Team Leader Business Development Consultant Navitas Professional, Internships & Employment Melbourne, Full time

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1 Team Leader Business Development Consultant Navitas Professional, Internships & Employment Melbourne, Full time Navitas is a diversified global education provider that offers an extensive range of educational services for students and professionals including university programs, English language training and settlement services, creative media education, and workforce education and student recruitment. The Organisation Navitas was founded in 1994 with the goal of helping international students succeed at university in Australia, enabling them to effectively join the workforce as highly employable candidates. Over time, Navitas has significantly expanded the global services it offers its students and clients and is now creating opportunities through lifelong learning for over 83,000 students in 31 countries per year. The Internships & Employment (I&E) operations at Navitas is responsible for the effective recruitment of international students into our range of programs, and delivers a wide range of internship placements and workplace preparatory courses across Australia to meet the requirements of national professional associations and the general workforce. The Role Based in Melbourne and reporting to the Victorian Operations Manager, the Team Leader, Business Development is responsible for managing a team of energetic, people-focused consultants who build and nurture strategic partnerships with universities, student groups and professional associations to support the strategic growth of the Careers and Internships division. The role will see you lead the day-to-day operations of the Business Development team to ensure enrolment targets are achieved, ensuring the organisation continues to meet student recruitment targets in an increasingly competitive environment. Key Selection Criteria Prior business development experience within the education/student recruitment industry Demonstrated capacity to meet and exceed sales targets Excellent oral and written communication skills Excellent time management and organisational skills Ability to develop a collaborative ongoing relationship with clients Demonstrated capacity to lead and motivate a high performing team Undergraduate degree What we offer An attractive remuneration package will be negotiated with the successful candidate. The Navitas Group offers outstanding long-term career opportunities within Australia and abroad, and is values driven and an equal opportunity employer. Enquiries and applications, including a cover letter addressing the essential and desirable criteria and resume, should be sent to Michael Linke at Michael.linke@navitas.com with applications closing on Friday 6 April, Successful applicants require working rights in Australia, and will be subject to relevant pre-employment checks, which may include a National Police Check and/or a Working with Children Check. Navitas strives to be a workplace that promotes diversity, flexibility and equal employment. As such, we invite experienced candidates of all ages, people with a disability and Indigenous Australians to apply. Page 1

2 Position Description Title: Team Leader Business Development Division: Reports to: Careers and Industry VIC Operations Manager, Internships & Employment (I&E) 1. Overview and Objectives of the Position: The Internships & Employment (I&E) operations deliver internship and workplace preparatory courses across five Australian states to meet the requirements of national professional associations and the workforce generally. The unit provides career ready preparation for students seeking to enter the workforce at early stages of their professional career. C&I offer a portfolio of programs which develop foundation skills and career learning skills to enable students to progress their employment goals in their chosen career. C&I operates as a collegiate, matrixed operational model leveraging the skills and expertise of the C&I and partner Navitas business units to deliver targeted and nuanced work ready and work development solutions for individuals, education partners, host companies and professional associations across Australia. The C&I team works closely with other Navitas units, to combine areas of expertise to enable a broad range of students and clients to participate and succeed in the workplace of today and the future. The Team Leader - Business Development Consultants (BDC), works with a team of Business Development Consultants to develop and maintain strategic partnerships with: universities; student groups; professional associations; and other key centres of influence to support the growth of I&E programs and to ensure a positive perception of the Navitas brand. In addition to performing the duties of the Business Development Consultant, the Team Leader is required to oversee the day to day operations for the Business Development Consultant team to ensure KPI s are achieved with maximum efficiency. The Team Leader position reports to the Victoria Operations Manager and has a dotted line reporting relationship with the National Business Manager in relation to in relation to agent management and sales and marketing strategies. 2. Key Relationships: i. Victoria Operations Manager, I&E ii. National Business and Industry Engagement Manager iii. Team Leader Business Development Consultant (NSW) iv. Business Development Consultants (Vic) v. Team Leader, Internship Placement Coordinators (Vic) and Team Leader Program Services Officers (Vic) vi. Universities; student groups; professional associations; Agents vii. Navitas program participants viii. Other I&E managers and staff within Navitas 3. Key Result Areas: Page 2

