Training Business Manager

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Purpose of the position

To implement the vision, mission, and strategy for accelerated, sustainable, and profitable growth of the training business in the ANZ cluster (Australia and New Zealand) 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 with 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 the Training stream, including sales, revenues, gross profit, and contribution in close collaboration with Sales, Marketing, and Operations.

Commercial

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

Person Specification

Knowledge and Experience

• Minimum of 3 years of solid experience in managing a team of training sales.
• Minimum of 2 years of commercial leadership experience in the training business in the AU market. A good grasp of the NZ training market will be an added advantage.
• 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 presentation skills.

Skills and Abilities

• Exemplify 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

Education / Qualifications

• Bachelor's degree and above

Personal Qualities / Aptitudes

• 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.