Specialist, Sales
Pearson · Australia
Specialist, Sales – Clinical Assessments
Location: Melbourne or Sydney (hybrid)
Role type: Sales Specialist
Business area: Clinical Assessments, Australia and New Zealand
Reports to: Team Manager, Sales – Clinical Assessments A&NZ
About the role:
We are seeking a commercially driven and customer-focused Sales Specialist to accelerate revenue growth for Pearson Clinical Assessments across Australia and New Zealand. This role is responsible for generating new business, expanding existing accounts, building a high-quality sales pipeline, and increasing adoption of Pearson’s clinical assessment solutions across government, healthcare, education, and corporate markets.
Key responsibilities:
Sales execution and business development
You will play a key role in delivering revenue growth by identifying new sales opportunities, strengthening account engagement, converting qualified leads, and supporting sustainable customer retention.
- Identify, qualify, and progress new revenue opportunities across Australia and New Zealand.
- Conduct prospect research, understand customer needs, and maintain a strong, well-qualified pipeline aligned to sales targets.
- Generate new business through proactive outreach, structured follow-up, and relationship-based selling.
- Prepare quotes, proposals, and supporting documentation that help move customers efficiently through the sales process.
- Contribute to regional sales plans, revenue growth, account retention, and increased adoption of digital assessment solutions.
Customer engagement and account management
You will build and maintain strong customer relationships that support account growth, renewal opportunities, customer retention, and long-term commercial outcomes.
- Develop trusted relationships with customers and key decision-makers across government, healthcare, education, and corporate sectors.
- Identify account expansion opportunities by understanding customer decision-making structures, procurement pathways, budget cycles, and stakeholder requirements.
- Respond to customer requests in a timely, professional, and solutions-focused manner that supports conversion, retention, and account growth.
- Support customers with product information, understanding professional development needs, digital platform onboarding, and ongoing account support to strengthen adoption and renewal potential.
- Maintain accurate and up-to-date customer, opportunity, and activity records in Salesforce to support forecasting, pipeline management, and sales performance tracking.
Collaboration and team contribution
You will work closely with sales, customer support, training, and other internal teams to deliver a seamless customer experience.
- Collaborate with colleagues on customer solutions, complex opportunities, tenders, renewals, and account growth initiatives.
- Contribute to team planning, knowledge-sharing, and process improvement activities that support stronger sales execution and revenue performance.
- Operate with professionalism, transparency, respect, and accountability in all interactions.
Travel
- Occasional travel within Australia and New Zealand may be required to support customer relationships, internal events, and business growth objectives.
What success looks like:
- Revenue growth: Consistent contribution to new business, account expansion, customer retention, and digital product adoption.
- Pipeline performance: A strong, well-qualified pipeline with clear next steps, accurate opportunity management, and reliable progression toward sales targets.
- Sales execution: Proactive outreach, disciplined follow-up, and effective conversion of qualified opportunities into revenue.
- CRM discipline: Accurate, timely, and complete Salesforce records that support forecasting, planning, and account management.
- Customer experience: Responsive, professional, and clear communication that supports strong customer relationships and long-term commercial outcomes.
- Learning and contribution: Rapid uptake of coaching, continuous improvement, and active contribution to team goals.
About you:
Skills and experience
- 4 to 5+ years experience in sales, business development, or account management, ideally selling into government, healthcare, education or public sector organisations, including an understanding of procurement processes, stakeholder engagement, budget cycles, and longer relationship-based sales cycles.
- Preferably from Sydney or Melbourne
- Proven ability to generate new business, build and manage pipeline, grow customer accounts, and contribute to revenue targets.
- Strong commercial acumen, with the ability to identify customer needs, position solutions, and progress opportunities through to close.
- Strong written and verbal communication skills, with the ability to engage confidently with a diverse range of customers and stakeholders.
- Excellent organisation, time management, and attention to detail, with the ability to manage competing priorities in a fast-paced sales environment.
- Confidence using CRM systems and maintaining accurate sales, customer, and opportunity records to support forecasting and performance tracking.
- Comfort working in a growing digital-first environment and adapting flexibly to changing priorities.
NOTE: (not to be external communicated)
We would also require Talent Assessments to be conducted before interview stage as part of the recruitment process (can be sent via email, Pearson Assessments so low/no cost)
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