Head of Market Development (China)

Transcription

1 Head of Market Development (China) Candidate Information Pack Candidate Pack Chief Operating Officer February 2017 Page 1 of 11

2 CONTENTS Contents Page 2 Advert and How to Apply Page 3 About NCUK Page 4 Job Description Page 6 Person Specification Page 8 Directorate Staff Structure Page 10 NCUK Values Page 11 Candidate Pack Head of Market Development (China) February 2017 Page 2 of 11

3 ADVERT AND HOW TO APPLY Job Advert Role: Head of Market Development (China) Starting Salary: c. 45,000 plus pension contributions Location: Beijing, China (home working in China or SE Asia would be considered) Can you build commercial partnerships and drive sales in a major international education market? We re unique in higher education. We are a consortium of leading UK universities dedicated to giving international students guaranteed access to universities worldwide and helping them succeed when they get there. Our qualifications are recognised by our own universities and by universities internationally, and, far more than other qualifications, they prepare students to hit the ground running. We ve helped tens of thousands of international students gain guaranteed access to leading universities, choosing from thousands of different courses, and earning good undergraduate and postgraduate degrees in a huge range of subjects. Now we need your help. NCUK is seeking an experienced market development professional to lead our account management and business development throughout China. China is NCUK s largest market and an increasingly competitive one. As our Head of Market Development, you will lead a small team to manage our existing accounts and build new partnerships throughout the country. You be responsible for a market that provides more than half of our revenue, and will have a key strategic role within our market development function. Our ideal candidate is likely to have several years experience in market development, already be familiar with China s international and transnational higher education markets and be an experienced people manager. You will be driven and commercially focussed, with excellent interpersonal skills and the analytical skills to identify and capitalise on new business opportunities We offer a friendly and energetic working environment, excellent benefits and a commitment to training and developing our staff. This role will be based in our representative office in Beijing (although homeworking elsewhere in China or in South East Asia may be possible) and will involve significant travel within China and some international travel. How to apply Please complete the application form (available from and return it to vacancies@ncuk.ac.uk no later than 16 March Applications will only be considered on an official application form if you require the form in another format please contact us. Key dates Application deadline: 23:59 GMT, Thursday, 16 March 2017 Interviews and assessment: Thursday, 30 March 2017 Expected start date: As soon as possible, dependent on notice Candidate Pack Head of Market Development (China) February 2017 Page 3 of 11

4 ABOUT NCUK What we do NCUK develops and maintains academic qualifications that prepare students for entry to university. The company also provides a university admission or placement service which supports NCUK students in progressing to university following their course. NCUK franchises delivery of its academic qualifications to Delivery Partners, and we currently have 39 Study Centres across 14 countries. NCUK s Delivery Partners range in scale from those with fewer than 10 students, to our largest partnership, the Sino British College (SBC) in Shanghai, which has over 1500 students registered on NCUK qualifications. NCUK currently has Delivery Partners in the following countries: China Colombia Hong Kong India Ireland Japan Kenya Malta Nigeria Pakistan Qatar South Korea Thailand United Kingdom Academic Qualifications NCUK currently offers three qualifications: The NCUK International Foundation Year (IFY) is a modular programme that prepares students for first-year entry to a wide range of bachelor degree courses. Students take combinations of modules appropriate for their intended degree course. The NCUK Pre Masters Programme (PMP) provides specialised English for Academic Purposes (EAP) training and an introduction to the research skills needed for success at Masters level. The NCUK International Year One (IYOne) in Business and Engineering are first-year undergraduate degree level equivalent programmes that will articulate into the second-year of selected undergraduate degree courses. IYOne can be combined with the IFY to form a 2+2 study programme. History of the Northern Consortium and current group structure The Northern Consortium was created in 1987 by a set of northern UK universities to collaborate in the delivery of educational programmes on a transnational basis, and to support the progression or placement of students from those programmes into UK universities. The Consortium operated initially as a department of UMIST, and was active predominantly in Malaysia. The founding universities established a Charity in 1993 with the charitable purpose of the advancement of education. In 1999 the Northern Consortium became active in China and, in 2003, established a wholly owned operating subsidiary, NCUK, to support its commercial operations. That structure: a Charity founded by UK universities, with a wholly-owned operating subsidiary, remains today. Within the Group: Candidate Pack Head of Market Development (China) February 2017 Page 4 of 11

5 ABOUT NCUK The Northern Consortium is responsible for fulfilling its charitable objects and public interest obligations. It does this both directly (through, for example, the provision of scholarships) and indirectly (through the operation of NCUK in delivering educational programmes); NCUK operates commercially both to fulfil the charitable objects and public interest obligations of the Northern Consortium, and to raise funds for the Northern Consortium. Since 1987, the Northern Consortium and NCUK have supported tens of thousands of students in their progression to university. NCUK Universities NCUK has developed strong relationships with 16 UK Universities, including the majority of the founder members of the Northern Consortium. These NCUK Universities are the primary progression destinations for students completing NCUK qualifications: Aston University University of Birmingham University of Bristol University of Bradford University of Huddersfield University of Kent Kingston University University of Leeds Leeds Beckett University Liverpool John Moores University University of Manchester Manchester Metropolitan University University of Salford Sheffield Hallam University University of Sheffield Queen Mary, University of London NCUK students have also progressed to Australia, the US, Canada and Ireland. NCUK Staff NCUK employs a staff team of approximately 40 permanent staff and buys in services from around 75 external contractors, particularly for academic development and examination activities. Most of the staff team is based in our UK Office in central Manchester, with a small team based in a representative office in Beijing, China. Candidate Pack Head of Market Development (China) February 2017 Page 5 of 11

