Organisation: UK NARIC, ECCTIS Ltd.
Location: Cheltenham, Gloucestershire, UK
Salary: Dependent upon experience
Benefits: An additional, target driven, financial reward scheme based on individual performance, Pension Scheme, Private Health Care and Employee Assistance Programme.

About:

UK NARIC (www.naric.org.uk) is the official UK national agency for recognition of, and expert advice on, international qualifications and skills. We work with the UK Government; overseas governments and agencies; all UK universities; and educational institutions, industry sector bodies, awarding organisations, employers, and professional institutes both in the UK and internationally.

The Role:

UK NARIC is self-funding through individuals ordering official statements of recognition from us, and also through revenue streams from organisations – subscriptions from member institutions, and income from activities that range across training, events, conferences, tailored services, and consultancy.
UK NARIC’s international education and qualifications data, and its services, are in demand. We are growing and expanding.

We are seeking an experienced and dynamic Head of Commercial Division to lead this continued growth and successfully develop the potential of UK NARIC’s B2B service offer.

The ideal candidate will be a positive individual able to motivate the managers and teams within the Commercial Division. You will have ideas and encourage ideas from others. You will need to lead but also work effectively across the organisation with other experienced senior managers and specialists. You will also need to build relationships with a number of key partner organisations.

This is a complex role that requires sound judgement. You will need to be completely confident in devising, leading, and executing sophisticated sales, marketing and negotiation strategies, and in developing new products and service offers. You will be interfacing with demanding and critical audiences and client groups. Ideally, we need a person who is strategic in approach, able to recognise potential and ‘join the dots’, but also, a doer. You will need excellent presentation skills and interpersonal skills.

The successful candidate is likely to have 10 or more years’ experience in sales, marketing, or commercial management, including senior management roles and experience of B2B and more consultative approaches to sales. Experience in the education or related sectors is desirable, but not essential.

Reporting to the Managing Director, the Head of Commercial Division is formally responsible for the oversight of UK NARIC’s commercial teams, and the achievement of revenue targets. You will have lead management responsibility for the continued delivery and development of high-quality services to our organisational members in line with our commitments as a national agency and in order to sustain and grow our subscription
base.

The role is based in our Cheltenham headquarters. Some UK travel is required, and there may be occasional travel overseas.

Responsibilities: 

  • Lead and motivate the Division to improve performance and quality of service and meet and exceed revenue targets 
  • Effectively line manage the Division’s senior managers and oversee the management of teams and people in the Division 
  • Develop new commercial strategies to increase performance, quality and revenue; and lead, manage and execute these
  • Plan and develop the product/service offer to ensure quality and profitability and work effectively across the company to deliver this and to launch new services
  • Drive and develop the company’s commercial business to ensure continued growth with demonstrable positive financial results
  • Gather and build market intelligence, identify relevant market changes and apply these insights in the business planning process 
  • Effectively manage Government and commercial contract commitments, ensuring that high service standards are maintained and further improved
  • Nurture and develop relationships with key clients and important partner organisations 
  • Act effectively as a senior representative and ambassador for the company 
  • Work constructively and collaboratively with other managers and specialists across the company to achieve Division objectives and company goals
  • Maintain effective communications with colleagues across the company 
  • Ensure that managers and teams in the Division comply with company policies, take part in appraisal/review processes, and undertake appropriate training and professional development 
  • Make positive contributions to overall company strategies and growth.

Person specification

Please note: All Applicants must have permission to live and work in the UK

Qualifications

Essential:

  • A Bachelor level degree from a UK University 

Desirable:

  • UK Postgraduate degree or relevant professional qualifications

Skills, attributes and experience

Essential:

  • Skills, attributes and experience
  • 10 or more years’ experience in sales, marketing, or commercial management
  • 3-5 years of successful experience in a senior management role in a similar environment
  • A demonstrable track record of planning, leading and driving business growth 
  • Proven abilities to lead and motivate others, to improve performance and to meet and achieve targets, including revenue and financial targets 
  • Experience of line management and managing teams
  • Ability to devise, lead and execute sales, marketing and commercial strategies to improve performance and deliver growth
  • Successful experience of consultative approaches to sales in B2B contexts
  • Experience of negotiating contracts for services and managing and monitoring service delivery
  • Excellent interpersonal, communication  and negotiation skills
  • Excellent presentation skills
  • Ability to build strong working relationships and work collaboratively across the company
  • Strong organisational and analytical skills
  • Numerate with an ability to price plan, formulate tenders and proposals, devise sales and revenue plans, set and report on financial targets, and work with budgets and financial information
  • Highly motivated, positive, enthusiastic and inspirational
  • Strategic thinker able to operate at macro and micro levels
  • Creative, innovative, able to think outside the box

Desirable:

  • Knowledge of the UK and/or international education sector
  • Experience of working with government
  • Knowledge in the area of migration and the international skills market
  • Knowledge of conducting business internationally
  • Knowledge of membership organisations or membership models
  • Experience of conferences, exhibitions and events

To apply, please send a comprehensive CV and a covering letter to recruitment@naric.org.uk setting out, with reference to the person specification, why your background makes you a good fit for this role. Please include details of two referees.

Interview venue: UK NARIC, Suffolk House, 68-70 Suffolk Road, Cheltenham, GL50 2ED, UK

Interview dates: To be advised

 

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