Senior Vice President, Sale & Contract Management
Company: Pearson
Location: Springfield
Posted on: February 26, 2021
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Job Description:
Description We are the world's learning company with more than
24,000 employees operating in 70 countries. We combine world-class
educational content and assessment,powered by services and
technology, to enable more effective teaching and personalized
learning at scale. We believe that wherever learning flourishes so
do people. The Senior Vice President (SVP), Sales and Contract
Management, is responsible for growing Pearson's School Assessment
Business and overseeing the program management team responsible for
managing School Assessment contracts. As an active member of the
School Assessment Leadership Team, the SVP drives customer
opportunities that are most advantageous for Pearson, finalizing
contracts that meet or exceed revenue and operating income
expectations. In this new role, the SVP, Sales and Contract
Management, will report to the Managing Director of Pearson's
School Assessment Business. This individual will successfully lead
the business development and program management teams in
relationship management, contract retention, and financial growth
initiatives to grow the School Assessment Business with existing
accounts and new business targets. The SVP, Sales and Contract
Management, is responsible for tracking the renewal of contracts,
ensuring high quality service and satisfaction of clients, and
driving premier business development proposals. Additionally, the
SVP, Sales and Contract Management, is responsible to collaborating
with product and services teams to drive new solutions for
customers. New Business Development Identify new business
opportunities Work closely with product and services teams to
ensure product and services offerings drive new sales and meet
customer needs Establish relationships with key decision makers
Work closely with the delivery pre-sales and post contract award
implementation teams Assist prospects with the development or
modification legislation that would benefit Pearson Work closely
with prospects to develop return on investment proposals for the
benefit of Pearson Negotiate the contract with new accounts Oversee
proposal development staff and processes Develop plans for the
attainment of School Assessment sales goals and report progress to
the Managing Director, finance and the other members of the School
Assessment Leadership Team Attend industry conferences or trade
shows, as assigned Account Management Establish and maintain
relationships with client personnel through formal and informal
interactions Identify new or additional services that could benefit
clients, and profitably increase account revenue Work with Pearson
functional personnel to qualify the opportunity, and where
appropriate develop and submit proposals for the work to the
customer Lead the organization's program management and planning to
successfully deliver all contracts on time, at budget and with
quality. Define, implement, and measure performance standards for
the Program Management team (e.g. client satisfaction, internal
work metrics, etc.), including assignment of accounts to staff,
contract delivery, and implementation of internal work processes
and procedures. Drive a high performance culture in line with
Pearson values. Manage staff performance and career development,
including identification and cultivation of high potential
performers as well as remediation of low performing staff through
coaching, performance improvement, and separation as necessary.
Communicate significant account news to all affected departments
within Pearson on a timely basis Ensure that all services are
invoiced in a timely manner per contract and scope agreements Be
aware of all contract or statement of work scope changes and where
appropriate negotiate additional compensation for the changes Plan,
execute, and track existing contract renewal or extensions
requirements in a timely fashion on terms that are favorable to
Pearson Colorado-based individuals expressing interest in this
position can expect a starting salary $175k, and are eligible to
participate in a bonus plan. Benefits available to eligible
employees can be seen at: https://pearsonbenefitsus.com/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. Qualifications Education and Experience:
Bachelor's degree in a business-related field, MBA preferred 12
years experience in business development, account management, or a
related area Licensure, certification and/or global testing
experience preferred Skills, Knowledge and Abilities: Knowledgeable
of educational testing business Knowledge of all aspects of the
business operations, technology & systems Excellent business
writing and proposal writing skills Relationship management skills
a must Must be a good listener Persuasive and influential
communication skills Excellent time management and multi-tasking
skills Effective priority setting skills Creativity and flexibility
Motivate and clearly communicate with staff Build talent through
employee professional development and lead the management of high
performing teams Ability to deal with a level of stress Willingness
to travel up to 50% (post COVID-19 travel restrictions) If you are
a qualified individual with a disability and are unable or limited
in your ability to use or access this site as a result of your
disability, you may request reasonable accommodations by emailing
ppsmhr@pearson.com . Please follow the links to "EEO is The Law" ,
which describes the Federal laws prohibiting job discrimination
based on race, color, sex, national origin, religion, age, equal
pay, disability or genetic information, and the "EEO is the Law
Supplement" which has additional information for Federal
Contractors. The Pay Transparency Nondiscrimination Provision
provides applicants and employees notice that Pearson will not
discriminate against them for inquiring about, discussing or
disclosing their pay or, in certain circumstances, the pay of their
co-workers. 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. All qualified applicants
will receive consideration for employment without regard to race,
color, religion, sex, sexual orientation, gender identity and/or
expression, genetic information, disability status, veteran status,
national origin or any other characteristic protected by law.
Keywords: Pearson, Springfield , Senior Vice President, Sale & Contract Management, Executive , Springfield, Massachusetts
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