JOB DESCRIPTION AND PERSON SPECIFICATION. The WKCIC Group Training Division. Full Time Permanent. 4 - Business Support Scale

Transcription

1 JOB DESCRIPTION AND PERSON SPECIFICATION A. POSITION DETAILS TITLE OF POST: International Development and Partnerships Manager The WKCIC Group Training Division Full Time Permanent RESPONSIBLE TO: GRADE: Head of International Development and Operations 4 - Business Support Scale SALARY: 39,908 (Inclusive of London Weighting) CLOSING DATE: B. THE WKCIC GROUP Westminster Kingsway and City and Islington College merged on the 1 st August, 2016 to form The WKCIC Group. Both City and Islington and Westminster Kingsway have been the two most successful colleges in central London over recent years. City and Islington has nationally renowned specialisms in Science, Technology, Engineering and Maths; and Westminster Kingsway in Hospitality and Catering, as well as having the largest apprenticeship programme of any college in London. These colleges also boast world-class facilities and learning spaces; a wide range of high quality courses; and fantastic staff. The existing names and brands of the two colleges will be retained to build on their respective strong reputations. A third division, The WKCIC Training division is also created to focus on the growth areas of apprenticeships, international expansion and European projects. This position is based within The WKCIC Training division s International team. C. PURPOSE OF THE JOB To work closely with government, public-sector and commercial clients and partner organisations in international markets (outside of EU) ensuring long term successful relationships are built to drive The WKCIC Group s business forward. The postholder will deliver revenue targets in multiple markets using a consultative solution based approach to build trust and loyalty with key decision makers.

2 D. MAIN DUTIES AND RESPONSIBILITIES Business Development 1. Identifying relevant tenders and bidding opportunities for education projects to create a robust pipeline of project funding 2. Lead and coordinate the preparation and submission of high quality proposals in consultation with International team members and other internal functional experts such as marketing, finance, MIS 3. Take full accountability and responsibility for revenue targets and delivering on these 4. Identify and grow new revenue opportunities within existing accounts/ clients 5. Use the sales cycle metrics to accurately forecast and qualify pipeline activity 6. Communicate the progress of monthly/ quarterly initiatives very clearly to internal staff and external stakeholders Project Management 7. Manage bespoke contracts ensuring key milestones are delivered on time and within budget 8. Manage all contractual obligations with clients and partners including agreeing revenue sharing between partners, signing service level agreements, initiating project kick-off meetings, ensuring a smooth hand-over to the international delivery manager 9. Maintain regular liaison with client partners to communicate all project KPIs and deliverables to ensure sufficient buy-in from client partners 10. Oversee the delivery of international projects in collaboration with the Project delivery manager ensuring any discrepancies to project deliverables are communicated to clients and partners 11. Lead on a solution focused approach to project delivery and management with all internal and external stakeholder groups 12. Ensure all projects achieve the projected surplus forecasted 13. Mange the budgeting and financial reporting of funded projects/contracts 14. Reporting on deliverables and outcomes against identified contract objectives to funding body (including identifying opportunities for sustainability and continued collaboration)

3 Partnerships 15. Identify and pitch project proposals to new and existing partners in line with the business development strategy 16. Explore and develop mutually beneficial partnership opportunities for international projects with UK and/ or international partners in collaboration with senior colleagues and The WKCIC Training directorate 17. Act as the primary interface for operational partner management to ensure strong and robust relationship building with key partners 18. Act as the operational lead to ensure close working with external agencies such as the AoC, 157 Group and British Council 19. Build and maintain relationships with international stakeholders and clients to develop sustainable partnerships including governments, commercial partners Marketing 20. Work closely with The WKCIC Marketing team to develop marketing and promotional materials and tools to support the international business development activities 21. Develop a marketing plan to promote The WKCIC Group s products and services in international markets in collaboration with the marketing team 22. Represent The WKCIC Group at external events in the UK and overseas as and when required 23. Identify opportunities for new product/ service development based on market intelligence gathered during overseas visits/ client meetings/ conferences and seminars/ desk based research 24. Oversee the online presence of The WKCIC International team ensuring content is up to date and refreshed on a regular basis by the marketing team General 25. Work in collaboration with peers and senior directors within the international team and across the directorate to share knowledge and learning from overseas market experiences

