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Purpose of the position
To implement the vision, mission, and strategy for accelerated, sustainable, and profitable growth of the training business in the ANZ cluster (Australia and New Zealand) through a combination of leadership and partnership with the group training function, regional executive, and business stream/sector managers.
Advise and consult with the regional executive, stream/sector leaders on the adoption of proven commercial strategies for growth, including improvements to their teams, processes, systems, and product deployment.
Responsibilities & Accountabilities
General
- To lead and deliver the training stream strategic plan aligned to market and company growth expectations
- Ensure compliance with BSI’s policies, technical, legal, and accreditation requirements in the context of public, in-house, bespoke training and/or Best Practice Program delivery
- To achieve financial plan targets for the Training stream, including sales, revenues, gross profit, and contribution in close collaboration with Sales, Marketing, and Operations.
Commercial
- Lead and manage the Public Training sales team to drive annual growth and increase market share.
- Lead and manage the sales of Enterprise Training Solutions (ETS).
- Establish an effective and mutually beneficial Channel Management function – work with Sales to partner with resellers, referrals, and partnership organizations to co-create value with BSI
- Lead and support the internal training for the sales team, especially on new products and services
- To contribute to and manage the development of new training solutions and innovative delivery models.
- Together with Marketing and Sales functions, establish effective Marketing/e-commerce channels/web sales.
- To deploy and maximize market penetration of the global/APAC training portfolio.
- Support Sales with client meetings, especially for large training opportunities
Operational
- Prioritize operational efficiency of training business by overseeing and optimizing resource and structure, qualifications, utilization, process
- Create a highly efficient and effective team of Training Operations in synergy with Operational capacity from the System Certification team
- Create a highly efficient and effective team of tutors and external tutors to ensure the highest level of resource utilization and quality
- Establish Tutor Community with internal and external experts (Associated Tutors)
- Maintain and develop Tutor Qualifications to be on top of the competence level
- Manage and control service delivery of Enterprise Training Solutions (ETS)
- Project and Program Management of key account delivery and launching new training services in the cluster
- To work on a learner and more strategic customer journey through digital transformation together with the Global and Regional Training teams
- To work with the key stakeholders and peers to understand and implement an efficient and best-in-class training delivery, and maximize training for other sales opportunities.
- To work with Headquarters and the local team to manage the training curriculum in ANZ, ensure the training courses are meeting market requirements and client demand
- To manage the training material of all courses (including OD) is properly developed, translated (if needed), and maintained
Management responsibilities
- Lead a team of direct reports, including Tutors, Training Operational Support, and Training Sales
- Interface with other functions and departments, including KPIs, SLAs, to underpin key processes to maximize market potential on various levels of leadership, Marketing, and Sales.
Product Knowledge
- Articulate why BSI training is the market leader in assurance training.
- Apply product features and benefits to customers’ needs to win business.
- Articulate BSI’s training products and qualifications to generate returning client sales.
- Apply knowledge of competitors to explain the full business advantages of BSI products.
- Understand robust training delivery model and promotional tactics.
Key Results Areas
- Financial performance KPIs – sales, revenue, GP, and contribution
- Can improve efficiency in the process – deliver efficiency gains by digital solutions, streamlining the workflows, and resource allocation
- Can drive and deliver training business growth
- Can motivate direct reports and related teams to achieve and overachieve business expectations
Customer Focus
- Can articulate to clients the value of using the portfolio of BSI products and services to meet their needs.
- Able to interpret data and information about the Customer to solve problems, add value, and exceed expectations.
- Can demonstrate an in-depth understanding of the markets, anticipate developments, and engage with customers on how to improve performance.
- Able to demonstrate high quality and reliability in the delivery of the activity.
Person Specification
Knowledge and Experience
- Minimum of 3 years of solid experience in managing a team of training sales.
- Minimum of 2 years of commercial leadership experience in the training business in the AU market. A good grasp of the NZ training market will be an added advantage.
- Proven track record of effectively managing and developing training business with a proven revenue growth record.
- Deep social media and digital marketing knowledge and proven experience.
- Experience with Digital transformation projects will be preferred
- Experience preferably in commercial events/training/publishing or related.
- New training business model development experience.
- Excellent in presentation skills.
Skills and Abilities
- Exemplify a high level of compliance in accordance with the business requirements
- Able to communicate, present, and influence at all levels within an organization, including C-level
- Good command of customer relationship exploration, maintenance, and development.
- Analytical in data, clear, and open-minded
Education / Qualifications
- Bachelor’s degree and above
Personal Qualities / Aptitudes
- Strong strategic thinking and operational deployment
- Ability to manage workloads effectively, including balancing projects and changing priorities
- Well organised and self-motivated, with the ability to work independently or as part of a team
- Ability to communicate and interact with other cultures effectively
- Highly motivated and passionate
- Shows initiative and can shape a new role
About Us
BSI is a business improvement and standards company and for over a century BSI has been recognized for having a positive impact on organizations and society, building trust and enhancing lives.
Today BSI partners with more than 77,500 clients in 195 countries and engages with a 15,000 strong global community of experts, industry and consumer groups, organizations and governments.
Utilizing its extensive expertise in key industry sectors - including automotive, aerospace, built environment, food and retail, and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs.
Living by our core values of Client-Centricity, Agility, and Collaboration, BSI provides organizations with the confidence to grow by partnering with them to tackle society’s critical issues – from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world.
Today BSI partners with more than 77,500 clients in 195 countries and engages with a 15,000 strong global community of experts, industry and consumer groups, organizations and governments.
Utilizing its extensive expertise in key industry sectors - including automotive, aerospace, built environment, food and retail, and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs.
Living by our core values of Client-Centricity, Agility, and Collaboration, BSI provides organizations with the confidence to grow by partnering with them to tackle society’s critical issues – from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world.
BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.
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