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Overview / Purpose of the position

To implement the vision, mission and strategy for accelerated, sustainable and profitable growth of the training business in Greater China cluster (Mainland China and Hong Kong) 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 to 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 Training stream including sales, revenues, gross profit and contribution in close collaboration with Sales, Marketing and COO functions

Commercial

• Lead and manage Public Training sales team to drive annual growth and increase market share.
• Lead and manage the sales of Enterprise Training Solutions (ETS) and Best Practice Program
• Establish an effective and mutually beneficial Channel Management function – work with Sales to partner with resellers, referrals and partnership organization to co-create value with BSI
• Lead and support the internal training for the sales team, especially on new products and services
• To contribute and manage 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 maximise 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 highly efficient and effective team of Training Operations in synergy with Operational capacity from System Certification team
• Create highly efficient and effective team of tutors and external tutors to ensure 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) and Best Practice Programs
• Project and Program Management of key account delivery and launching new services in the cluster
• To work on a leaner 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 maximise with training other sales opportunities.
• To work with Headquarter and local team to manage the curriculum in Greater China, ensure the training courses are meeting market requirements and client demand
• To manage training material of all courses (including OD) are properly developed, translated, 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 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 return 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 and EBITDA
• Can improve efficiency in the process – deliver efficiency gains by digital solutions, streamlining the workflows, 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 problem, add value and exceed expectations.
• Can demonstrate an in-depth understanding of the markets, anticipates developments and engages with customers on how to improve performance.
• Able to demonstrate high quality and reliability in delivery of activity.

Person Specification

• Min of 5 years solid experience in managing a team of training sales.
• Min of 3 years commercial leadership experience of training business in China market
• 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 English communications and presentations
• 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
• 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.

BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.