Job Description

Job Title: Specialist, Sales (CA Selling - APAC)

The Specialist, Sales (CA Selling - APAC) supports the growth of the Pearson Clinical Assessment business across Australia and New Zealand by identifying new opportunities, building trusted customer relationships, and supporting customer success across healthcare, education, and corporate markets. This role drives revenue growth, account retention, and the expansion of Pearson’s digital-first clinical assessment footprint.

Key Responsibilities

1. Sales Execution & Lead Development

IC20 Expectation: Executes structured sales tasks, contributes to pipeline-building, and manages routine external interactions.

• Conducts prospect research, identifies emerging customer needs, and qualifies opportunities.

• Supports execution of regional sales plans and follows structured sales processes.

• Generates new business through proactive outreach and consistent follow‑up.

• Builds foundational consultative selling skills to support effective customer conversations.

• Prepares quotes, proposals, and supporting documents as required.

• Contributes innovative ideas to improve lead development and customer engagement.

2. Customer Engagement & Account Management

IC20 Expectation: Manages routine customer interactions, supports customer onboarding, and contributes to retention and satisfaction.

• Maintains strong working relationships with key accounts and understands decision-making structures across healthcare, education, and corporate sectors.
• Captures and maintains accurate and up-to-date records in OneCRM.
• Responds to customer requests within agreed service expectations and delivers a high standard of service.
• Supports customer needs for product knowledge, professional development, and digital platform onboarding.
• Collaborates with marketing to ensure customers are aware of new products, digital tools, and services.

3. Market, Product & Industry Awareness

IC20 Expectation: Demonstrates growing understanding of industry trends and uses insights to contribute to team discussions.

• Develops broad product knowledge across the Pearson Clinical portfolio.

• Monitors developments in clinical assessment, education, and digital learning environments.

• Supports knowledge-sharing by providing customer feedback, market insights, and competitive observations.

4. Internal Collaboration & Team Contribution

IC20 Expectation: Works effectively with peers and cross-functional partners to deliver shared objectives.

• Collaborates with team members on complex sales or customer solutions to deliver a seamless customer experience.

• Contributes to team knowledge-sharing, planning sessions, and improvement initiatives.

• Operates with transparency, respect, and accountability in all interactions.

5. Travel Requirements

• Occasional travel within Australia and New Zealand to support customer relationships and growth objectives.

Success Metrics

• Quality & Speed of Execution: Sales excellence and process execution; high‑volume, accurate task completion with reliable cadence.

• CRM Excellence: Records maintained to best‑practice standards; minimal clean‑up required.

• Pipeline Health: Reduction in dropped leads, pipeline growth and qualification; digital-first product adoption.

• Customer Experience: Customer engagement and education; positive feedback and responsive, clear communication.

• Learning Velocity: Rapid uptake of coaching and clear reduction in repeated errors.

Required Skills & Competencies

Core Skills

• Strong organisational and time management skills.

• Excellent written and verbal communication across diverse customer groups.

• Attention to detail and ability to work in a fast‑paced environment.

• Ability to work independently while also contributing effectively to team goals.

• Organised, reliable, and confident working in a growing digital‑first environment.

• Comfortable with change and able to adapt flexibly to evolving priorities or unexpected challenges.

Sales Excellence & Commercial Acumen

• Understands Pearson’s value proposition and product portfolio.

• Applies commercial judgement within defined processes.

• Supports execution of sales strategies and opportunity management.

Customer Focus

• Builds trust through responsive and respectful interactions.

• Demonstrates commitment to helping customers achieve positive outcomes.

Problem Solving & Decision Making

• Applies structured thinking to understand customer needs.

• Escalates risks or issues promptly and appropriately.

Communication & Influence

• Communicates clearly and professionally across verbal, written, and presentation contexts.

• Adapts messaging to suit audience needs.

Collaboration & Team Contribution

• Contributes positively to team culture.

• Shares information and supports colleagues during busy periods.

Operational Excellence

• Maintains accurate CRM records and follows workflows.

• Manages time effectively and delivers work with consistency and attention to detail.

Growth Mindset & Resilience

• Seeks feedback and demonstrates learning agility.

• Manages competing priorities and performs reliably under pressure.

Ideal Experience

• 3-5 years' experience within sales and/or business development settings.
• Demonstrated success generating leads and building professional relationships.
• Strong communication and interpersonal skills.
• Exposure to clinical assessment tools (desirable).
• Based in Sydney or Melbourne preferred but not essential.