Director of Training-Great China

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.

 
Key Responsibilities & Accountabilities

• To contribute to and deliver the training stream strategic plan.
• Ensures company compliance to all relevant Accreditation requirements at all times.
• Ensure compliance to company policies, technical and legal requirements and thereby protect company brand reputation.
• To create and deliver the training stream budget – achieving targets for sales, revenues, gross profit and contribution.
• To develop new training solutions and innovative delivery models.
• To lead and performance manage the strategic initiatives and key business elements for the region including:
  • Enterprise Training Solutions
  • Marketing / e-commerce channels
  • Tele-sales hub
  • Client delivery hub
  • Qualifications
  • Tutor Community
• To deploy and maximize market penetration of the global/APAC training portfolio.
• To work with the enterprise and resellers managers to implement a fit for purpose and high profitable resellers and enterprise strategy.
• To work on a leaner and more strategic customer journey through digital transformation.
• To work with the key stakeholders and peers to understand and implement an efficient and best in class training delivery, and maximize with training other sales opportunities.

 
Management responsibilities
Specific areas include team roles, structure, lines of reporting and communications with other functions and departments, including KPIs, SLAs to underpin key processes to maximize market potential in Management, Marketing and Sales.
 
Product Knowledge:

• Articulate why company training is market leader in assurance training.
• Apply product features and benefits to customers’ needs to win business.
• Articulate company training products and qualifications to generate return client sales.
• Apply knowledge of competitors to explain the full business advantages of products.
• Understand robust training delivery model and promotional tactics.

 
Key Results Areas
Commercial Awareness

• Can articulate to clients the value of using the portfolio of company products and services to meet their needs.
• Able to engage with clients on stated interest in other company projects and solutions to qualify their needs.
• Can qualify sales leads appropriately and pass on to relevant sales teams.
• Clearly understands and articulates the revenue, gross profit and contribution impact of activities in which they are engaged / responsible.

 
Customer Focus

• 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.

 
Operational Delivery

• Able to forward plan and carry out resource assessment to anticipate gaps and make adjustments as required.
• Can communicate effectively with peers, customers and stakeholders in a manner that engages and motivates them to achieve objectives.
• Capably applies appropriate tools and skills to deliver to company standards to excellence and to make minor improvements based on customer and stakeholder feedback.
• Uses the relevant company systems to plan and execute deliver and to improve operational performance.
• Able articulate the compliance requirements to all stakeholders.

 
Operational Management

• Can demonstrate a thorough understanding of how the P&L relates to the forward plan and selects optimal method to support this based on knowledge of customer needs and on commercial and quality KPIs.
• Able to profile team performance to identify individual motivational needs and take action to drive performance.
• Can identify longer-term development and resource requirements to drive excellence in performance.
• Able to monitor and empower the team to deliver on KPIs, resolve issues and ensure required levels of performance meets standards of excellence.

 
Knowledge, Experience and Qualifications

• Proven track record of commercial leadership for a region and / or multiple territories, having effectively worked and developed business abroad with a proven revenue growth record.
• Highly competent in marketing and marketing automation, qualifications and proven past experiences.
• Deep social media and digital marketing knowledge and proven qualifications.
• Experience with Digital transformation projects.
• Ability to work with fluent English capability.
• Proficient with sales force at high level, preferred knowledge of Pardot.
• P&L responsibility.
• Entrepreneurial and international business development skills.
• Proven ability to develop relationships on C-level and engage with customers to establish an understanding of their business drivers.
• Self-motivated and adaptable to be able to work with minimal supervision.
• Experience of working in a KPI driven environment.
• Experience preferably in commercial events / training / publishing or related.
• New training business model development experience.

 
Key performance indicators

• Profitable revenue growth                                              
• Target GP Enterprise Training Solutions                                      
• Target GP In-House training courses                                         
• Target GP Public training courses                                               
• Client NPS                                                                            
• Course cancellation rate 

                                                        
Person Specification

• Commercial leadership of significant training business
• Working with multi-cultural, multi-national teams and stakeholders
• 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
• Proven record of forming productive working relationships with a range of stakeholders
• Ability to communicate and interact with other cultures effectively
• Strong MS Office skills, specifically: PowerPoint, Word and Excel
• Educated to degree level or an equivalent professional standard
• Excellent oral communication and interpersonal skills
• Highly motivated and passionate
• Experience of working in a matrix structure
• Shows initiative and can shape a new role