Job Description

JOB PURPOSEThe Head, Business Development (B2C) is responsible to manage and lead the Outstation team of four main regions (East Malaysia (Sabah, Sarawak), Northern (Penang, East Coast) and Southern (Joor, Melaka). He/ she is responsible for assessing, plan and develop opportunities, including the development and implementation of long term and annual plans for student recruitment in alignment with goals and targets set at the Taylor\'s College and Taylor\'s University. He/she is accountable for achieving the team sales targets, by driving the team Sales Pipeline (Lead, Contact, Appointment, Visit, Enrolment and Registration).KEY RESULT AREAS / RESPONSIBILITIES
GROW ENROLMENT

• Responsible for National Sales (New Local & Transfer Market) assigned to the four regions, inclusive of supporting another sales department if needed.
• Accountable for managing outstation team\'s performance in achieving team National and Regional Sales Target and Growth by annual and cycle. Target includes Student Registration.
• Manage four region\'s Local Agents performance to achieve Regional Sales Target and Growth for both Taylor\'s University and Taylor\'s College through managing and maintaining good relationship with the Local Agents assigned.
• Operationalize four region\'s account management strategies, initiatives, processes and best practices for the region in managing strategic alliance with Local Agents relevant to sales growth.
• Support market intelligence and information gathering of competitors\' offerings.

WOW STUDENT EXPERIENCE

• Ensure that excellent customer service is always provided to new prospective students, parents and recruitment agents through all channels.
• Ensure timely responses to all enrolment-related requests by prospective students, parents and recruitment agents.
• Manage stock inventory and maintenance of the promotional materials and merchandise of Taylor\'s Higher Education for the team.

COST LEADERSHIP

• Support in optimizing the Sales Cost of Acquisition through improving process efficiency and productivity of the team.
• Assist in producing relevant reports as requested by the Manager.
• Strategize and implement sales and marketing plans for the targeted markets to increase student enrolment and to work very closely with the Institutional Marketing Department.
• Plan, implement and participate in all major student recruitment activities which include, but may not be limited to, education fair representations, Open Days and special events organized to attract potential students.
• Assist and to provide input in the development of marketing and promotional materials in all media to support the marketing activities of the University College/ University.
• Undertake any other projects that may be assigned from time to time by the Management of Taylor\'s University College/ University.

HIGH PERFORMANCE ORGANIZATION

• Manage and cultivate sales-driven culture within the team.
• Ensure technological adoption for the team to achieve the sales target.
• Coordinate meetings, staffing requirements and staff briefings.
• Undertake any other projects that may be assigned from time to time by the Management of Taylor\'s.

SCHOOL MARKETING IN CHINESE INDEPENDENT SCHOOLS (UEC)

• Responsible for overall school marketing planning and implementation of marketing strategies for UEC market across all regions in Malaysia (North, South, East Coast & East Malaysia).
• Initiate and maintain good working relationships with schools through good public relations related activities i.e., Sponsorships, banners, advertisements, etc.
• Responsible for the planning and monitoring of annual budget for marketing and recruitment activities.
• Manage and liaise with all key stakeholders and cross-functional departments on resources required for marketing and recruitment activities.
• Overall, in charge and responsible for all matters pertaining to the operations of regional office.

STUDENT RECRUITMENT OPERATIONS & SUPPORT

• Support market intelligence and information gathering of competitors\' offerings.
• Develop and implement the use of data analytics with the Marketing Insights and work closely with the Marketing, Digital & Tech team to measure progress and performance for effective, continuous improvement of recruitment initiatives.
• Monitor, track and develop action plans to mitigate gaps toward achieving the student recruitment target by annual and cycle periods, which includes both student numbers and revenue.
• Responsible for the development and execution of sales promotional activities for student recruitment purposes along the customer journey from the point of Lead to Registered Student

The role may be required to undertake other projects / evolve according to function\'s needs or organization\'s direction upon the discretion of the Head.
JOB SPECIFICATION
MINIMUM ACADEMIC/PROFESSIONAL QUALIFICATION
Degree in Business/Management/Marketing or related discipline
RELATED EXPERIENCE

• At least 10 years of working experience in an educational environment with at least three (3-5 years) in a leadership role.
• Business development and account management experience in the education environment is preferred.
• Experience in regional sales execution would be an added advantage.

COMPETENCIES (KNOWLEDGE, SKILLS & ABILITIES)

• Strong Selling and Counseling capabilities; including Customer Service experience.
• Familiar with Sales Tools, Processes and Technological development and management
• Familiar with Higher Education products customer profiling and competitor profiling
• Knowledge on ATL, BTL, Digital Marketing and Feeder School Marketing & Branding approaches
• Account Management & Execution strategies
• Cost benchmarking for Sales & Marketing effort
• Knowledge on agent network management and remuneration
• Footprint expansion, development, and optimization
• Proficient in English, Bahasa Malaysia and/ or Mandarin
• The ability to read, write and speak in Mandarin is compulsory.
• Knowledge and skills in using computer software. E.g., Microsoft software applications

COMPETENCIES (BEHAVIOURAL)

• Strong AMP

\xef\x82\xa7 Attitude - Value driven & good work ethics.
\xef\x82\xa7 Motivation - Highly self-motivated in achieving results.
\xef\x82\xa7 Passion - Highly interested in the purpose of Higher Education and impact towards society.

• Sales Driven - passionate about delivering results through effective sales methodologies and culture of excellence.
• Excellent presentation, communication and people management skills, inclusive counseling skills.
• Team Player - Experience in working across levels in broad and complex organizations and belief in achieving results through collaboration.
• Conflict Management ability to manage by identifying and handling conflicts in a sensible, fair and efficient manner.
• Project Management capabilities and able to plan, disseminate and monitor effectively to ensure success of project.
• Obsession with the customer - to prioritize deadlines, speed to service and a strong sense of urgency to complete tasks.
• Strong ability to communicate openly, truthfully, timely and with professional courtesy to all stakeholders internally and externally.
• Willingness and desire to roll up your sleeves and execute while also seeing the broader vision of the company.
• Have an entrepreneurial spirit and drive with the ability to work in a fast paced and dynamic environment.
• Align all staff to the department\'s SMASH (Speak Truth, Make It Happen, Amp Up the Experience, Start the Fire and Help Others Grow) values and the organization\'s vision.
• Willing to work beyond normal working hours and during weekends.
• Possess own transportation and willing to travel around Malaysia.

The company reserves the right to amend or include additional details of your job description at any point of time in any form of communication.

Taylor\'s Education Group