INSTRUCTIONS FOR APPLICANTS

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1 INSTRUCTIONS FOR APPLICANTS Thank you for your interest regarding employment with UNE Partnerships Pty Ltd. Following is an information package, position description and other relevant documentation required by our organisation. UNE Partnerships is an equal opportunity employer and as such, the following information is provided to ensure that all applicants clearly understand the requirements of the overall selection process. Checks Reference checks will be conducted with nominated referees and all information obtained will be assessed in light of the duties of the position or appointment being offered. Application Applicants should read the Position Description and Selection Criteria before submitting an application. Please ensure that you include the following with your application; A covering letter addressing the selection criteria and identifying where you heard about the position. Your resume which should at least contain the following details; your name your address your contact number/s your qualifications and skill sets your previous work history/experience the names and contact phone numbers for two work related referees who can accurately comment on your knowledge, skills and abilities Applications should be ed to: Steven Breese, Human Resources Manager stevenb@unep.edu.au Late Applications Applications for the position close on the date outlined in the advertisement. Late applications will only be considered in the event of extenuating circumstances. Late applicants cannot appeal against the appointments. Further Information If you have any questions, please contact the HR Manager on (02)

2 UNE Partnerships Our head office is located in the prestigious Old Teachers College Armidale, NSW, UNE Partnerships is a leader in education and training. As the education and training company of the University of New England, UNE Partnerships provides exceptional pathways through vocational qualifications to university awards. Educational programs developed by UNE Partnerships are designed to meet the workplace needs of individuals and organisations. A hallmark of the UNE Partnerships approach to customised learning and development is the relationship it builds with client organisations. The success of these relationships is founded in our ability to develop programs aligned to an organisation s strategic direction and to design courses that complement the lives of working professionals. Our students recommend us for our flexibility, willingness to listen to their needs, and support during their learning. We value the relationship with our clients in working together to enhance organisational learning in the workplace. Our collaborative learning approach combines our clients experience with our expertise to design and develop innovative business solutions. At UNE Partnerships, we understand that partnerships create the difference. UNE Partnerships provides a unique combination of educational excellence and industry expertise. All facilitators are academically qualified and practising in the marketplace as experts in their field, providing students with practical real-life expertise. With 37 permanent staff members and more than 100 contracted education and training consultants, including subject matter experts and specialist instructional designers throughout Australia, we have a track record for providing well-structured, quality education to meet the needs of industry, government and professional associations. Our Purpose To improve individual performance and organisational capacity Our Values Respect for our colleagues, students and clients Integrity is doing what is right. We behave honestly and ethically, demonstrating high standards in our personal conduct. We act fairly and accept personal responsibility for our decisions and actions. Innovation is actively looking for better ways of doing our business. We are open to new ideas and make best use of the resources we have to do our job. Quality by taking pride in our work and pursuing excellence in all we do. Our Vision To become a leading education and training solutions provider. UNE Partnerships is a national vocational education and training provider with its heart in Armidale. Over the course of the next five years we will maintain our presence here in Armidale and also have a presence closer to our clients. Our vision is to be a first choice provider of workplace relevant learning to our students and clients in Australia and overseas. To achieve our vision, we will pursue the following five objectives: Focus on our students and clients to meet their needs. Develop new business and clients in Australia and overseas. Provide innovative design, development and delivery of learning solutions to our students and clients. Streamline our processes to be effective, rigorous and outcomes focused and build the capabilities of our people. Ensure flexible and useful learning pathways for our students and clients.

3 UNE Partnerships Organisation Chart Marketing and Sales - Director, Marketing and Sales - Director, Business Development - Marketing Support (2 people) Contract and Tendering Services Corporate Services - Administration - Accounts - Human Resources - Information Technology - Despatch Managing Director Design and Development - Instructional Design - Editing - Graphic Design Business Management Program Management - Project Management - Practice Management - Business Management - Defence, Industry and Procurement - Traineeships and Funding - Compliance