4 26. Direct and oversee the work of administrative staff and other functional staff as and when required 27. Develop a good knowledge of the external education environment and country challenges to be able to inform The WKCIC s International offering from time to time. E. EXPECTATIONS OF THE POST HOLDER 1. Ensure The WKCIC Group policy for equality of opportunity is adhered to and promoted in all aspects of the post holder s work 2. Ensure effective quality control and continuous improvement in all aspects of the work and responsibilities attached to this post, keeping with The WKCIC Group s quality assurance procedures and systems 3. Undertake responsibilities for safeguarding and protecting the welfare of children and vulnerable adults 4. To comply with and promote The WKCIC Group s Health and Safety policies and procedures and to undertake recommended Health and Safety training as and when necessary 5. Abide by The WKCIC Group s Data Protection Policy 6. Demonstrate model behaviours that, at all times, are consistent with an open, inclusive and participative style 7. Be committed to professional self-development, through participation in in-service training as necessary for the successful carrying out of the job 8. Undertake such other duties as are commensurate with the grade of the post, as may be reasonably required at the initial place of work or at other locations in The WKCIC Group N.B. This job description is designed to outline a range of main duties that may be encountered. It is not designed to be an exhaustive listing of tasks and can be varied in consultation with the post holder in order to reflect changes in the job or the organisation. F. PERSON SPECIFICATION When completing your application form and writing your supporting statement please make sure that you cover all the points in the Person Specification using each criterion as a separate heading. Please refer to the copy of our Business Support Framework included within the Application Pack. These standards are reflected in aspects of the Person Specification and are assessed in the recruitment process. criteria are those without which an appointee would be unable to adequately perform the job; criteria are those that may enable the candidate to perform better or require a shorter familiarisation period. Please only apply for roles if you meet the essential criteria.

5 Qualifications and Experience / Details Degree level education or equivalent Level 2 in Maths and English or equivalent A minimum of five years experience in selling international education products and services Experience of managing a portfolio of clients and achieving excellent client satisfaction Recent Project Management experience, working within an international environment, delivering against identified objectives and milestones Experience of client management and customer relationship management Experience of managing financial budgets and reconciliation for individual projects Experience representing an institution in an overseas environment. At least two years experience in bid writing and identifying tender opportunities within the overseas education markets Knowledge and Understanding / Details An understanding of International commercial markets within the education sector and exposure to creating new income streams and generating revenue growth An understanding of the sales cycle and opportunity qualification process Knowledge and understanding of Project Management principles including stakeholder management, risk assessment, resource management, KPI and management of deliverables An understanding of effective stakeholder relationship management to progress business objectives

6 Knowledge and understanding of overseas marketing and promotions, particularly in the context of training An understanding of the implications of the International agenda for the education sector, especially further education An understanding of how quality and performance is evaluated for Colleges An understanding of how to maximize surplus within a specified budget whilst ensuring delivery of high quality programmes Knowledge of the UK education system including VET and HE systems Skills and Abilities / Details Excellent communication skills, both verbal and written An articulate individual who can relate to people at all levels of an organization Personable, with high level of confidence and interpersonal skills. Able to act diplomatically and with discretion Highly confident with using Microsoft software packages, especially Outlook, Word, Excel and PowerPoint, with ability to prepare PowerPoint presentations and Excel spreadsheets Ability to take full responsibility and accountability of revenue targets and deliver to these within set timelines Ability to develop new and innovative training solutions to meet the needs of International customers and partners Internal and external customer management, negotiation and influencing skills Experience of managing multiple parallel projects or programmes with competing deadlines Proven ability to develop effective external and internal partnership relationships within an organisation High levels of motivation, initiative and time management skills Ability to continually build effective working relationships and maintain regular communication with internal and external customers and suppliers Ability to prepare and produce business documentation intended for dissemination to external parties such as clients and funding bodies,

7 marketing agencies (e.g bids, applications, reports and proposals) Ability to set own objectives and work effectively under pressure including multi-tasking and prioritizing effectively Ability to work effectively and independently in environments beyond your regular place of work, where support from colleagues may not be immediately accessible. This post is subject to an enhanced Disclosure and Barring Service (DBS) disclosure