Pearson - International Vocational Lead

This role is for someone with sales and vocational education expertise to help develop our BTEC and LCCI markets in Europe & Africa. Acting as a specialist in the field, you will train and support Pearson & Partner sales teams, helping them develop their knowledge and expertise with key products, and effective sales strategies. You will also be involved directly in assisting high value sales, helping to forge solutions where an ‘off-the-shelf’ approach is not sufficient. You will be targeted on achievement of the overall vocational goals for Europe and Africa, and ultimately be responsible for helping a range of teams drive their short and long term sales targets.

Role Responsibilities

  • Portfolio champion – the specialist will be the leading expert in the region on the Pearson Vocational portfolio, and be a champion for those products both internally, and externally, presenting and speaking at events, aiding special sales projects and working with the rest of the portfolio team to lead and contribute to products that help further the sales and reputation of the suite.

  • Develop a world class sales team – through training, coaching and mentoring you will help the sales teams become ever more effective, championing their needs, and developing tools and processes to aid their sales efforts. Owns product or portfolio changes, ensuring the sales team are equipped to deal with them.

  • Direct sales - supporting key customer sales, high value or strategic opportunities identified by sales directors. When a gap sales provision occurs, the specialist may be required in step-in temporarily to perform account management, so that we ensure that all customers’ needs and deadlines are met.

  • Capture Insight– feedback research data, customer and learner insight on market needs for future product & service development, to the product teams and E&A leadership. Proactively keeps up to date on industry and customer specific issues.

Other responsibilities

  • Growth focus – focus efforts on key sectors, levels, qualifications, and subject areas, and champions these areas with the teams across Europe & Africa.

  • Efficacy - advise our teams and customers on how to use our products and services to meet their needs focusing on improving learning outcomes.

  • Solutions - To work collaboratively across the hubs with colleagues to achieve customer focused sales solutions with clear sustainable competitive advantage.

  • Business Development – Support and drive business growth opportunities with key customers/chains and/or high priority opportunities identified by sales directors.

  • Stakeholder engagement – influencing and relationship building with key stakeholders, such as government officials, associations and professional bodies across the region as directed by hub leads/sales directors. Act as a vocational ambassador for Pearson, both in the market and within our Global Operations.

Role Outcomes

  • Achieve Europe & Africa vocational sales target

  • Ensure sales team is equipped and confident selling vocational portfolio

  • Good understanding of all key markets, and their drivers.

  • Represent the region in feedback to UK product teams, and in new product development consultations.

  • Successful completionof high-profile sales projects where required.

Pearson is an equal opportunities employer. We do not discriminate against employees or job applicants and select the best person for each job based on relevant skills and experience.

We are also committed to building an accurate picture of the make-up of the workforce and encouraging equality and diversity.

The information you provide will stay confidential, and be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.


Competencies and experience


  • In depth knowledge of vocational education with direct experience of working with educators/customers.

  • Experience of delivering sales plans that result in business growth.

  • Experience / knowledge in business-to-business sales

  • Proven experience in supporting a territory across a wide geography

  • Strong experience in building relationships both internally and externally.

  • Excellent presentation, communication and negotiation skills

  • Collaborative approach and ability to influence people that are not direct reports

  • Sales orientation and focus with the ability to see things from the stakeholder’s position

  • Strong research and strategic analysis skills

  • Foresight, should be able to watch the future environment, competitors and potential customers activities, and anticipate future challenges/opportunities.

  • Good presentation skills

  • Fluent in written and spoken English.

  • Experience of coaching and mentoring

  • Experience with sales process and soft-selling skills


  • Business Development experience and/or solution selling experience

  • Process mapping

  • Understanding of the changing education needs would be an asset

  • Experience / knowledge of Customer Experience roles Education, Qualification, training


  • Bachelor Degree or equivalent

  • Proficient in modern IT software


  • Other languages, especially major European or African languages (such as, Russian, Polish, Arabic, Swahili or widely spoken languages).

  • Teaching experience.

Personal Attributes

  • Willing to travel across Europe & Africa (9-12 trips per year)

  • Solid work ethic, self-discipline, persistence, ability to work independently and in a team

  • Always Learning: discuss data, key industry trends and conditions and understands the implications to own business areas; welcomes new ways of doing things; acts on feedback to assess strengths and weaknesses;

  • Customer focused:

identifies and responds to the customer requirements, expectations and needs; encourages feedback from customers to continually improve products and services in line with the brand, aims to exceed customer expectations;

  • Relationship builder:

actively collaborates with others, within and across groups around the world; appropriately involves other in decisions and plans to affect them; listens carefully and attentively to others' opinions and ideas.

  • Makes it Happen

takes personal responsibility to make decisions and take action; works hard to achieve goals that support strategic priorities; holds self accountable for meeting assigned goals.

  • Anti Bribery and Corruption

to understand ABC policy and implement.


  • Home based: (Flexible, UK London or Harlow offices, and opportunities for home working)

Primary Location: GB-GB-London

Other Locations GB-GB-Harlow

Work Locations: GB-London-80 Strand 80 Strand London WC2R 0RL