POSITION DESCRIPTION

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1 POSITION DESCRIPTION POSITION TITLE: China Business Development Manager CLASSIFICATION LEVEL: Negotiable SCHOOL/OFFICE: Office of Future Students (Bond International) DATE POSITION CLASSIFIED: Aug 2018 PURPOSE OF THE POSITION: The Office of Future Students is a pivotal Office within the University because of its unique position in driving revenue, in securing quality candidates and promoting Bond s premium product offering and student experience. As part of the Office of Future Students, Bond International is responsible for the of high quality, genuine international students to the University s pathway and degree programs. The China Business Development Manager is responsible for developing and growing new business partnerships and channels in the region, including institutional partnerships, government and non-governmental agencies, agent and industry relationships. The successful candidate will lead the international strategy for China and work at a strategic level to build Bond s brand name in the region, leading to an increase in awareness, collaboration and growth in the quality and number of Chinese students studying at Bond, with a particular focus on diversifying channels and developing partnerships that lead to regular cohorts of students coming to Bond. This position will assist the international team with a range of duties to support and grow the effectiveness of Bond s activity in the China market, including the following: Assume the role of strategic market specialist for Bond in China Effectively promote Bond University offerings to students and business partners in China, maximising opportunity through effective channels Maintain an expert and up to date knowledge of the market, monitoring trends and competitor activity and reporting on market intelligence Develop strategies for diversification of Chinese student enrolments across the university and cohort from China, including activity plans with short, medium and long-term goals Identify partnership opportunities with educational institutions, agents, government and non-government entities, industry and support organisations, and lead new relationship development Use data and market research to identify and develop business cases for new business opportunities and new Bond product and services Act as the key external face of Bond in the China market, attending government and business networking events, agent workshops, and provide feedback and information on market insights and trends Achieve agreed market development targets and KPIs Implement processes around China student conversion at each stage of the pipeline (leads, applications, offers, acceptances, enrolments), and through various channels. Support Faculty engagement and building of strategic partnerships in China to deliver cohort

2 The China Business Development Manager reports directly to the Associate Director, International. This contractor position will be required to travel regularly, including internationally at times, and work outside normal business hours. REPORTING RELATIONSHIP: This position reports to: Associate Director, International China Business Development Manager Selection Criteria: 1. Postgraduate degree with a minimum five years experience in the higher education industry; or an equivalent combination of relevant skills, knowledge and experience. 2. Demonstrated management experience, including the ability to lead, motivate and train team members to establish priorities and manage competing deadlines. 3. Demonstrated high-level organisational, time and resource management skills, including the ability to manage complex projects, provide due diligence research on opportunities and prepare strategic briefing and planning documents. 4. Knowledge of China market, including significant experience developing university partnerships leading to student enrolments through effective negotiation and knowledge of relevant policies (within China e.g. MOE, Sino-foreign cooperation policy, CSCSE accreditation, degree/recognition and quota/non-quota degree recognition, as well as internal University policies), including but not limited to articulations, joint degrees and pathway partnerships. 5. Strong leadership skills at a mid-senior sales level with a proven track record of building highly successful business relationships to achieve and exceed targets. 6. Demonstrated knowledge and understanding of the Australian international education sector and international compliance requirements (ESOS Act / National Code). 7. Demonstrated interpersonal and customer service skills, including ability to work effectively across teams with a broad range of stakeholders and to build rapport and relationships at a local and international level. 8. Highly developed written and oral communication skills (Mandarin and English), including presentation skills of a high order 9. Demonstrated analytical and research skills to inform decisions and ensure ROI on business development activities.

