Training Sales Manager
Role Profile Ref no:
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Role Profile
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Job Title
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Training Sales Manager
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Directorate or Region
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SSA
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Department/Country
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Kenya
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Location of post
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Nairobi
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Pay Band
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PB6
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Reports to
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Head Exams and Training, Kenya
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Duration of job
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3 years
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Purpose
of job:
To contribute to the growth and development of the Exams and
Training Business Unit (ETBU), meeting challenging impact and income targets,
through comprehensive market intelligence, relationship building, in-depth
product knowledge and a strong sales drive.
To contribute to the growth,
capturing and measuring of the impact and value to UK ETBU makes through
systematic data capturing, evaluation and reporting.
To manage the delivery of professional training courses to
public and private clients to British Council service standards.
To manage product development in line with market demand.
To develop and maintain the UK link to products through
accreditation and liaison with major British Council training offices.
To recruit, lead and manage a team of professional, expert
trainers and to keep the product offer at the forefront of the training
market.
To ensure 100% compliance with British Council policies and
procedures – including procurement, monitoring, reporting and anti-fraud
processes.
Context and
environment:
The
British Council Kenya provides Training in Professional Courses to the public
in our Training Centre and also offsite corporate courses to clients. The
Courses (Public and Corporate) run throughout the year on a demand basis and
are delivered by a team of expert freelance trainers.
The
Exams team facilitate UK, educational, English language and professional
tests through a dedicated team based in Nairobi. Tests are also facilitated
in Nakuru, Kisumu, Mombasa and Kigali.
Accountabilities,
responsibilities and main duties:
1. Teaching Centre Administration
2. Sales & Client Relationship Management (CRM)
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To assist marrket
segmentation and sizing of the Kenyan training sector and regularly monitor for
penetration opportunities across the Exams and Training product range
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To develop marketing and
promotional activity and provide advice to senior managers on results
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To ensure the visibility of
the ETBU and its products through regular customer communications including
f2f, mail, social media, other digital platforms
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To manage the Enquiry to
Sales process in a systematic and accountable manner.
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To efficiently manage the ETBU
client relationship management instrument ensuring entries are done in a
timely fashion and relevant data is up to date and easily available.
3. Line and functional management
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To line manage the Training
Centre Co-ordinator and other support staff as required. according to
corporate guidelines, including performance management and professional development.
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To manage the team of
trainers – including all quality assurance measures as well as class allocation,
feedback, contracts, timely pay, conflict management and professional
development.
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To ensure that the Training
Centre team are informed and / or consulted about indvidual training
programes, wider decisions and changes and all corporate communciations
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To ensure that mandatory
training is completed on time and regular training needs analysis is carried
out.
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To chair and minute regular
team meetings, reporting back to line manager where appropriate
4. Finance and Budget Management
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To assume OM role in SAP
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To monitor and report progress
towards agreed Teaching Centre financial
targets.
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To approve purchase orders
and oversee financial processes (including Sales Orders, travel claims) in
line with British Council policies
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To support Finance Officer
management of aged debtors and ensure timely recovery of income owed
5. Training course design & delivery
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To regularly seek
opportunity to strengthen the UK link to training centre products through
recognition, accreditation, links to other BBC offices
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To regularly monitor current
training course content in the light of qualitative and quantitative market
intelligence.
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To carry out, oversee and supervise
Training Needs Assessments for Corporate Customers leading to in-house
trainings
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To oversee the design / re-design
of courses in line with market intelligence including existing and new F2F
and digital products in existing and new markets.
6. General
Other Responsibilities
As part of the wider Kenya team, you will be required to support
and assist your colleagues from time to time in tasks that ensure the smooth
running of the Centre. This might include participation at Seminars, Evening
Receptions and Offsite Promotions.
Maintain British Council standards in Health and Safety / Child
Protection / Anti-Fraud and Bribery / Information
Knowledge Management
Key relationships:
External : Customers, Clients, Suppliers, Service Providers
Internal : SBU heads, MarComms, Senior Management Team, Finance
and Resources
Other important features or
requirements of the job
(e.g. travel, unsocial/evening hours, restrictions on employment etc)
Some travel may be required and occasional weekend or evening
work. Time off in lieu should be agreed with the Line Manager in advance and
the post-holder should have valid travel documents.
A willingness to develop skills and experience is expected of
all British Council employees.
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Please specify any passport/visa and/or nationality requirement.
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Right to live and work in Kenya
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Please indicate if any security or legal checks are required
for this role. |
Self-declaration / police check stating no criminal convictions
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Person Specification
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Essential
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Desirable
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Assessment stage
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Behaviours
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Making it happen
Establishing a genuinely common goal with others (More
demanding)
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Application
& interview
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Working together
Establishing a genuinely common goal with others (More demanding)
Creating shared purpose
Making regular opportunities to understand others better (More
Demanding)
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Interview
only
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Being accountable
Delivering my best work in order to meet my commitments
(More demanding)
Connecting with others
Making regular opportunities to understand others better
(Essential)
Shaping the future
Looking for ways in which we can do things better (Essential)
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Not
assessed at recruitment stage but required for performance management purposes
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Skills and Knowledge
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Managing People :Manages
a team (level 3)
Communicating and Influencing: Is creative and adaptable in communications (level 3)
Planning: Plans ahead
(level 2)
Analysing data: Analyses
patterns (level 3)
Managing Finance and Resources: Uses financial systems (level 2)
Technology: Operates as an
advanced user (level 2)
Developing Business:
Develops viable business (level 3)
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Application
& Interview
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Experience
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Sales: Excellent
track record of selling training courses in the Kenyan market.
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Training: Excellent
understanding and experience of communicative, experiential training
methodology. In depth knowledge of the Kenyan corporate and other training
markets.
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Application,
interview, references
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Qualifications
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University BA or
equivalent in relevant field
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Application
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Submitted
by
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Alan Shepherd
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Date
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16 / 03 / 2015
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To apply click here
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