3 i. Achieve appropriate enrolment targets ii. iii. iv. Increase enrolment rates for Victoria to achieve the 2020 target of 20,000 Navitas program enrolments, per annum, nation-wide. All activity is in line with the Sales Plan, compliant and focuses on quality outcomes Dependency on Agencies is balanced by an increase in direct recruitment per annum Identify and develop new business opportunities Competitor activities monitored monthly and competitor analysis undertaken each 3 months BDC s to attend networking events to meet State's KPIs (current state target is 20 networking events per annum excluding graduations) Identify at least 2 new Business Development Initiatives per annum. Reinforce and strengthen quality brand perceptions through all promotions Open/contacted ratio is no more than 2:1 in Salesforce All open leads to be contacted within two weeks of lead being generated All applications are followed up on within 48 hours of receiving All communications elicit a positive customer experience Collect a minimum of one (per BDC) testimonial per quarter Contribute one (per BDC) social media item per month Maintain and develop relationships All contracted agents are visited and trained All contracted agents performance vs targets updated quarterly Submit weekly sales reports Two national BDC collaborations per annum (this needs to have an outcome) v. Ensure optimal use of systems, processes and procedures vi. Less than a 10% data-entry error rate in internal and external audits Events planner updated monthly Contribute to the effectiveness and capabilities of the I&E Ensure NaviGROW profile is accurate and updated quarterly Attend and actively contribute to each of the Monthly BDC meetings providing one discussion point each 6 months Provide weekly updates to the State Operations Manager Responsibilities and Duties: i: Achieve appropriate enrolment targets Planning and implementing personal sales activities and customer contacts to the specific target audience, including the maintenance and development of existing and new customers through appropriate and ethical sales methods, and relevant internal liaison, in order to optimise business growth and customer satisfaction. Recruit students for C & I programs in accordance with the agreed sales targets. Effectively counsel all prospective clients and convert enquiries into enrolments through the proactive management of clients. ii: Identify and develop new business opportunities Manage agents from within the Navitas group by providing current product information; establishing and managing sales targets and ensuring agent compliance with Navitas guidelines and government regulations. Carry out/support local marketing activities to agreed timescales, and integrate personal sales efforts with other organisations marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing. Ensure the team plan for and attend the relevant number of networking events to meet State's KPIs regards networking iii: Reinforce and strengthen quality brand perceptions through all promotions Page 3

4 Monitor the progress of all BDCs in their recruitment activity and escalate any concerns to the State Operations manager Respond to and follow up sales enquiries using appropriate methods. Assist with the development of key marketing materials for the Programs, including website development and other electronic media; brochures, banners and other hard copy media. iv: Maintain and develop relationships Prepare annual reviews of events and agents and assist the State Operations Manager in planning for the following years activities to ensure the best ROI Assist with the monitoring and reporting on market and competitor activities and providing relevant reports and information. v: Ensure optimal use of systems, processes and procedures Provide weekly updates to State Manager regarding market environment and identifying two new potential areas to explore for further NCI business growth Provide updates to the State Operations Manager and National Business Manager regarding team activity and the market environment Provide regular and effective reports on sales activities in accordance with Navitas standards. Ensure Victoria sales activity expenditure is aligned to the Victoria sales plan, compliant and focuses on quality outcomes. Assist with contributing, monitoring and reporting on our Social Media platforms. Ensure the BDC team are provided with the necessary information and adequate training in all business processes and systems needed to perform their duties Ensure the BDC team is maintaining all relevant data across the business systems vi: Contribute to the effectiveness and capabilities of the I&E Team Manage the day to day operations and distribution of tasks for the Business Development team Coordinate and supervise the day-to-day tasks for the Business Development Consultant team, including, but not limited to: assisting with recruitment of appropriate staff, managing the teams leave requirements, providing adequate training for new and ongoing staff. Organise and manage regular meetings with the BDC team and other key internal teams Attend and contribute to senior staff meetings as directed by the State Operations Manager and the National Business Manager Use customer and prospect contact activities tools and systems, and update relevant information held in these systems. Ensure professional development plans for the BDC team are being actioned and reviewed on a six monthly basis Contribute to the strategic planning for the C&I VIC team. All other duties related to the Navitas I&E unit as directed by Management and the Victoria Operations Manager. 4. Qualifications and Selection Criteria Essential: Undergraduate degree and/or demonstrated practical work experience within education/ student recruitment industry or related area Sound experience in a business development role Demonstrated capacity to meet sales targets Experience in the development of marketing collateral Excellent oral and written communication skills Excellent time management and organisational skills Ability to develop rapport with people Consultative sales approach Self-motivated Page 4

5 Excellent communication skills Sound information technology skills Demonstrated capacity to provide leadership and manage a team Desirable: Knowledge of internships and work-readiness programs Knowledge of visa regulations Experience in the development of relationships with corporate clients Knowledge of CRM software Proficiency in a second language and experience in an international context. Page 5