Role Profile Job Description Job Title Exams Key Relationship Manager Directorate or Region EU Department/Country Exams, Italy Location of post Milan or Rome Pay Band G Reports to Director Examinations Italy Duration of job 2 years Purpose of job: Assist the Director Examinations Italy to maintain and acquire mutually beneficial relations with clients. To ensure that the appropriate Exams products and services are brought to the right place and at the proper time in order to support the achievement of business plans and targets. To generate income while participating in the development and implementation of the organisational strategic plan. Context and environment: The demand for English in Italy is high, and with it the need for individuals to demonstrate their level of competence through recognised qualifications. The British Council s reputation is strong and the market is increasingly competitive. Italy Exams is large and complex, currently the largest in EU, with operations based in three major cities: Rome, Naples and Milan. Several functions including Business Development and Marketing are managed on a pan-italy basis. IELTS and Cambridge English Language Assessment exams represent a major part of our portfolio in Italy and we are preparing the ground for Aptis. In addition to this we deliver examinations on behalf of various UK professional exams boards and universities, including a large number of ACCA examinations in Malta. As in all major European markets, there is significant and increasing challenge from other exams providers and from other delivery models. Italy is going through a period of transformation and there is further work to be done on developing a streamlined and efficient Italy-wide operation and assessing and adjusting the structure and capacity of the operation across the country. This role is expected to develop unique ways to flourish the Exams business and manage client relations across the country. 1 of 6 Recruitment Team
Accountabilities: Build and develop networks around existing clients to cultivate segments Manage key relationships to protect, retain & generate demand Identify open territories and new clients Market fit-for-purpose products and services Make sure product/sector knowledge is up to date and forward thinking Input into innovation & BD plan/targets Link with B2B support from Exams Operations to set & review quality of delivery Link to Marketing for targeted events, campaigns and collateral to support retention & value add Work to defined Account Relationship standards & frameworks Responsibilities and main duties: Playing an integral role in business development for Exams and new business, holding responsibility for the effective on-boarding of new clients Responsible for the development and achievement of business targets through the B2B channel Focusing on growing and developing existing clients, together with generating new business, and responsible for maintaining the relationships with them through regular contacts and loyalty activities Write business plans for all current and opportunity tender business. Act as the key interface between the customer and the Exams Department, in close collaboration with the Marketing and Communication team and the Customer Service team Researching organisations and individuals to identify new leads and potential new markets Researching the needs of other companies and learning who makes decisions about purchasing Contacting existing and potential clients via email or phone to establish and maintain rapport and set up relevant meetings Planning and overseeing new marketing initiatives in contact with the MarComm team Attending conferences, meetings, and industry events Preparing and delivering presentations and displays Contacting clients to inform them about new developments in the company s products or services Developing quotes and proposals Negotiating and renegotiating by phone, email, and in person Developing B2B goals for the team and ensuring they are met 2 of 6 Recruitment Team
Key relationships: Director Examinations Italy, Country Exams Operations Manager, Head of Marketing. The large number of examination preparation centres (e.g. schools, language schools, universities) who send in block bookings of candidates Centres and institutions collaborating with exams delivery around Italy Organisations which recognise examinations for specific purposes (e.g. regional governments, universities, business partners) Exam boards and their local representatives Leads for exams regionally and globally Other important features or requirements of the job (e.g. travel, unsocial/evening hours, restrictions on employment etc) The examinations operation operates throughout the year, and sessions often take place at weekends. The role holder will occasionally be expected to be available outside normal working hours. The role holder will be expected to travel frequently around Italy. Travel to regional and global events may also be required. Please specify any passport/visa and/or nationality requirement. Please indicate if any security or legal checks are required for this role. Pre-existing right to work in Italy) Child protection clearance 3 of 6 Recruitment Team
Person Specification Behaviours Essential Creating Shared Purpose (more Creating energy and clarity so that people want to work purposefully together Desirable Assessment stage Interview Working Together (most Creating the environment in which others who have different aims can work together Making It Happen (more Challenging myself and others to deliver and measure better results Shaping the Future (Essential) Looking for ways in which we can do things better Not for recruitment purposes: Being Accountable (more Putting the needs of the team or British Council ahead of my own Not for recruitment purposes: Connecting with Others (more Actively appreciating the needs and concerns of myself and others Skills and Knowledge Managing Accounts and Partnerships Level 4 Develops and leads on the delivery of account management and development plans across a range of stakeholders/customers/partners to deliver medium term business and/or reputational gains for both parties Short listing and Interview Developing Business Level 3 Defines and develops products/programmes/services which deliver British Council goals on impact, income and surplus 4 of 6 Recruitment Team
within a defined area of business that responds to market opportunities and aligns to wider corporate strategies Communicating and Influencing Level 3 Able to use a range of nonstandard and creative approaches to inform, and persuade others, extending beyond logical argument to influence decisions and actions in a way which is inclusive and engaging. Managing Finance and Resources Level 2 Uses corporate financial systems and processes appropriately as part of the job and on behalf of a team. Experience Planning and Organising Level 2 Organises own work over weeks and months, or plans ahead for others, taking account of priorities and the impact on other people. Proven success in Key Account Management, managing key national accounts. Experience in the Learning/Language Assessment/Education sector Short listing and Interview Proven success in building and maintaining fruitful business to business relationships. Experience in diverse industries and working with different organisational cultures 5 of 6 Recruitment Team
Qualifications First degree or equivalent A qualification in a relevant field (e.g. Assessment, etc) Short listing Post-graduate studies in a relevant field Language Proficiency English and Italian at C1 level or above Qualifications, certification. Submitted by Irene Manca Date October 2017 6 of 6 Recruitment Team