Cambridge Judge Business School Further particulars

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1 Cambridge Judge Business School Further particulars JOB TITLE: REPORTS TO: BUSINESS DEVELOPMENT DIRECTOR (CHINA) DIRECTOR OF CUSTOM PROGRAMMES Background Executive Education is a major activity in Cambridge Judge Business School (CJBS) operated through JBSEEL, a subsidiary company of the University of Cambridge. Its activities comprise a portfolio of open programmes, a substantial suite of custom programmes, and a growing number of deep engagements with clients, where the mode will shift from education to collaborative problem solving that not only creates value for the client but also helps generate research questions, data, and publications for the School. The role The role of a business development director is to expand our executive education presence and portfolio of custom programmes and corporate alliances, focusing on the development and delivery of programmes and initiatives that contribute to our strategic international goals. This position has responsibility for both business development and client relationship management with clients from China and requires the successful candidate to work as a key part of the Executive Education team in building the School s bespoke executive education client portfolio in this region. The role includes identifying new market opportunities and clients, working with faculty to prepare and respond to proposals for new business, presenting proposals to prospective clients, maintaining financial and relational oversight of won business, identifying and developing opportunities for strategic partnerships. The role holder will work under the direction of the Director of Custom Programmes and in collaboration with the Business Development Team to expand our development and delivery of bespoke programmes in line with the strategic plans for the business. The role holder will closely manage the relationships with clients as well as with appropriate faculty to provide a bespoke development service, and to ensure that the programme content and design meets the required specifications. The role interfaces with a wide range of senior human resources and business executives in major private and public sector organisations in the market and aims to foster and solidify relationships and to develop opportunities for long-term partnerships in conjunction with faculty of Cambridge Judge Business School. MAIN RESPONSIBILITIES Business development and client relationship management Identify potential new clients and market opportunities, evaluate business development opportunities to increase the scale and number of bespoke programmes and strategic partnerships. 1

2 Work collaboratively to develop new partnerships and engage clients through proactive outreach to increase the conversion of new business sales. Promote and communicate CJBS s strengths and capabilities. Develop key accounts for bespoke programmes and strategic projects through visits, meetings and presentations and responses to proposals. Work with clients and faculty to ensure that their organisational needs, strategic goals and objectives are met through programme design, development and delivery. Support combined faculty-client teams to develop and design large scale bespoke programmes whilst developing long-term partnerships. Work collaboratively with the programme management team and the staff in Executive Education as well as the faculty of the School to effectively build our reputation as a pre-eminent provider of customised executive education programmes in the market. Programme development and direction Act as the main point of contact for clients, managing the overall relationship and focussing on high quality delivery and pre-eminent customer service. Work collaboratively with the programme management team as required to deliver the world-class administration expected for the facilitation of customer requirements and the successful implementation of strategic projects. Work closely and collaboratively with business development colleagues, clients, Academic Directors and the programme management team to support the delivery of creative and flexible solutions to address client requirements. Work collaboratively as part of a team in conducting needs assessments with clients and converting client needs into customised programmes. Work with faculty to communicate academic content, teaching methodologies, faculty capabilities, and curriculum to prospective and current clients as required to effectively translate client needs into learning outcomes. Support Academic Programme Directors to help to plan, organise and oversee administrative aspects of bespoke programmes, with the assistance of the Programme Management team. Manage multiple projects and client portfolio and act as project manager in the delivery of strategic global projects, as required. Produce accurate financial forecasts, costings and reports for each programme. Implementation of international strategy Work with the Custom Programme Director in the development and delivery of CJBS Executive Education international strategy, taking core responsibility for China. Proactively identify and establish relationships with suitable partners or sponsors in agreement with the Business Development Director for China. Maintain close working relationships with partners and clients. 2

