Team Manager, Sales Higher Education

Role overview

This position leads sales execution for the Higher Education tertiary market across Indonesia and Singapore. The role is focused on expanding revenue and market share by aligning territory activity with divisional priorities, while also contributing to product, market, and go-to-market planning.

The manager partners closely with the Higher Education Director to foster a strong team culture and guide a field sales team. The role goes beyond the responsibilities of the current internal applicant and requires strong commercial judgment, resilience, creativity, and the ability to solve problems while supporting team decisions.

People leadership

• Hire sales talent, arrange onboarding, and set up training for new team members.
• Coach, mentor, and develop direct reports through regular co-calling and performance support.
• Manage ongoing talent development, including individual growth plans and performance reviews against KPIs.
• Run team meetings and one-to-ones to review progress, clear obstacles, and strengthen accountability.
• Monitor execution across call activity, market coverage, sampling, travel planning, CRM upkeep, new business, and renewal work.
• Help build a collaborative, high-performance team environment.

Sales delivery

• Create and carry out territory plans designed to maximize sales and market growth.
• Use advanced selling techniques, product expertise, and technology knowledge to support commercial outcomes.
• Strengthen sales process discipline, presentation quality, communication, and best-practice sharing.
• Champion OneCRM usage and ensure sales activity is accurately captured.
• Track adoptable titles and use internal resources to support revenue targets.
• Stay informed on market movement, policy developments, and local requirements.
• Control sales spending and support forecast accuracy for smooth delivery and invoicing.
• Contribute to the Asia Digital Strategy implementation.

Leadership and cross-functional work

• Work with supply chain, customer service, support, marketing, product, customer success, finance, and HR teams to ensure strong execution.
• Support budgeting and forecasting activities.
• Help shape sales strategy, new initiatives, and product models.
• Maintain strong relationships with distributors, academics, decision-makers, and strategic account stakeholders.
• Share market feedback, trends, and insights with senior leaders.

Key performance expectations

• Retain strong performers and high-potential team members.
• Keep development plans and coaching activity well documented in HR systems.
• Use data to evaluate direct report performance and make decisions.
• Meet revenue, market share, and territory coverage targets.
• Ensure team activity aligns with OneCRM expectations and sales benchmarks.
• Submit territory account plans in line with the business planning cycle.
• Maintain sales expenses within budget and support accurate demand planning.

Core competencies and challenges

The role calls for adaptability, team building, strategic relationship management, coaching, communication, follow-up, persuasion, and long-term decision making. Major challenges include high accountability, influencing others, coaching for development, sustaining relationships, and keeping the customer at the center of every action.

Qualifications and experience

• Prior regional sales experience in the education sector across Southeast Asia.
• At least 10 years of sales experience, including 4 to 5 years leading a cross-cultural team.
• Comfort using digital tools, Microsoft Office, and Salesforce or a comparable CRM platform.
• Ability to travel regionally for 25% to 50% of the time.
• Strong organization, work ethic, presentation ability, and solution-selling capability.
• A tertiary qualification is preferred.

Equal opportunity and accommodations

The employer states that hiring decisions are based on qualifications, merit, and business need. Candidates are considered without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status, or any other legally protected group. Applicants needing workplace or application accommodations because of a disability may request support by emailing TalentExperienceGlobalTeam@grp.pearson.com.

Additional role information

Job family: Go To Market. Organization: Higher Education. Req ID: 23165.