4 Director, Marketing and Sales (Sydney-based) UNE Partnerships, the education and training company of the University of New England, delivers vocational qualifications up to advanced diploma. Our programs focus on meeting the workplace needs of individuals and organisations. Based in Sydney, this role focuses on developing new business and relationships nationally. The role involves a high degree of autonomy and requires the ability to manage prospects and clients throughout the sales cycle. A demonstrated career in solution-selling is an essential criterion. As a member of the Management Group and reporting directly to the Managing Director, the successful candidate will identify client needs, use consultative methods to outline UNE Partnerships ability to meet those needs, and negotiate and finalise the sale of courses and services. A highly collaborative approach is required to work in conjunction with the Managing Director, other directors and Program Managers to achieve the objectives of the UNE Partnerships Strategic Marketing Plan. A suitable remuneration package will be negotiated for this high-impact role within our organisation. This is likely to be an all-inclusive total package in the range of $120,000 to $150,000 pa. Key Responsibilities Achieve revenue targets detailed in the Strategic Marketing Plan. Work with and enhance the Strategic Marketing Plan in order to increase our revenue base. Build excellent client relationships with senior contacts within prospective corporate and government organisations. Offer value-adding and insightful input to identify client learning and development needs. Create and manage a pipeline of prospects and clients for the services of UNE Partnerships. Prepare proposals and negotiate pricing within company guidelines. Increase the extent of cross-selling of relevant services to current and prospective corporate and government clients. Liaise with relevant staff of UNE Partnerships during the sales process and hand over primary responsibility for delivery to program personnel. Use and maintain the customer/prospect database. Leads may be located from within the company s current and recent client base, or from new prospects identified through our promotional methods and the Marketing and Sales Executive s own initiative. Contribute effectively to annual budgeting, marketing and program development planning. Build effective working relationships with key staff of UNE Partnerships. Attain an in-depth knowledge of our services, ensuring that appropriate products are offered to relevant clients. Travel when necessary, within company guidelines. Any other duties mutually agreed with the Managing Director.

5 Applicants should have/possess Substantial experience in a relevant business development role, preferably in an educational organisation. Be results and outcomes-driven by delivering exceptional customer service and by forging strong relationships with industry partners, key decision makers and influencers Exceptional interpersonal skills for dealings outside or inside our organisation Ability to prioritise work in order to meet deadlines Capable of working under tight timeframes Capable of strategically identifying prospect clients or industries which offer the prospect of long-term relationships Comfortable working in a highly autonomous environment Well developed networks and contacts Ability to monitor and analyse market trends and competitor activity Demonstrated capacity to develop and maintain effective relationships with staff and clients. Personnel will be located across our office network. Highly developed relationship management skills Exceptional influencing and negotiating skills Superior oral and written communication skills Hold a current drivers licence A suitable remuneration package will be negotiated for this high-impact role within our organisation. This is likely to be an all-inclusive total package in the range of $120,000 to $150,000 pa. Closing date for applications is Friday 26 April 2013 For more information about our business, please visit us at your CV, addressing the selection criteria and including two referees, to: Steven Breese, HR Manager stevenb@unep.edu.au

6 Position Statement Position: Supervisor: Director, Marketing and Sales Managing Director Dimensions of Position The Director, Marketing and Sales provides leadership and strategic direction in the identification and development of new business, markets and opportunities which will increase the company s revenue and reputation. The role involves a high degree of autonomy with the authority to manage clients throughout the sales cycle. This role is supported by the Marketing and Sales division, plus other personnel who oversee and co-ordinate the delivery of our courses. Duties Plan and implement strategies for the development and growth of our revenue base, to achieve the company s total revenue target. Identify and acquire new business clients and develop existing relationships, using a consultative selling approach. Work with prospective corporate clients to identify their needs, prepare tenders/proposals/submissions which convincingly describe our capacity to meet those needs, negotiate pricing within guidelines, prepare and review contracts for the delivery of educational programmes. Liaise with Program Managers and fee-generating personnel during the process and ultimately hand over primary responsibility for each corporate relationship to Program personnel. Provide input and guidance across the company for effective promotion of the programs, including: input to and oversight of the marketing schedule for the year; attend key trade displays and other promotional events as required; attend meetings with potential clients as agreed with other relevant staff. Utilise the customer/prospect database in conjunction with Business Development Division and other relevant personnel. Any other duties mutually agreed with the Managing Director.

7 Goals and Standards for Performance Assessment Value of new revenue generating relationships Apply job knowledge effectively Demonstrate influencing and negotiation skills Develop widespread and relevant networks inside the business and among potential clients and industry sectors Demonstrate attention to detail, accuracy and reliability Relate effectively with co-workers, supervisors and clients in a constructive, productive manner Think laterally regarding future opportunities and the creation of learning solutions Identify problems, secure relevant information and determine possible cause of problems Evaluate alternative solutions to problems in a logical manner to reach sound and effective decisions Offer constructive advice in a positive fashion

8 Selection criteria The Director, Marketing and Sales is expected to take the lead in achieving our annual revenue target, including the development of new business opportunities. Essential: Significant experience in the business development function: lead generation, pipeline management, and converting prospects to sales Ability to translate business requirements into solutions Proven ability to plan and organise project workflow, meet deadlines in an environment with conflicting priorities, with limited supervision Proven ability to research and target prospective client organisations and industries in a strategic manner Sound technical skills and qualifications demonstrating competence in business development and high level skills in oral and written communication and negotiation Demonstrated excellence in problem solving and analytical skills Ability to work with professional teams currently located in Armidale, Adelaide and Sydney, in a client focused organisation Ability to work train and effectively share knowledge with key staff Desirable: Experience in an education & training environment