Job description - University of Cape Town



|HR191 |JOB DESCRIPTION | |

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NOTES

• Forms must be downloaded from the UCT website:

• This form serves as a template for the writing of job descriptions.

• A copy of this form should be kept on file in your office.

• For re-evaluations, this form must be sent to your relevant HR Advisor/Officer

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

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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. |

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|The responsibilities of this position will include: |

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|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. |

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|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. |

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|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. |

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|Financial Student Support |

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|Identify opportunities with corporate clients and donors for establishing student bursary schemes or student loans. |

|Secure written client/donor commitment to student funding. |

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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 | | | | |

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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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