Director Business Development

The Director, Business Development is an exciting opportunity for a motivated Business to Government (B2G) sales leader to provide leadership and strategic vision for Evaluation Systems.

The Director is responsible for growing Pearson’s Evaluation System’s business within a subset of Evaluation Systems states and regions. The Director is responsible for executing sales strategy, developing customer and client relationships, creating new leads, tracking opportunities that are most advantageous for Pearson, and recommending contracts that meet or exceed revenue and operating income expectations.

This individual will successfully provide relationship management, pursue strategy, and grow the business with existing accounts and new business targets. Additionally, the Director will build relationships with external partners to increase revenue opportunities for Pearson and to help develop new innovative customer solutions.

Execution accountability for:

• State-based pursuits
• Sales of off-the-shelf products and services
• Partnerships with external businesses and agencies

Impact of Job

This is an important role for the Evaluation Systems business. The person occupying this role will effectively and proactively execute Evaluation System’s growth strategies.

Other duties as assigned by management

The position will require flexibility to work with the SVP on special projects, critical deliverables, and strategies.

KNOWLEDGE AND EXPERIENCE

• MBA, Ed.S., Ed.D. strongly preferred
• Candidates with a teaching background or experience at a state agency are a plus
• Requires an outcome-focused, self-starter

Skills/knowledge/abilities

• Business Development Focus – Capable and mature with a bias for action.
• Strong empathy and solution-driven
• Externally focused, intellectually curious thought leader and inventive problem solver
• Knowledgeable of educational testing business and teacher licensure
• Demonstrated understanding of the relationship between sales and marketing, business operations, program management, and technology
• Proven technical writing and presentation skills
• Proven ability to help education clients develop new methods for meeting assessment goals
• Experience managing customer relationships
• Ability to listen, process information, and develop an action plan
• Persuasive and influential communication skills
• Effective priority setting skills
• Willingness to travel up to 50% or more

PRIMARY RESPONSIBILITIES

• 70% New Business Development
• Execute the business development strategy
• Identify new business opportunities in the educational assessment market
• Establish relationships with key decision-makers
• Work closely with the delivery pre-sales and post-contract implementation teams
• Assist customers with the development or modification of legislative language, as requested
• Attend industry conferences or trade shows, as assigned, to gather valuable information for business development
• Maintain account plans for each pursuit area with defined targets, outcomes, and timelines
• Continually and proactively position Evaluation Systems for success and growth
• 15% Account Planning
• Establish and maintain relationships with client personnel through formal and informal interactions
• Identify new or additional services that will benefit clients and increase account revenue and profitability
• Work with Pearson functional personnel to qualify business opportunities and, when appropriate, develop and submit proposals to the customer
• Plan for success with mitigations, contingencies, and blue skies approaches
• 10% Collaboration
• Work with other operating groups to operate, maintain, and grow the Evaluation Systems business
• 5% Reporting
• Cascade key information throughout Evaluation Systems to provide people with deeper insights needed to better manage the quality, speed, and efficiency of efforts over time
• Develop monthly reports summarizing accomplishments, plans, and potential issues with key KPIs

Learning is the most powerful force for change in the world. More than 20,000 Pearson employees deliver our products and services in nearly 200 countries, all working towards a common purpose – to help everyone achieve their potential through learning. We do that by providing high quality, digital content and learning experiences, as well as assessments and qualifications that help people build their skills and grow with the world around them. We are the world’s leading learning company. Learn more at pearsonplc.com.

Pearson believes that wherever learning flourishes, so do people. We are committed to being an anti-racist company in everything we do. We value the power of an inclusive culture and a strong sense of belonging. We promote a culture where differences are embraced, opportunities are accessible, consideration and respect are the norm, and all individuals are supported in reaching their full potential. Through our talent, we believe that diversity, equity, and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to a sustainable environment and workplace where talent can learn, grow, and thrive.

To learn more about Pearson’s commitment to a diverse and inclusive workforce, please click here: http://www.pearson.com/careers/diversity-and-inclusion.html

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. All employment is decided based on qualifications, merit, and business need. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status, or any other group protected by law.

Job: SALES

Organization: Assessment & Qualifications

Schedule: FULL\_TIME

Req ID: 6581