3 Desirable Criteria: 1. Familiarity with use of CRM systems and able to effectively manage a pipeline of new business opportunities. COMPETENCY: RESPONSIBILITY: PERFORMANCE INDICATORS: Sales and Marketing Assume the role of strategic China Performance against market specialist for Bond in China targets Assist the China team to Diversification of Chinese be a high performing team student enrolments Effectively promote Bond University offerings to institutions, government, Establishment of new agents and business partners in channels / partnerships China, maximising opportunity through leading to successful cohort effective channels Diversify Bond student enrolments in programs across the university Maintain in-depth product knowledge of Bond s degree portfolio Identify and negotiate new institutional partnerships (articulations, dual degrees, etc) where demand and quality align with Bond product and ethos Collaborate with marketing to ensure effective communication at each stage of the student journey, with a focus on increasing conversion Regularly travel within China to engage with prospective and current institutional and business partners Support Faculty interests in developing partnerships, including providing possible partnership opportunities, introductions and assisting with engagement in market Complete due diligence and provide recommendations on partnerships Monitor effectiveness of sales and marketing activities and where necessary, act to ensure targets are met Market Research Research, collate and maintain an expert and up to date knowledge of the market, trends and competitor activity and provide regular and relevant market intelligence reports to managers Use data and market research to identify and develop business cases for new business opportunities and new Bond product and services Undertake market research of target cities/regions in China to identify potential partnerships and best Performance against targets Identification of new business opportunities and new products and services

4 opportunities aligned to Bond capabilities Develop Market Action Plans to set business development strategies, goals and tactics for each target market Internal and External Relations Represent Bond in the China market, attending government and business networking events, institutional partner visits, and agent workshops Attend meetings to establish and build new relationships and build sales in new regions Ensure a professional image of the University is promoted at all times Liaise and maintain strong relationships with key internal stakeholders including Faculties, Bond University College, Marketing, and Office of Future Students team members, as well as externally across Bond s agent network, Study Gold Coast and other key partnerships Actively manage relationships with all institutional partners, government, industry and alumni connections Understand the existing value of partners, and review and identify potential additional opportunities available (unmet demand) Business Development Work closely with Faculty to identify partnership opportunities with educational institutions, agents, government and non-government entities, industry and support organisations, and lead on the development of new relationships. Explore opportunities to expand current Bond institutional agreements to other disciplines / pathways / models of collaboration with Bond Attend government, educational partner and industry functions, to network and meet new contacts and look for new business opportunities that fit with Bond s strategic objectives Present business trends with a view to developing new services, products, and distribution channels. Using knowledge of the market and competitors, identify and develop Bond s unique selling propositions and differentiators. Strategic Planning Develop strategies for cohort from China, including activity plans with short, medium and long-term goals Implement processes around China student conversion at each stage of the pipeline (leads, applications, Positive feedback from internal and external stakeholders Development of aligned partnerships to grow cohort Performance against targets Identification of new business opportunities and new products and services Sharing of market intel and opportunities with Bond internal stakeholders. Country plans with strategic engagement mapped Establishment of new channels via high performing partnerships, leading to cohort

5 offers, acceptances, enrolments), and through various channels Support Faculty engagement and building of strategic partnerships in China to deliver cohort Achieve agreed market development targets and KPIs Attainment of targets Improved conversion rates General Undertake special projects and reports as required and directed by the Associate Director, and Director, International Travel domestically and internationally as required Manage expenditure in line with agreed budget and strategic objectives Understanding of Quality Assurance Demonstrate an understanding of the principles of quality assurance and continuous improvement as they apply at Bond University Be aware of and contribute to the ongoing review, development and implementation of change to improve productivity and efficiency within a supportive, transparent and inclusive environment Demonstrate an ongoing commitment to the Bond University Strategic Plan, university policy and to our quality assurance processes Compliance with Bond policies and procedures and relevant legislation Improvements to processes are identified and implemented Understanding of Cultural Sensitivity Demonstrate mutual respect, cultural awareness and cultural sensitivity when dealing with staff and students from a variety of backgrounds Collaborate with colleagues from local to global offices and across functional teams Staff are encouraged to attend a cultural sensitivity workshop to further enhance and develop cultural awareness and cultural sensitivity skills. Sensitivity to other cultures and beliefs shown when dealing with visitors, students, staff and the general public It is not the intent of this position description to limit the scope of this position in any way but to give an overview of this role at Bond University. You may at times be required to work at other tasks and areas as directed by the Management.