Regional Sales Director, Greater China and North Asia (GCNA)

Transcription

1 Regional Sales Director, Greater China and North Asia (GCNA) Fulltime, Ongoing Beijing/Shanghai, China Navitas is a diversified global education provider founded in 1994 that offers an extensive range of educational services for students and professionals including university programs, English language training and settlement services, creative media education, workforce education and student recruitment. Navitas provides services for over 83,000 people in 23 countries. Navitas is a public company listed on the ASX and is part of the S&P/ASX200 index. About the role The role will lead the strategic operations of the Navitas Sales & Marketing network across Greater China & North Asia. In the predominantly business-to-business sales environment, the Regional Sales Director will manage a team of marketing personnel across a number of geographies and be responsible for implementing regional strategic plans to achieve enrolment and revenue targets for all Navitas products. The RSD will also have a strong Account Management focus on all accounts throughout the region where they pro-actively lead their team through the agent planning cycle. The RSD will ensure the team regularly assesses, clarifies and validates agent and Navitas business needs on an ongoing basis and leads solution development efforts that best address these needs. Reporting to the GM, Global Recruitment, the Regional Sales Director is a member of the GRT executive team and will take a lead role in the development of sustainable business relationships and opportunities for each business unit active in the region. The RSD is also responsible for the management and operations of the respective offices throughout the region, ensuring compliance with local laws and budget requirements, talent acquisition and development. The ideal candidate will be confident and driven with a good sense of humour. They will have an optimistic outlook with great pride in the quality of their work and the success they bring to themselves, their team and to Navitas. Essential Skills Demonstrated management, sales and marketing experience. A sound knowledge of international education systems. A demonstrated track record in promoting services or products. A demonstrated knowledge of graduate career outcomes and recruitment requirements. The capacity to manage a team of culturally diverse staff across multiple geographical regions. The capacity to research and respond to market opportunities. The ability to report proactively to management. The capacity to work independently to achieve the agreed business outcomes. Demonstrated quality communication skills. Ability to undertake extensive market research and feasibility studies, with a view to making recommendations on key markets and opportunities.

2 Work Experience Minimum of ten years experience in a marketing and sales role. Key Competencies Highly developed interpersonal, negotiation, presentation and communication skills. Extensive experience in developing and maintaining relationships in the education industry. Ability to develop and manage marketing strategic plans and campaigns. Ability to liaise confidently and knowledgeably with stakeholders regarding marketing plans and tactics. Ability to manage multiple projects simultaneously. Ability to develop and maintain effective relationships with stakeholders. What we offer An attractive remuneration package will be negotiated with the successful candidate. The Navitas Group offers outstanding long-term career opportunities, and is values driven and an equal opportunity employer. Navitas strives to be a workplace that promotes diversity, flexibility and equal employment. Enquiries and applications, including a cover letter and resume, should be sent to HR Shared Services, hr.sharedservices@navitas.com Applications close 20 th October 2017.

3 Position Description Title: Regional Sales Director Greater China & North Asia (GCNA) Navitas UP Division: Reports to: Navitas Global Recruitment Team (GRT) General Manager Global Recruitment 1. Overview and Objectives of the Position: The role will lead the strategic operations of the Navitas Sales & Marketing network across Greater China & North Asia. In the predominantly business-to-business sales environment, the Regional Sales Director will manage a team of marketing personnel across a number of geographies and be responsible for implementing regional strategic plans to achieve enrolment and revenue targets for all Navitas products. The RSD will also have a strong Account Management focus on all accounts throughout the region where they pro-actively lead their team through the agent planning cycle. The RSD will ensure the team regularly assesses, clarifies and validates agent and Navitas business needs on an ongoing basis and leads solution development efforts that best address these needs. Reporting to the GM, Global Recruitment, the Regional Sales Director is a member of the GRT executive team and will take a lead role in the development of sustainable business relationships and opportunities for each business unit active in the region. The RSD is also responsible for the management and operations of the respective offices throughout the region, ensuring compliance with local laws and budget requirements, talent acquisition and development. The ideal candidate will be confident and driven with a good sense of humour. They will have an optimistic outlook with great pride in the quality of their work and the success they bring to themselves, their team and to Navitas. 2. Key Relationships: i. General Manager, Global Recruitment ii. General Manager, Global Recruitment, Development iii. General Managers, Marketing & Recruitment iv. University Partner Divisional Heads v. College Directors vi. Marketing Directors & Senior Marketing Managers in Australia, New Zealand, Canada, USA, UK. vii. External stakeholders including agents, government and non-government agencies and bodies, partner universities. 3. Key Result Areas: Sales i. Analyse market trends and prepare sales forecasts. ii. Review sales performance based on market volume and share of market. iii. Develop pricing, customer service and sales strategies. iv. Establish, set and meet sales and revenue targets for GCNA. v. Evaluate effectiveness of Navitas regional sales function.

4 Account Management vi. Pro-actively ensuring all agent accounts within the region have their needs and expectations understood met within the scope of Navitas business guidelines. vii. Providing an escalation point for unresolved agent management issues within region and supporting the resolution of issues in a creative and timely way. viii. Personally manage Tier 1 Accounts throughout the region, ensuring high levels of customer service for the largest accounts ix. Supporting Navitas colleges manage the account management/relationships with their respective University partners. Marketing x. Develop and implement promotional and marketing strategies and plans based on market research, market demand, product position and pricing. xi. Develop strategies for the launch of new or revised products. xii. Develop and provide materials and sales tools to assist channel partners promote and sell Navitas. xiii. Undertake necessary and appropriate liaison with various with various external stakeholders including both government and non-government agencies. xiv. Implement regular performance review and evaluation of all offices to ensure recruitment targets are met. Business Development xv. Coordinate or commission market research and intelligence. xvi. Coordinate results of analysis, forecasts and statistical information gained from market research. xvii. Identify and evaluate market opportunities for new products, services and assess viability of existing products and strategies. Management xviii. Overview and management of the operations of the regional offices within GCNA. xix. Appoint and manage key staff to fulfil business objectives. xx. Ensure all Navitas sales staff receive adequate and ongoing product and sales training. xxi. Set, manage and review KPI s for Regional Sales Manager. xxii. Manage relationships with key external stakeholders, e.g. agents, government and non-government agencies and bodies, university partners.

5 Financial xxiii. Prepare budgets and forecasts for GCNA. xxiv. Control expenses against budget and ensure that ROI is within agreed parameters. 4. Qualifications and Selection Criteria Essential: i. Demonstrated management, sales and marketing experience. ii. A sound knowledge of international education systems. iii. A demonstrated track record in promoting services or products. iv. A demonstrated knowledge of graduate career outcomes and recruitment requirements. v. The capacity to manage a team of culturally diverse staff across multiple geographical regions. vi. The capacity to research and respond to market opportunities. vii. The ability to report proactively to management. viii. The capacity to work independently to achieve the agreed business outcomes. ix. Demonstrated quality communication skills. x. Ability to undertake extensive market research and feasibility studies, with a view to making recommendations on key markets and opportunities. 5. Work Experience: i. Minimum of ten years experience in a marketing and sales role. 6. Key Competencies: i. Highly developed interpersonal, negotiation, presentation and communication skills. ii. Extensive experience in developing and maintaining relationships in the education industry. iii. Ability to develop and manage marketing strategic plans and campaigns. iv. Ability to liaise confidently and knowledgeably with stakeholders regarding marketing plans and tactics. v. Ability to manage multiple projects simultaneously. vi. Ability to develop and maintain effective relationships with stakeholders.