Specialist Business Development

1 month ago

Phoenix, United States Pearson Full time

**SUMMARY**

The Business Development Manager is responsible for growing Pearson VUE and Certiport’s business with both existing accounts and new accounts through effective client relationship management, internal collaboration, strategic thinking, and successful implementation and administration of a mutually beneficial program. The Business Development Manager is accountable for tracking the renewal of contracts in a timely manner, and ensuring high quality service and the overall satisfaction of clients.

**CORE COMPETENCIES**
- Relate well to others with top notch relationship building skills
- Embrace and actively promote a culture of diversity, equity, and inclusion
- Seek customer satisfaction with a customer-centric focus
- Ability to effectively resolve conflict and problem-solve
- Think broadly and strategically
- Show initiative and commitment with an entrepreneurial mindset
- Readily adapt and embrace change
- Communicate well with internal and external parties

**SCOPE AND IMPACT OF JOB**

Working closely with Pearson VUE & Certiport’s existing and potential accounts as well as the functional personnel of other departments. The Business Development Manager performs a key role in maintaining and growing Pearson VUE & Certiport’s business in test delivery services and program administration.

**REQUIRED KNOWLEDGE AND EXPERIENCE**

**Education and Experience**:

- 5+ years’ experience in business development, account management, or a related area
- Certification and/or global computerized testing experience preferred

**Skills, Knowledge and Abilities**:

- Knowledgeable in computerized testing industries
- Knowledgeable in Pearson VUE and/or Certiport technology and systems
- Excellent business writing and proposal writing skills
- Customer focus required
- Highly effective negotiation skills
- Experience working with contracts and statements of work
- Relationship management skills a must, both external and internal
- Must be a good listener
- Must be able to work independently with a small business owner mindset
- Persuasive and influential communication and presentation skills
- Excellent time management and multi-tasking skills
- Effective priority setting skills
- Ability to be creative and flexible
- Ability to deal with a high level of stress
- Ability to work effectively remotely using various video conferencing tools
- Ability to effectively use Microsoft Excel, Outlook, Power Point, Word, OneDrive, and Teams
- Experience using a customer relationship management tool

**Other**:
Participate in required employee trainings: Diversity, Equity, and Inclusion; Anti-Bribery and Corruption; Data Protection and Privacy; Preventing Sexual Harassment; and Pearson Code of Business Conduct

**PRIMARY RESPONSIBILITIES**

**35% Business Development**
- Identify new business opportunities in the assigned business markets
- Work with clients to develop and implement mutually beneficial programs to grow the overall size of the client’s testing program and Pearson VUE’s market share
- Be continuously aware of opportunities to grow Pearson VUE’s business and to protect Pearson VUE’s position within existing accounts
- Establish relationships with key decision makers at the C-suite and other appropriate executive level positions
- Work closely with proposal and solution development and implementation teams pre and post contract award
- Work closely with finance teams to develop cost models that meet proper return on investment thresholds
- Negotiate contracts with new and existing accounts
- Attend and present at industry conferences and trade shows

**60% Contract and Fulfillment Management; Program Administration**
- Ensure that all services are invoiced in a timely manner per contract and scope agreements
- Coordinate and present at client business reviews
- Be aware of all contract or statement of work scope changes and where appropriate negotiate additional compensation for the changes
- Plan, execute, and track existing contract renewal or extensions requirements in a timely fashion
- Communicate significant account news to all affected departments within Pearson VUE on a timely basis
- Track, document and communicate new client requirements to development and other functions that must be kept aware of emerging requirements to allow Pearson VUE to meet customer needs and to allow Pearson VUE to stay at the forefront of testing technology
- Function as the primary strategic leader of Certiport programs and primary advocate for the program to the business
- Lead core teams for assigned programs to develop opportunities for the business

**5 % Other duties as assigned**

Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by the Colorado, California, Washington State, New York State and New York City laws, the pay range for this position is as follows:
Minimum full-time salary rang

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