Exams Business Development Manager Jordan and Lebanon at British Council

The British Council builds connections, understanding and trust between people in the UK and other countries through arts and culture, education and the English language. We work in two ways – directly with individuals to transform their lives, and with governments and partners to make a bigger difference for the longer term, creating benefit for millions of people all over the world. We help young people to gain the skills, confidence and connections they are looking for to realise their potential and to participate in strong and inclusive communities. We support them to learn English, to get a high-quality education and to gain internationally recognised qualifications. Our work in arts and culture stimulates creative expression and exchange and nurtures creative enterprise. We connect the best of the UK with the world and the best of the world with the UK. These connections lead to an understanding of each other's strengths and of the challenges and values that we share. This builds trust between people in the UK and other nations which endures even when official relations may be strained. We work on the ground in more than 100 countries. In 2019-20 we connected with 80 million people directly and with 791 million overall, including online and through our broadcasts and publications.

Role Purpose

The purpose of this role is to build relationships, identify needs and enhance opportunities with key accounts to meet business related targets. The role is also required proactively resolve issues, add value and ensure delivery on expectations. On a daily basis the role executes the country key account strategy and plan. The post holder must work closely with the exams, commercial, marketing teams to identify new opportunities and secure new clients and continue to grow future business. S/he must manage existing clients and ensure they stay satisfied and positive, providing solutions and services that meet or predict clients’ future needs

Main Accountabilities

Market and customer intelligence

• Monitors and evaluates market/customer/stakeholder trends to identify areas where business can be developed and proposes plans that respond to opportunities or threats appropriately, profitably and in accordance with corporate policies/priorities.
• Participates actively in relevant external industry networks to acquire an in-depth market knowledge, promote the British Council’s end-to-end offer, and gain early awareness of new business opportunities.
• Participates actively in internal networks and knowledge management systems to ensure market and customer intelligence is shared in a timely and high-quality fashion to maximise the effectiveness of British Council’s product development and commercial planning.
• Maintains an in-depth understanding of competitors and the wider competitive landscape in the Professional & University exam delivery space.

Winning business

• Actively seeks out, clarifies, and pursues opportunities for new business with new and existing clients by building close relationships with clients, understanding client tendering processes, and identifying and monitoring public tender portals.
• Represents the British Council at customer presentations and negotiations, ensuring the commercial/strategic interests and professional reputation of the organisation are protected and promoted.
• Monitors capacity and drives up/pull forward business to business to customer (B2B2C) sales to fill capacity
• Practices Relationship Management, development and reviews (including mapping and delivering face-to-face (F2F) touch-points, annual and quarterly reviews for big accounts

Account and stakeholder management

• Manages and delivers in year account plan
• Links with business to business (B2B) support from Operations team to set and review quality of delivery to support account relationship.
• Links with Marketing for targeted events, campaigns and collateral to support retention and value add plus demand projections
• Links with Customer Services to ensure sales strategy is implemented and updated
• competitors’ analysis
• Undertakes contract review and refresh
• Works to defined Account Relationship standards and frameworks
• Prioritises own work activities, from long terms plans into day-to-day activities.
• Builds relationships and uses influence to work with others internally to grow the business

Reporting and analysis

• Using standard procedures and templates, regularly records, analyses and reports on operational activity levels and performance data, to support senior managers in making timely and effective business decisions that respond to operational needs.

About You (essential Requirements For The Role)

• Proven experience of planning, designing and implementing business development or marketing plans in an education/training sector context.
• Contract management
• Experience of building relationships, identifying needs and enhancing opportunities with key accounts, clients and stakeholders
• Market intelligence and horizon scanning.