Key Account Manager

Purpose of the role:

This role aims to expand Pearson's market share and revenue within the academic sector. Reporting to the Head of Sales and collaborating closely with the Account Management team, the successful candidate will need a strong understanding of the academic sector in Kenya and Eastern Africa, as well as insights into Pearson’s global strategy and key innovations and developments within the broader education landscape.

Deliver Strong Financial Performance

• Drive profitable growth and expand market share in Higher Education (HE) through targeted product and digital solution sales.
• Identify key accounts, set sales strategies and targets, and work closely with the Head of Sales.
• Implement sales strategies to meet revenue and operating income goals, prioritizing sustainable growth and customer satisfaction.
• Manage authorized distributors, overseeing sales, supply management, and payment collections.
• Create new revenue opportunities, especially in emerging markets and through public-private sector innovations.
• Establish Pearson as a leader in Higher Education by building strategic partnerships and engaging with academic institutions.
• Organize exhibitions, book displays, and digital product demos to promote Pearson products and increase adoption.

Stakeholder Management

• Cultivate strong relationships with key stakeholders, including government officials, universities, and corporate partners, to establish Pearson as a trusted Higher Education partner.
• Engage university stakeholders (IT, Procurement, Finance, Library, and faculty) to drive institutional sales and align Pearson products with academic goals.
• Work with internal teams (marketing, product, and operations) to run targeted campaigns and deliver efficient customer support.
• Regularly connect with stakeholders to build credibility and showcase Pearson's innovative solutions.
• Represent Pearson at trade shows and industry events, reinforcing its leadership in Higher Education.

Market Intelligence and New Opportunities

• Use market insights to drive innovation and position Pearson as an agile leader in Higher Education.
• Proactively prospect new accounts and revenue streams through channels like cold calling and social media.
• Present and oversee new business projects, tracking opportunities, risks, and progress to align with strategic goals.
• Stay informed on industry trends, competitors, and innovations in the education market.

Customer-Centricity

• Ensure customer needs are at the forefront of all actions, providing a seamless and positive experience.
• Partner with instructors to align Pearson products with their teaching objectives, driving adoption through demonstrations and ongoing support.

Leadership of Self

• Operate independently yet collaboratively, contributing to a strong team culture.
• Exhibit an entrepreneurial approach to personal growth, supported by the Head of Sales.
• Uphold Pearson’s values, demonstrating integrity and professionalism in all stakeholder interactions.

Other Responsibilities

• Work with the operations team to optimize customer support and maintain product availability.
• Keep accurate records in Salesforce.com and regularly update on progress towards targets.
• Stay current on Pearson products, platforms, and market trends.

Qualifications

• Excellent interpersonal and communication skills with proven customer and stakeholder engagement.
• Bachelor’s degree in business or a related field (preferred).
• Sales experience with a record of meeting or exceeding targets.
• Self-driven, organized, and effective in both independent and team settings.