Field Sales Representative
Goal: Grow new sales opportunities (commonly known as "hunting")
and nurtures existing accounts ("farming") in a diversified portfolio of
ELL products (digital, print, and service) to increase Pearson's market
share among institutions in their geography. Reach future customers,
introduce Pearson's value offer to our market, thus helping
institutions meet the necessary educational outcomes for student
success, and closes sales deals based on our unique offer.

Level of experience/performance

Covers a big or critical portion of market (in relation to their region). Fully competent professional with in-depth product knowledge that guides colleagues on this matter and who works independently to solve complex problems.

MAIN ACTIVITIES

Hunt  for new opportunities

Locally visit non-Pearson customers to start a pipeline of future customers, providing brand presence and presenting Pearson’s value proposition.

Farm existing accounts to produce upselling

Monitor existing accounts throughout their cycles to present sales proposals once time for renewal comes or if an opportunity arises.

Receive qualified leads from the Sales Development team

Receive inbound and outbound generated qualified leads to assess their needs according to the next item.

Identify customers’needs

Create opportunities with current and prospective customers to assess their needs and understand how we can serve them through Pearson’s customer value proposition and product portfolio.

Create a tailored and sustainable proposal

Develop the sales proposal by aligning to the three key pillars: Pedagogical expertise, Financial profitability and Technological Capability (P&L guidelines). The representative is responsible for structuring and backing the  proposal based on the Pre-Sales strategy.

Conduct product demos

Enhance our portfolio benefits through demos for our potential and current customers, to showcase its features and scope. Show the correlation between customers needs and our benefits.

Present proposals and close deals

Introduce the customer to the developed proposal and guide them through the journey of understanding how we can add value to them. The representative is aware of our pedagogical and digital offer so the person is able to show product demos and answer pedagogical questions.

Initiate customers’ onboarding

Work with internal teams to set the customer for success and initiate the administrative selling process (ordering).

Provide general training to customers

Provide training resources and solve general product questions to the customers, being their main point of guidance for pedagogical-related questions. Connect customers with internal departments who can deepen the product training/adoption.

Updates CRM with market insights

Update the system with market and potential customers’ information, keeping it updated as it nurtures the company's strategy.