Business Pursuit Manager

 

Business Pursuit Manager

Date: 13 Nov 2023

Location: Shanghai, East Asia, CN

Company: British Council

We support peace and prosperity by building connections, understanding and trust between people in the UK and countries worldwide.

We work directly with individuals to help them gain the skills, confidence and connections to transform their lives and shape a better world in partnership with the UK. We support them to build networks and explore creative ideas, to learn English, to get a high-quality education and to gain internationally recognised qualifications.

Working with people in over 200 countries and territories, we are on the ground in more than 100 countries. In 2021–22 we reached 650 million people.

Pay Band: 6 (from CNY 12,000 per month)
Location: Shanghai, China
Department: Exams
Contract Type: Indefinite
Closing Date: Monday, 27 November 2023- 23:59 China Time (GMT +8)

Role Purpose:
The purpose of this role is to identify, pursue and convert opportunities for China Exams into business to meet agreed targets and deliver on ambitions to grow the China Exams business at scale.
The role works as part of the China Business Development team and has a strong focus on business pursuit across the Exams product portfolio to develop services, offers and solutions to meet the needs of specific B2B/G (business to business and business to government) market segments.

Main accountabilities but not limited to the following:
Winning business

• Identify and pursue new business opportunities in target markets and according to Business Development team priorities in order to meet all agreed business performance targets.
• Convert short-list opportunities into new business
• Generate new leads through proactive networking/relationship development
• Analyse customer needs and ensure effective communication with prospective customers throughout the sales process
• Develop value propositions and customer proposals with support from Commercial, Academic support, Operations and other teams as needed
• Develop tender submissions
• Work to defined business pursuit standards, processes and frameworks
• Maintain an up-to-date knowledge of the Exams product portfolio and communicate services accurately and professionally to customers and partners
• Plan, coordinate and organise contact with stakeholders in key client/partner organisations, e.g., meetings, conference slots, sending targeted marketing or thought leadership materials etc. in liaison with Marketing team
• Conduct research, into business activities, challenges and key personnel in target customer/ partner organisations to support developing new business

Market & customer intelligence

• Collect, report and use customer/ market intelligence to inform business pursuit strategies and plans
• Provide input into market intelligence activities, innovation and business development plans and targets
• Use a range of standard processes and techniques to carry out routine research and analysis of actual or potential customer/audience trends, e.g., customer segmentation, demographic profiling, competitor tracking and measurement of market share.

Brand/product knowledge & promotion

• Maintain an up-to-date and sound overview of the portfolio of British Council products, programmes and services to provide informed business development support to internal colleagues and ensure the British Council brand is promoted accurately and professionally in any communications with actual/prospective customers and partners

Analysis and Reporting

• Record, analyse and report on operational activity levels and performance data to support senior managers in making business decisions that respond to operational needs.
• Contribute data as required to enable the development and distribution of high quality, customer and market-focused marketing collateral

Leadership & management

• Prioritise work activities from long terms plans into day-to-day activities
• Build relationships and use influence to work with others internally to grow the business
• Active involvement and alignment with EA Regional Exams business development initiatives, agreed ways of working and standards.

Role specific knowledge and experience:

• Experience working in a compliant and regulated environment
• Contract management
• Experience of building relationships, identifying needs and enhancing opportunities with key accounts, clients and stakeholders
• Experience of working with UK awarding bodies
• Market intelligence and horizon scanning

Requirements:

• Relevant work experience
• Language: Fluent spoken and written Chinese
• Additional job requirements: National travel and some weekend/evening working required.
• International travel as required. All travel to be planned according to Covid-19 controls and British Council travel policy.
• Condition of Employment:

Locally Recruited
Applications are welcomed from candidates currently in this location with a natural right to work.
Applications are also welcomed from candidates currently based in other British Council country offices. However, please note candidates must have a natural right to work in the country, on a permanent basis, as immigration clearance and/or on-going visa support is not provided by the British Council for this role. Relocation support is also not provided.

Benefits:

• Annual Leaves (on a pro-rata basis if the service period is less than one full year); public holidays
• Statutory benefits: national social insurance benefits and housing fund
• Other benefits: commercial insurance package including accidental insurance, life insurance, and supplementary medical insurance
• 13th month salary: staff who pass the probation and work for minimum of 6 months in a year will be entitled to annual bonus in December
• Performance-related pay: paid annually according to relevant performance review scheme
• Professional development opportunities

A connected and trusted UK in a more connected and trusted world.

Equality , Diversity, and Inclusion (EDI) Statement

The British Council is committed to policies and practices of equality, diversity and inclusion across everything we do. We support all staff to make sure their behaviour is consistent with this commitment. We want to address under representation and encourage applicants from under-represented groups, in particular, but not exclusively, on grounds of ethnicity and disability. All disabled applicants who meet the essential criteria are guaranteed an interview and we have Disability Confident Employer Status. We welcome discussions about specific requirements or adjustments to enable participation and engagement in our work and activities.

The British Council is committed to safeguarding children, young people and adults who we work with.

We believe that all children and adults everywhere in the world deserve to live in safe environments and have the right to be protected from all forms of abuse, maltreatment and exploitation as set out in article 19, UNCRC (United Nations Convention on the Rights of the Child) 1989.

Appointment to positions where there is direct involvement with vulnerable groups will be dependent on thorough checks being completed; these will include qualification checks, reference checks, identity & criminal record checks in line with legal requirements and with the British Council’s Safeguarding policies for Adults and Children.

If you have any problems with your application please email askhr@britishcouncil.org

Please note: Applications to this role can only be considered when made through the Apply section of our careers website. Our ‘ASK HR’ email is only to be used in case of a technical issue encountered when applying through the careers website. Emails with supporting statements and CV/Resumes sent to this email address will not be reviewed and will be deleted.

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