6 JOB DESCRIPTION Job Title Functional/Regional Responsibility Location Head of Market Development China Beijing (Homeworking in China or South East Asia possible) Directorate Market Development Reports To Market Development Director Line Management Market Development Manager (China) Job Purpose Responsible for leadership and management of the Market Development (China) function in NCUK to meet or exceed company goals for profitable revenue growth. Specifically: To lead new business development for the allocated region(s) and develop plans to assist existing Delivery Partners to increase their enrolments, conversions to NCUK university placements and programme uptake. To be the key account manager for NCUK s bespoke, priority and/or key Delivery Partners in the region. To ensure business development and marketing activity are aligned to the best interests of NCUK and Delivery Partners. Key Responsibilities and Accountabilities 1 2 To manage, lead and develop market development and account management activity within an allocated region/work stream and to work collaboratively across all regions and/or strategic project work streams to ensure the sharing of best practice across the NCUK network. To identify and optimise prospects, leading to the development of new NCUK Delivery Partners in strategic locations and or high volume ventures. To ensure that such prospects deliver a variety of NCUK programmes in order to achieve NCUK objectives and recruitment and placement targets for both pathway provision and in-county degree delivery. 3 Responsible for the implementation of strategic sales plans that maximise profitability. 4 Accountable for achievement of given revenue goals Responsible for Key Account management - develop strategic plans, define and review clear objectives for each key account and to expand each defined key account revenue and profitability to agreed annual targets. The role holder will also be expected to deliver strategic sales presentations and develop innovative proposals. To work closely with NCUK functional teams to ensure that the recruitment and placement targets are met and ensure the smooth transition of prospects to Delivery Partners and to ensure all direct line responsibilities are working collaboratively. To consult with NCUK universities and support the Market Development Director as appropriate regarding potential partners, business locations and products and to take part in formal and ad hoc Candidate Pack Head of Market Development (China) February 2017 Page 6 of 11

7 PERSON SPECIFICATION groups/meetings that draw on the expertise and experience of NCUK universities to drive new business development To be responsible for enhancing relationships with existing clients in an attempt to increase their current spend and product portfolio as well as external stakeholders such as the British Council, regulatory bodies and other organisations and ensure best practice is carried out by direct line reports. To work closely with colleagues to implement specific marketing initiatives to help drive business in your region/work stream. To be aware of and responsible for reporting on business trends and government policy with a view to developing new services, products, and distribution channels and enhance existing relationships. To prepare strategic market plans to enhance NCUK s strategic planning process and submit progress and forecast reports as required, ensuring all data is accurate. To provide timely market feedback on programme, product and value added services opportunities to contribute towards NCUK plans and development to support growth. To provide line management and development to allocated staff in line with NCUK s HR policy and guidance. To work within the allocated budget and assist the Market Development Director in setting, evaluating and managing the annual budget. To undertake any other duties commensurate with the status of the post, as deemed necessary by the Market Development Director. 16 To uphold NCUK s Values (appended) Your job description does not define or limit your duties and you may be required to carry out other work within your abilities, either for your professional development or the business needs. Review Arrangements Over time the nature of the job may change. Consequently, NCUK will expect to revise this job description from time to time and will consult with the job holder at the appropriate time. Candidate Pack Head of Market Development (China) February 2017 Page 7 of 11

8 PERSON SPECIFICATION Qualifications Essential () Desirable () Educated to degree level or equivalent qualification Postgraduate degree or Professional Sales, Account Management or Marketing qualification Experience Essential () Desirable () Significant experience in business development role(s) Experience of working within international higher education and transnational education Significant experience of managing people, with a track record of delivering commercial success through employees Experience of working in a Chinese context Evidence of preparing and presenting business cases/proposals/tenders Experience of working with university decision makers Skills/Knowledge Essential () Desirable () Project management skills Excellent oral, written and interpersonal abilities with the confidence and diplomacy to approach people at all levels of seniority Ability to solve problems and work under pressure with great attention to detail, making decisions and accepting responsibility Strong understanding of the UK higher education system and the needs and challenges for international students seeking a British qualification Commercial knowledge to analyse market data and identify new opportunities Demonstrable understanding of relevant markets Excellent numerical skills to understand budgets, pricing proposals and profit margins Fluency in English Fluency in Chinese Candidate Pack Head of Market Development (China) February 2017 Page 8 of 11

9 PERSON SPECIFICATION Awareness of competitor activities in international higher education Personal Qualities or Style Essential () Desirable () Ability to build strong relationships and demonstrate cross cultural awareness and understanding across a commercial, private sector and academic environment Open to travelling internationally and a flexible approach to working weekends and public holidays when necessary Creative with an entrepreneurial flair, enthusiastic and committed with high ethical standards and a positive attitude Candidate Pack Head of Market Development (China) February 2017 Page 9 of 11

10 DIRECTORATE STAFF STRUCTURE Candidate Pack Head of Market Development (China) February 2017 Page 10 of 11

11 VISION, MISSION, VALUES OUR VISION To be the outstanding provider of UK university pathway programmes and placement services. OUR MISSION NCUK provides the highest quality university pathway programmes and placement support to our students, outstanding service to our business partners and a well-qualified, diverse supply of students to our university partners. OUR VALUES Quality To deliver the highest standards throughout our products, services and communications. Integrity To build trust and respect through fairness, honesty, equality and cultural awareness. Innovation To overcome obstacles and drive effective, efficient delivery with a creative approach. Collaboration To work together, building successful, lasting partnerships.