The Role Position:
Group Commercial Director
Reporting to:
Managing Director
Team Management: Agency Sales, Professional Development Sales, Admissions, Accommodation As a hybrid organisation, we recognise that spending time in the business with colleagues is important. After your first month, we expect you to spend at least 3 days per month working from a BSC College location. Overview The Commercial Director is responsible for overseeing the commercial aspects of BSC, with a joint focus on driving revenue and managing costs. This is a senior role within the organisation and the post holder will represent the Commercial function at Board level. Duties of the role include, but are not limited to, those listed below.
Duties 1. Commercial & Administrative Management Responsibility for ensuring the smooth running and financial health of BSC sales functions, specifically: • Ensuring a robust sales development plan is in place for Partner and Direct business that meets the company objectives and financial targets across English Language, OET, Teacher Training, IFY, Professional Development and any other commercially viable sources of business • Assume full responsibility for the end to end sales process including account management, new business generation, the admissions process and all required post stay follow up • Responsibility for reviewing and agreeing annual sales targets with the Global Sales and Professional Development Directors and ensuring they are effectively monitored on a weekly basis • Compile and report sales forecasts on a weekly basis, identifying opportunities within the business for commercial improvement • Reviewing working practices within each sales department to ensure operational efficiency
• Responsibility for the effective management of the sales function’s financial administration. This includes the maintenance of effective financial controls to ensure agreed sales processes are adhered to • Assisting the Global Director of Operations and the Director of Marketing to drive local revenue by identifying new channels and sources of business • Support in the compilation of the annual Brochure and Fee Sheet, ensuring all products are appropriately researched and costed • Approving purchase orders, invoices and expenses in line with delegation of authority matrix and approved expenditure levels • Liaising with the Global Academic Director to ensure we constantly evolve what the organisation offers • Own the commercial aspects of the annual Price List and Prospectus creation 2. Brand, Marketing & External Communications Joint responsibility for ensuring that the colleges operate effectively as a member of the BSC Education group, taking maximum advantage of the market opportunities and development potential available, specifically:
• Identifying marketing opportunities and working with the marketing team to deliver these • Representing BSC at trade shows, exhibitions and events as required by the needs of the business • Responsibility for ensuring the provision of a high level of support to the BSC marketing team in order to maximise student enrolments • Collaboratively supporting the development and implementation of regular marketing activity in order to maximise sales 3. Facilities & Resources Management Support in the management of the college’s resources within the limitations of agreed budgets, specifically: • Responsibility for ensuring optimal capacity management across the college’s available day parts 4. Academic Management Supporting the Global Academic Director in the effective deployment of academic output, specifically: • Responsibility for ensuring all team members are effectively trained on the selling of all
products within the BSC portfolio • Any bespoke programmes, including a member of the Academic team at inception, and ensuring any design costs are included to ensure the product is commercially viable 5. Team Management Supporting the Commercial leadership team irrespective of geographical location, specifically: • Holding regular sales meetings • Ensuring direct reports receive regular job chats, 1:1’s, appraisals and development opportunities Specific Role Requirements • 10+ years’ experience in business development and account management in a B2B environment • Experience in developing new business in any industry within the service sector • Comfortable managing a remote team Desired Experience/Skills: • A second language would be advantageous • Familiar with HubSpot or similar CRM
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