Greg Murdock Email & Phone Number

Denver, Co, Us

London, Gb

Responsible for leading team of outside sales representatives in time of intense market pressure and company change, inspiring each representative to reach their full professional and sales potential and exceed goals.• Set strategic vision for the district; develop and implement district sales plans• Drive revenue growth in current and future business models; ensure the creation and execution of effective sales plans that deliver customer value, learner progression and business growth.• Work in consultation with enterprise level business development team to use qualitative and quantitative decision criteria to evaluate the viability of each enterprise level opportunity. • Strategically deploy Specialist and Product team support to specific accounts• Recruit and hire sales representatives• Set territory goals and monitor KPIs; effectively redirect rep behavior through feedback, performance management discussions, success plans and, where necessary, performance plans.• Train on planning, territory management & selling skills and provide developmental coaching for all direct reports; utilize Sales Coach effectively• Reinforce OneCRM usage and accuracy, acquisition of platform/product/capabilities knowledge, proper use of sales tools, and proper use of Customer Success Reps.• Effectively represent Pearson suite of enterprise level product and service options and work with customers to co-create solutions that will help them achieve their goals and drive revenue growth for Pearson.• Build relationships at program level, aimed at account growth through programmatic solutions.

London, Gb

● Develop and grow a pipeline of potential institutional customers based on revenueand readiness criteria in partnership with District Managers, VP of Sales along withthe services and business operations teams.● Strategize and collaborate with Courseware District Managers and VP of Sales todevelop account plans and define and orchestrate courseware sales strategy tomaximize Inclusive Access, gain share, and maximize.● Consult with institutional stakeholders to provide expert advice on processes,potential third party partners and commitments necessary for institutions tosuccessfully launch and grow Inclusive Access.● Engage Professional Services team for delivery and implementation scoping of Inclusive Accessdeals as well as new services offers that will expand Pearson footprint and driveaccount growth.● Negotiate and finalize new agreements and renewals to optimize revenue.

London, Gb

• Contract renegotiation at Strategic Accounts• Upselling services to C-suite at Strategic Accounts• Pre-sale business requirements discovery and scoping with enterprise customers at strategic accounts• Engage Professional Services Team for implementation and Services scoping• Engage key Pearson resources or stakeholders across the sales process• Research, understand and communicate internally key aspects of customer critical success factors and political maps

London, Gb

• Employ effective consultative techniques including pre-call planning and productive questioning strategies that lead to winning business.• Demonstrate superb organizational and follow-up abilities; maintain product knowledge around Pearson technologies, the educational industry, and factors influencing the market environment.• Deliver technology presentations to faculty.• Demonstrate collaboration through sharing of successful strategies and working with cross functional teams.• Implement company initiatives into sales territory.• Build strong relationships with faculty members and college bookstore personnel.

Fort Lauderdale, Fl, Us

• Develop and maintain long-term partnerships with alumni association, graduate school, and professional school contacts to increase Kaplan's brand recognition and to drive top line growth• Research, establish, and maintain long-term partnerships with community organizations, societies, and groups aimed at the young professional segment of the market in order to generate interests• Negotiate with key administrators, student organizations, and advisors to maximize Kaplan's competitive position by securing volume deals and exclusivity agreements• Plan, manage, and execute events to increase relationships• Strategically identify and prospect for new growth opportunities and evaluate the sales potential of existing partners within the designated market of responsibility• Understand campus and industry trends and develop advanced business strategies to respond to market changes and counter competitive activity, ultimately resulting in increased market share• Serve as a test prep and admissions expert in assigned products and programs through continual product knowledge training and development• Maintain current records and timely communicate all sales and prospecting activities including sales calls, presentations, group deals, and follow-up activities within the assigned market using a customer relationship management system

Fort Lauderdale, Fl, Us

Business Development Strategy: Negotiate Volume Agreements, Convert Leads, Build Relationships & Promote Brand Awareness• Plan, manage and execute promotional events to increase enrollments and sales conversion• Negotiate with key administrators, student organizations, and advisors to maximize Kaplan's competitive position by securing volume deals and exclusivity agreements• Recruit, train, and manage part-time marketing staff (i.e. Campus Representatives, Marketing Specialists, etc.) to achieve increased sales, lead, and business results• Develop effective and creative ways to promote sales through grassroots marketing activities on campus (i.e. tabling, fliering, hand billing, etc.) that lead to measurable business results• Serve as a test prep and admissions expert in assigned products through continual product knowledge training and development• Understand campus and industry trends and develop business strategies and tactics to respond to market changes and counter competitive activity, ultimately resulting in increased market share• Complete all necessary administrative duties accurately and timely as required (i.e. reports, contracts, etc.)• Improve sales skills and professionally develop through regular specialized sales trainings• Maintain current records and timely communicate all sales and prospecting activities including sales calls, presentations, group deals, and follow-up activities within their assigned market using a customer relationship management system

Bachelor Of Arts (B.A.), Public Relations, Advertising, And Applied Communication

Bachelor Of Arts - Ba, Business And Organizational Communication