Team Manager, Sales Higher Education

About the Role

Drives sales tactics aligned with divisional strategy, aiming to grow market share and revenue in the Higher Education tertiary market. The Team Manager, Sales collaborates with the Director – Higher Education to build and sustain a high-performance team culture covering Indonesia & Singapore. The role manages a field-based territory of local university campuses, developing relationships with faculty and channel partners, and selling educational solutions to large first-year courses.

Responsibilities

• Recruit, hire and onboard sales talent; organise training and onboarding activities.
• Coach, mentor and develop direct reports using Pearson sales methodology through co-calling and field-based coaching.
• Conduct regular performance evaluations, manage performance against KPIs, and maintain development plans for direct reports in HR systems.
• Organise and facilitate team meetings and one-on-ones to assess performance and remove barriers.
• Track and monitor execution of team responsibilities (call rates, coverage, sampling, travel itineraries, CRM data management, new business acquisition, renewal rates) and use quantitative data to evaluate performance.
• Develop and execute strategic business plans for allocated territories to maximise sales, protect and grow market share.
• Apply advanced selling skills and product/technology knowledge; reinforce sales processes, presentation and communication skills.
• Champion the OneCRM system and ensure effective use of CRM for activity tracking and reporting.
• Promote best-practice knowledge management; sample and track adoptable titles to achieve sales targets.
• Use internal resources to support sales goals, provide market feedback, and maintain understanding of market trends, policy environment and requirements.
• Manage sales budget and expenses and facilitate demand forecast accuracy for timely delivery and invoicing.
• Support implementation of the Asia Digital Strategy and contribute to go-to-market strategy, product and market development.
• Collaborate with functional teams (supply chain, customer service, support) to ensure operational expectations are met.
• Build and maintain relationships with key distributors, academics and decision-makers; engage with product development teams and guide pilots of new products/services.
• Measures include: retention of talented staff, completion and documentation of development plans and co-calling activities, achievement of sales revenue and market share targets, OneCRM activity alignment, sales expenses within budget, comprehensive territory coverage, and submission of Territory Account Plan aligned with business planning cycle.

Qualifications

• Regional sales experience across Southeast Asia in the

Key Relationships / Stakeholders

• Director – Higher Education
• Higher Education Sales team
• Operations: Demand Planner, Supply Planner, Customer Service teams
• Marketing team, Product team, Customer Success team
• Finance and HR teams
• Customers and strategic account stakeholders

Additional Information

• Main Job Dimensions: adaptability, aligning performance for success, building a successful team, building strategic relationships, coaching, communication, follow-up, sales ability/persuasiveness, strategic decision making.
• Main Challenges: high responsibility/accountability, influencing others, coaching others, relationship building, customer focus.