3 The person The ideal candidate should have the following qualities, skills and attributes. You are asked to provide a covering letter demonstrating how your own experience meets these requirements. A degree, preferably with a postgraduate degree, MBA or equivalent experience. Substantial experience of programme development and business development experience including direct experience of interfacing with customers in consultative selling, proposal writing and negotiating agreement/contracts and working with human resources representatives. Broad understanding of business planning and selling skills, programme development and presentation competencies; cross cultural sensitivity, ability to respond quickly and flexibly to changing situations. Strong negotiation skills and in-depth experience of customer relationship management. Excellent proposal writing, presentation, and project management skills. Demonstrated understanding of challenges faced at executive levels of an organisation and demonstrated evidence of business awareness. Ability to work under pressure, be decisive during difficult situations/ negotiations, and pay attention to detail while still keeping track of larger strategic perspective. The ability to work across different business disciplines and establish credibility with senior executives, faculty and participants is essential. A high degree of tact and diplomacy, and sophisticated understanding of business, political and cultural context. Fluency in written and spoken Mandarin is essential. Highly motivated, articulate, flexible, organised and team-oriented. Experience of working in Executive Education would be a distinct advantage. International travel will be required. Benefits This is a full-time position working 40 hours per week. The salary will be up to 60,000 per annum. There will be a nine month probationary period. Holiday entitlement is 33 days per annum plus eight days of public holidays (the holiday year runs from 1 October to 30 September. The post holder will be eligible to participate in the Company s staff incentive plan (Annual Employee Bonus Scheme). The University of Cambridge comprises more than 150 departments, faculties, schools and other institutions, plus a central administration and 31 independent and autonomous colleges. It is one of the world s oldest and most successful Universities, with an outstanding reputation for academic achievement and research. With excellent benefits, extensive learning opportunities and a stimulating and attractive environment, the University of Cambridge is a great place to work. Our employees are eligible for a wide range of competitive benefits and services. We give them access to numerous discounts on shopping, health care, financial services and public transport. Pension scheme details, including information about the legal requirement for the University to automatically enrol its eligible jobholders into a qualifying workplace pension scheme from 1 March 2013, is available at: 3

4 We have two nurseries and a holiday play scheme to help support those with childcare responsibilities and we offer various types of family-friendly leave to aid employees work-life balance. In addition we operate a number of initiatives to promote career development, health and well-being. Further details can be found at There is also a range of information about living and working in Cambridge at Application arrangements Candidates are asked to complete the CHRIS/6 cover sheet (parts 1 & 3) available on the website and send it, with a full curriculum vitae and a covering letter explaining your interest in the position and how your experience would help you to fulfil the role, to: Alicja Zavros, HR Advisor Cambridge Judge Business School Trumpington Street Cambridge CB2 1AG Alternatively The closing date for applications is 21 June Applicants are required to provide details of three referees. These will not be contacted unless he applicant is short listed. Applicants who do not hear from us within six weeks of the above date should assume they have not been shortlisted. Equality of opportunity at the University The University of Cambridge is committed to a proactive approach to equality, which supports and encourages all under-represented groups, promotes an inclusive culture and values diversity. Entry into employment with the University is determined by personal merit and by the application of criteria required for the post. No applicant for an appointment or member of staff will be treated less favourably than another on the grounds of sex (including gender reassignment), marital or parental status, race, ethnic or national origin, colour, disability (including HIV status), sexual orientation, religion, age or socio-economic factors. The University has various diversity networks which help it to progress equality; these include the Women s Staff Network, the Disabled Staff Network, the Black and Minority Ethnic Staff Network and the Lesbian, Gay, Bisexual and Transgender Staff Network. In addition, the University was ranked in the top 100 employers for lesbian, gay and bisexual (LGB) staff in Stonewall s Workplace Equality Index Information if you have a disability The University welcomes applications from individuals with disabilities and is committed to ensuring fair treatment throughout the recruitment process. Adjustments will be made, wherever reasonable to do so, to enable applicants to compete to the best of their ability and, if successful, to assist them during their employment. 4

5 We encourage applicants to declare their disabilities in order that any special arrangements, particularly for the selection process, can be accommodated. Applicants or employees can declare a disability at any time. Applicants wishing to discuss any special arrangements connected with their disability can, at any point in the recruitment process, contact, a member of Cambridge Judge Business School's HR team who are responsible for recruitment to this position, on (01223) or by on Alternatively, applicants can contact the HR Business Manager responsible for the department they are applying to via 5

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