Job description - University of Cape Town
|HR191 |JOB DESCRIPTION | |
| | |[pic] |
NOTES
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POSITION DETAILS
|Position Title (current title) |Business Developer |
|Status of Post (tick) |New Post | |Re-evaluation |x |
|Job Grade (current grade) |PC 10 |
|Faculty (if applicable) | |
|Department |Business Development |
|Section (if applicable) | |
|Date of Compilation |27 September 2013 |
|FOR OFFICE USE |
|Position Title | |
|Job Title |Business Developer: Open Academic Programmes |
|Date of Grading | |
|Grading Result | |
ORGANOGRAM
[pic]
PURPOSE
|The main purpose of this position is to significantly increase the recruitment of students on to the GSB Open Academic Programmes as well as |
|identify leads for Executive Education enrolment in line with the GSB strategy. |
| |
| |
|The responsibilities of this position will include: |
| |
|Business Development |
|Working closely with Business Development Director and Market Intelligence and Strategy Manager, develop student recruitment strategy and |
|plan. |
|A thorough understanding of all GSB open academic offerings. |
|Meet student recruitment numbers. |
|Identification of leads for GSB Executive Education Offerings. |
|Importantly the Business Developer will be required to manage and perform high-touch, complex consultative processes from identifying suitable|
|opportunities, to finalizing client contracts. |
|Ability to access theoretical concepts which inform adult learning and which can be used as a basis for exploring and proposing programme |
|design. |
|Ability to engage with Senior Management and Executives of targeted and existing corporate clients to position GSB open academic offerings. |
|Attendance at open days, recruitment fairs, networking events where opportunities for student recruitment exist. |
|Use social media platforms as a student recruitment tool. |
|Ability to engage with Faculty experts and interpret and summarise their areas of specialisation coherently and accessibly. |
|Based on the above, the ability to write a detailed proposal. |
|Ability to present the proposed design in a coherent and appealing manner to the client demonstrating an understanding of client needs matched|
|to proposed interventions. |
| |
|Relationship Management |
|Seek, secure and maintain good relationships both internal (Faculty and staff) and external (corporate clients) to the GSB. |
|Develop with potential GSB open enrolment opportunities and working closely with GSB Admissions to guide potential students through the |
|admissions process. |
|Regular updates to internal stakeholders on new client engagements. |
|Proactively follow up on all potential leads. |
|Contribute to building the GSB culture through incorporating the GSB values in everything we do. |
|Provide back-up support within the business development team as required. |
| |
|Contracting and Handover to Open Academic Programmes (OAP) |
|Liaise with Contracts office in writing up the client contract/or signed confirmation. |
|Once contracted, handover to OAP for programme delivery, programme payments and ongoing client relationship management. |
| |
|Financial Student Support |
| |
|Identify opportunities with corporate clients and donors for establishing student bursary schemes or student loans. |
|Secure written client/donor commitment to student funding. |
| |
JOB CONTENT
|Key Performance Areas (4 – |% of time |Activities / Objectives / Tasks |Results / Outcomes |Competencies |
|6) |spent | | | |
|2) Client and stakeholder |20% |Work closely with Market Intelligence and Strategy Manager to determine appropriate target |Approved student recruitment plan. | |
|relations management | |markets and marketing approach to recruit potential students. |Positive feedback/ User rating. | |
| | |Seek, develop and maintain good relationships with GSB staff, Faculty, corporate clients, |Schedule and attend regular client meetings. | |
| | |alumni, existing and potential students. |Attend internal GSB meetings. | |
| | |Keep OAP informed of new client/student engagements and proposals | | |
| | |Identify Executive Education cross selling opportunities and direct to the relevant internal | | |
| | |department. | | |
| | |Be brand ambassador in every interaction. | | |
|3) Finance and Operations |10% |Accurately prepare programme quotations for corporate clients ensuring margin targets adhered |Approved quotations. | |
|management | |to. |Financial management according to budget plan. | |
| | |Continuously identifying opportunities to leverage and maximize business development spend. |Strategic objectives achieved. | |
| | |Put in place processes and tools to effectively and efficiently manage the business |Excellent risk management resulting in low | |
| | |development operations and quality. |impact to GSB. | |
| | | | | |
|4) Monitoring, reporting and|10% |Closely monitor enquiries/admissions numbers and devise tactical plan to respond to |Review weekly admissions statistics in relation| |
|contracting | |shortfalls. |to the approved student recruitment plan. | |
| | |Keep up-to-date records of all conversations with prospective clients on the CRM database. |Accurate and up to date CRM database. | |
| | |Liaise with Contracts office in drafting client contract/confirmation and quotation. |Signed contracts. | |
| | |Track market and competitor activity by keeping abreast of market changes and develop |Weekly progress reports. | |
| | |strategies to mitigate risk to GSB. |Monthly measuring and reporting on achievement | |
| | | |of strategic objectives. | |
| | | |Regular market and competitor feedback and risk| |
| | | |management. | |
| | | | | |
|6) GSB Values |100% |Integrate the GSB values in every decision, execution and interaction. |Awareness of how values impact everything we do| |
| | |Provide back-up support within the business development team as required. |and actively/visibly incorporating in daily | |
| | | |operations as well as meeting strategic | |
| | | |objectives. | |
| | | |According to values measurements. | |
MINIMUM REQUIREMENTS
|Minimum Qualifications |MBA preferred; or similar post graduate degree or equivalent |
| | |
|Minimum Experience |At least 3 – 5 years’ experience in consultative sales and/or student recruitment. |
| |Background in higher education and/or management consulting. |
| |Proven experience in engagement and successfully fostering relationships with private/public sector leading to new business and |
| |student recruitment for OAP. |
| | |
| |Capabilities: |
| |Broad understanding of all aspects of GSB offerings. |
| |The ability to work across different business disciplines and establish credibility with senior executives, faculty and |
| |participants. |
| |Possess an understanding of challenges faced at executive levels of an organization as well as strong business acumen. |
| |Strong people skills, cross cultural sensitivity and an ability to respond quickly to changing situations. |
| |Excellent communication, presentation, proposal writing and project management skills. |
| |Strong negotiation and influencing skills supported by an in-depth understanding of customer relationship management. |
| |Highly motivated self-starter with an ability to identify new business opportunities with a strong follow through to close |
| |business deals. |
| |Strong time management skills with the ability to multi-task and work with minimal supervision. |
| |Good integration and listening skills. |
| |Ability to work be decisive and focused whilst working in a dynamic and fast paced environment. |
| |Ability to pay close attention to detail while still keeping track of the larger strategic picture. |
| |Willingness to travel locally and at times, internationally. |
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AUTHORITY
| |PRINT NAME |SIGNATURE |CONTACT NO. |DATE |
|Compiled by | | | |27.09.2013 |
| | | | |27.09.2013 |
|Approved by | | | | |
|Reviewed by | | | | |
-----------------------
Director Business Development
Market Intelligence and Strategy Manager
Marketing Co-ordinator: Advertising & PR
Marketing Co-ordinator:
Events
Alumni Relations Co-ordinator
PA to Director
BD Assistant (Joburg)
Business Developers: Executive Education x 2
BD Enquiries: CC Operator
BD Enquiries: CC Operator
Careers Manager
Careers Administrator
Admissions Manager
Admissions Officer x 3
Marketing Assistant
Business Developer: Open Academic Programmes
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