About us

Kaplan International Pathways, is a division of Kaplan Inc, part of Graham Holdings (NYSE: GHC), offers international students a wide range of flexible study options - from University preparation programmes in the UK, Australia, USA, China and Japan through to full degree programmes in Singapore, Hong Kong and Australia. Through our academic partnerships with leading universities, our expertise in student recruitment, our exceptional teaching and a real focus on customer service and pastoral care, each year we are proud to welcome thousands of students from more than 100 countries through the doors of our colleges.

About the role

We are recruiting for a Director of Sales, UK Programmes (UK), to lead a global team of sales managers to reach ambitious sales targets and to develop and maintain industry-leading service levels for students, agents, parents, sponsors and partner universities. The Director of Sales (UK), will work closely with the Director of Sales (US), to set the vision, leadership, management and coordination of the Sales team. Both of these positions report to the Senior Director, Marketing and Recruitment. The line management of the global sales team will be split between both the UK and US directors, using a matrix management approach. The position will sit within our Senior Management Team along with the Directors of Admissions, Global Engagement, and Marketing and Content teams and you will work together to continuously improve our service and processes and achieve collective goals.

The position is suited to an experienced, talented and solution-focused professional who is willing to ‘roll with the punches’ to get the job done. The ideal candidate will not be fazed by working on a large repertoire of projects, sales channels, targets and priorities. Your workload will be varied and there is no such thing as a typical day! You will be a ‘people person’ who enjoys is highly adaptable and responsive to the changing needs of customers and the business itself.

The successful candidate will have extensive sales and conversion management experience and will relish the opportunity to represent and cultivate a high-value, premium brand product.

Responsibilities include but are not limited to the following:
1. Meeting recruitment targets:

  • Ultimate responsibility for meeting international student recruitment targets for our UK Pathways and UK Direct Entry programmes
  • Responsibility to meet other product targets from markets within your reporting line. This will include our US and Australia programmes and may include recruitment to Kaplan Online Learning and A-level programmes at Mander Portman Woodward.
  • Analysis of student recruitment data and trends, identifying opportunities to maximise student recruitment
  • Coordination of all recruitment activities (marketing strategies, channel development, use of social media)
  • Support growth of accommodation sales and develop strategies for growth, in liaison with the Head of Accommodation Sales and Bookings
  • Resource markets and teams within set budgets, adapting throughout the year to opportunity and risk
  • Identify new sales and conversion tactics and technologies with the aim to be cutting edge with new generations

2. Team Management and Development:

  • Line management and development of Regional Directors and Regional Managers based in the UK and overseas
  • Set a clear vision, expectations and standards for your team and lead by example
  • Strike an appropriate balance between incentivising and performance managing
  • Create a strong, collaborative team culture to encourage idea and best practice sharing
  • Ensure visa and regulatory compliance requirements are upheld throughout the counselling process, raising any risks to the Director of Student Recruitment.
  • Ensure GDPR compliance throughout the conversion process and identify and manage any risks


3. Operations and Process Management:

  • Identify and deliver on key projects that enhance recruitment and improve customer service for customers
  • Be the ‘voice of the market’ to support recruitment projects including new university partnerships and product launches
  • Plan and manage an Operations Calendar of market-facing events and activities and arrange appropriate resources for each activity
  • Identify and manage process and systems development


4. Senior Management Team Responsibilities

  • Be the ‘face’ of the Senior Sales team with internal and external stakeholders, representing the business at a high level within varied settings
  • Provide regular management information including market trends and forecasts, risk and opportunities
  • Identify business development opportunities and solutions to problems
  • Be a driver of positive change within the recruitment team and the wider business to meet business priorities
  • Create harmonious, collaborative and supportive working relations with other teams and stakeholders

About you:

  • An undergraduate degree
  • Substantial practical experience of strategic recruitment of students into schools or institutions
  • Extensive experience of international student recruitment markets and trends
  • Experience formulating and executing department strategy
  • Strong experience in leading and managing sales staff to on-target results, within budget
  • Interest in and experience of the digital environment
  • Strong business acumen and commercial savvy
  • Excellent interpersonal skills with the capability and confidence to lead, motivate, facilitate and negotiate well at all levels of an organisation
  • Problem solving, patience and organisational skills to deal with complex and difficult situations autonomously as they arise
  • An entrepreneurial spirit and the ability to respond positively to change, and navigate staff through change
  • Strong cultural awareness 
  • Extensive experience working with CRM technology, ideally Salesforce
  • Willing to travel internationally up to 10 weeks a year
  • Experience of studying or working overseas would be a distinct advantage

Application Procedure

Please apply with your CV and covering letter.

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