadership of Self

• Operate autonomously while being a key team player, fostering collaboration and a healthy team culture.
• Demonstrate an entrepreneurial mindset, taking ownership of personal development with support from the Head of Sales.
• Uphold and embody Pearson's values in all interactions with internal and external stakeholders, ensuring integrity and professionalism.

Other Responsibilities

• Collaborate with the operations team to streamline customer support and ensure product availability.
• Maintain accurate sales records using Salesforce.com and regularly report progress towards targets.
• Stay informed on Pearson's products, platforms, and market trends, ensuring up-to-date knowledge of offerings and strategies.

Qualifications

• Strong interpersonal and communication skills with a proven ability to engage customers and key decision-makers.
• Bachelor's degree in business or a related field (preferred).
• Demonstrated experience in sales, with a track record of meeting or exceeding revenue targets.
• Self-motivated, organised, and able to manage time effectively while working independently and as part of a team.