1. ORGANISATIONAL CONTEXT

Transcription

1 Position Title: Australasian Sales Manager Reports To: Head of Sales and Marketing Business Unit: Sales and Marketing Ref Number: (HR use) 465 Location: Rosebery Employment: Full-time Ongoing WWC Check: Not Required Sales Position Yes Approved By Head of Sales & Marketing Approval Date ORGANISATIONAL CONTEXT Established in 1999, UNSW Global is a wholly-owned, not-for-profit company of the University of New South Wales (UNSW Sydney). The company Purpose is to improve access to a high quality education and career by providing development pathways in Australia and overseas, building value for UNSW and its brand in Academic Excellence, Social Engagement and Global Impact. The company operates in areas ancillary to the core business of the University whilst supporting the strategic initiatives and activities of the University and leveraging the UNSW brand in markets beyond the University s operations. UNSW Global currently has two core areas of business activity: Educational measurement and assessment (e.g. ICAS, Scientia and KUDOS testing) Education pathways and training (e.g. Foundation Studies, Diplomas and a range of Academic English programs) These activities are currently managed through a matrix structure with the product delivery/development functions described above assisted by business support services including information technology, finance, human resources, legal & compliance and sales & marketing. These services operate as business partners to ensure business objectives are met in an efficient manner. The company also operates subsidiary organisations in Singapore and Hong Kong and is expanding its reach internationally with a range of development activities. 2. POSITION SUMMARY The Australasian Sales Manager is responsible for the sales strategy and plan for UNSW Global s Assessment business products and services across Australia, New Zealand, Singapore plus the reseller relationship in Indonesia. The position will also be accountable for developing a strategy for new, large scale business opportunities in both existing and new markets. Reporting to the Head of Sales & Marketing, this position works closely with UNSW Global Assessments Group Executive and Senior Managers to drive sales and revenue streams. They will lead and manage a Sales team to meet agreed targets and who will be required to educate customers on the full suite of Assessment products and services, rather than focusing primarily on one product which is branded as a competition. Page 1 of 5

2 3. RESPONSIBILITY PROFILE A. Common Responsibilities: 1. Comply with and promote agreed WHS practices, privacy provisions, agreed codes, policies and procedures, and conduct work in a respectful, safe and efficient manner 2. Participate in and promote UNSW Global core workplace programs, including, but not limited to, those relating to performance and professional development 3. Work collaboratively within the business group and across the organisation to promote effective communication and information sharing 4. Provide appropriate people and / or technical leadership commensurate with seniority / position in a way that demonstrates measurable contribution towards achieving UNSW Global s objectives B. Key Responsibilities (no more than 12 key areas): 1. Accountable for the development and implementation of a sales strategy and work plan which is aligned to UNSW Global Assessments strategy (including the new & developing portfolio of assessment products) and business plan and UNSW Global s overall strategy and purpose. 2. Lead, manage and develop the Assessment Sales staff across Australia, New Zealand and Singapore (other countries to be determined) to enable them to achieve their targets and effectively market the full suite of Assessment products and services to the customer 3. Deliver on sales targets, meeting or exceeding them individually and for UNSW Global Assessments sales team. 4. Accountable for the research and development of a sales strategy to support new/large scale business opportunities at country/state/province Education department level 5. Develop, implement and monitor the annual sales plans based on the broader product strategies and ensure that these are achieved. This will include sales targets, operating budgets, timelines & activities. 6. Conduct detailed analysis of sales data and establish informative, regular and timely sales reports which provide key insights for strategic decision making and planning 7. Develop an annual field sales plan of school visits and appropriate activities; coordinate staff allocations, travel schedules and customer profile reports. 8. Develop and maintain effective relationships to ensure that customers are aware of and avail themselves of the full range of UNSW Global Assessment products and services offered, including personal account management of high value customers. Page 2 of 5

3 9. Drive the successful implementation and effective utilisation of UNSW Global s CRM by the Sales team, ensuring customer information is accurate and key data is stored effectively 10. Manage distributor and reseller relationships and ensure service level agreements are adhered to and the relationship is adding value to UNSW Global Assessment s sales reach and market awareness 11. Represent or ensure UNSW Global is represented at agreed conferences and promotional events. 12. Partner with Senior Management within UNSW Global Assessment, UNSW Global subject matter experts and internal stakeholders, attend regular SMT meetings and collaborate with other business units to ensure overall company success 4. ORGANISATIONAL STRUCTURE Head of Sales and Marketing Executive Assistant Manager, Student Recruitment Australasian Sales Manager Senior Marketing Manager Account Relationship Manager(s) Page 3 of 5

4 5. APPOINTMENT PROFILE A. Selection Criteria To be considered for this role candidates must be able to demonstrate they have: Qualifications and Experience Essential: Tertiary qualifications in a business-related discipline and at least 5 years experience in a sales management role. Proven history of successful sales management and achieving targets in B2B education, health or other professional services markets, including notable experience within the Asian markets. Experience in developing and implementing sales plans including (but not limited to) developing structured processes & metrics; and managing timelines & budgets. Demonstrated experience in developing a field sales & indoor sales teams including recruitment, training, coaching, territory management, and performance management. Demonstrated success in account management of high-value customers Strong reporting and analytical skills with high proficiency in Microsoft applications (Outlook, Word and Power Point) and effective use of CRMs. Highly effective communication and interpersonal skills; and experienced in presenting to small and large groups. An ability to build effective relationships with internal stakeholders, customers and industry stakeholders from diverse backgrounds. A deep understanding of the complexity of the Education industry and how schools work both locally and internationally A willingness to travel up to 20% of the time; hold a current NSW Driver s License Experience in launching new products/services into the market Desirable: Postgraduate qualifications in business or a tertiary qualification in education Understanding of Assessment products and tools Knowledge of the school education market in Australia, New Zealand & Singapore Relevant international sales experience Competencies (Those underlying characteristics of the individual which are aligned with UNSWG s Values and are critical behaviours for superior performance) Demonstrated safety awareness through unswerving commitment to defined safety systems and processes Respect and recognition that people have different values and opinions which individuals have a right to hold Strong customer focus Demonstrated commitment to work and is able to press on even in difficult times Page 4 of 5

5 Constructive communication, ability to clearly articulate issues Act with integrity in the workplace exuding trust, honesty, and decency Recognises where a team needs to be developed and establish a greater sense of trust between team members Displays adaptability and resilience to meet a standard of excellence and complete assigned tasks Strong leadership skills and the ability to inspire others Preparedness to make difficult decisions where required, and is able to communicate decision to the business B. Conditions of Employment Remuneration Basis: Location: Salary Rosebery and all conditions outlined in UNSWG s Policies and Procedures. POSITION DIMENSIONS Number of direct reports 5 Number of direct and indirect reports 5 Financial delegations As per Register of Delegations HR Delegations As per Register of Delegations 6. CERTIFICATION The details outlined in this Position Description are an accurate representation of the responsibilities, accountabilities and appointment factors of the position. [Insert Approver s Position Title] [Insert Date] Head of Sales & Marketing 2018 Page 5 of 5