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Clinical Assessment Sales Vice President
Location : Texas, San Antonio
Refer job # CNUH340022

Job Responsibilities and Requirements: Key responsibilities Sales Leadership Defines strategic and tactical components of sales plans, models, and processes with input from Leadership Team to ensure revenue growth and strong margins; ensures consistency with marketing and product strategies and consistency with strategic business objectives Establishes sales policies, programs and practices to ensure achievement of goals for revenue, margin and market share growth Analyzes and organizes sales staff responsibilities for product, market and geographic territories to maximize achievement of sales objectives and cost effectiveness Establishes individual quotas and team goals.Accurately monitors, reports, analyzes and forecasts sales results by territory, customer and sales rep Manages pricing strategies to appropriate levels in the field Ensures balanced performance across product lines and new/adjacent market entry Establishes and manages effective programs for sales support, seminars presentations, tradeshow participation and targeted sales campaigns Provides leadership to the sales incentive planning process linking compensation to attainment of business objectives and assists in the resolution of any related disputes Participates in sales call in a way that adds value to customer interactions and serves as a hands-on resource to front line sales staff for large or complex sales opportunities.Intervenes to resolve difficult customer situations Personnel Management Identifies needs for new or additional staff; hires and trains new staff Ensures staff have the resources and product knowledge required to effectively represent the business and products.Establishes and maintains sales training programs Organizes and facilitates regular sales meetings Tracks staff performance and formally evaluates staff in yearly written performance reviews Coaches and promotes training/development opportunities for staff to increase their product knowledge or sales skills as appropriate Implements performance improvement measures for staff when needed Business Management Serves as a member of Clinical Assessment Leadership Team in setting strategic direction of business unit Determines the sales organizational structure, roles and work-flow best suited to meet organizational objectives.Develops sales inventive plans that align with corporate objectives Collaborates with customer service groups to ensure optimal customer experience Monitors, analyzes and reports market trends, competitive activities, customer feedback and likely impacts to the business Works cross-functionally with Marketing, Product Management and Development organizations Administration Develops and manages budgets in a manner that responsibly controls costs.Approves and manages expenses at a reasonable level Develops sales inventive plans that align with corporate objectives Organizational Relationships Manages staff of approximately 70, including field sales, inside sales, sales development, sales support staff, and sales management Internal Contacts: Clinical Assessment Leadership Team, Marketing, Innovation/market development, Product Management, Product Development, Human Resources, Finance, Pearson Technology, Contracts/Intellectual Property, customer service, sales leaders and others across Pearson External Contacts: customers, prospective customers, authors, external product/market experts Qualifications 10 years experience leading a high-performing, results oriented global sales organization preferably leading a multi-level and multi market focused sales organization.Ideal experience in education and health care markets Outstanding communication skills - able to distill complex ideas and deliver them to a wide variety of audiences and stakeholder groups. Metric / performance-driven focus with key KPIs identified to drive overall performance. Possesses expertise in developing teams and recruiting external talent while building internal capacity. A strong coach and mentor, he/she can enlist the talent of others to help meet objectives with sufficient autonomy. Ability to move quickly - data-driven, relies on facts and analytics in order to make decisions. Possesses the credibility and gravitas to act as a Pearson spokesperson to a variety of audiences. Understands and has experience working within a large, matrixed organization. Strategic, yet with a strong tactical bias for action. 50% travel or greater likely.



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