Training Business Manager

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Overview / Purpose of the position

To implement the vision mission and strategy for accelerated sustainable and profitable growth of the training business in Malaysia through a combination of leadership and partnership with the group training function regional executive and business stream/sector managers.

Advise and consult with the regional executive stream/sector leaders on the adoption of proven commercial strategies for growth including improvements to their teams processes systems and product deployment.

Responsibilities & Accountabilities

General

• To lead and deliver the training stream strategic plan aligned to market and company growth expectations
• Ensure compliance with BSIs policies technical legal and accreditation requirements in the context of public in-house bespoke training and/or Best Practice Program delivery
• To achieve financial plan targets for the Training stream including sales revenues gross profit and contribution in close collaboration with Sales Marketing and Operations.

Commercial

• Lead and manage the Public Training and In-House Training sales team to drive annual growth and increase market share.
• Lead and manage the sales of Enterprise Training Solutions (ETS).
• Establish an effective and mutually beneficial Channel Management function work with Sales to partner with resellers referrals and partnership organizations to co-create value with BSI
• Lead and support the internal training for the sales team especially on new products and services
• To contribute to and manage the development of new training solutions and innovative delivery models.
• Together with Marketing and Sales functions establish effective Marketing/e-commerce channels/web sales.
• To deploy and maximize market penetration of the global/APAC training portfolio.
• Support Sales with client meetings especially for large training opportunities.
• Stay informed on market developments and analyze competitor activities to ensure sustained competitive advantage.

Operational

• Prioritize operational efficiency of training business by overseeing and optimizing resource and structure qualifications utilization and process
• Create a highly efficient and effective team of Training Operations in synergy with Operational capacity from the System Certification team
• Create a highly efficient and effective team of tutors and external tutors to ensure the highest level of resource utilization and quality
• Establish Tutor Community with internal and external experts (Associated Tutors)
• Maintain and develop Tutor Qualifications to be on top of the competence level
• Manage and control service delivery of Enterprise Training Solutions (ETS)
• Project and Program Management of key account delivery and launching new training services in the cluster
• To work on a learner and more strategic customer journey through digital transformation together with the Global and Regional Training teams
• To work with the key stakeholders and peers to understand and implement an efficient and best-in-class training delivery and maximize training for other sales opportunities.
• To work with Headquarters and the local team to manage the training curriculum in Malaysia ensuring the training courses meet market requirements and client demand.
• To manage the training material of all courses (including OD) properly developed translated (if needed) and maintained.
• To work with the team to ensure smooth registration of courses and tutors with HRDC as well as to effectively manage all HRDF-related claims.

Management responsibilities

• Lead a team of direct reports including Tutors Training Operational Support and Training Sales
• Foster a collaborative culture aligned with the companys mission and strategic goals.
• Interface with other functions and departments including KPIs SLAs to underpin key processes to maximize market potential on various levels of leadership Marketing and Sales.

Product Knowledge

• Articulate why BSI training is the market leader in assurance training.
• Apply product features and benefits to customers needs to win business.
• Articulate BSIs training products and qualifications to generate returning client sales.
• Apply knowledge of competitors to explain the full business advantages of BSI products.
• Understand robust training delivery model and promotional tactics.

Key Results Areas

• Financial performance KPIs sales revenue GP and contribution
• Can improve efficiency in the process deliver efficiency gains by digital solutions streamlining the workflows and resource allocation
• Can drive and deliver training business growth
• Can motivate direct reports and related teams to achieve and overachieve business expectations

Customer Focus

• Can articulate to clients the value of using the portfolio of BSI products and services to meet their needs.
• Able to interpret data and information about the Customer to solve problems add value and exceed expectations.
• Can demonstrate an in-depth understanding of the markets anticipate developments and engage with customers on how to improve performance.
• Able to demonstrate high quality and reliability in the delivery of the activity.

Person Specification

Knowledge and Experience

• Min of 3 years of solid experience in managing a team of training sales.
• Minimum of 2 years of commercial leadership experience in the training business in the Malaysian market.
• Proven track record of effectively managing and developing training business with a proven revenue growth record.
• Deep social media and digital marketing knowledge and proven experience.
• Experience with Digital transformation projects will be preferred
• Experience preferably in commercial events/training/publishing or related.
• New training business model development experience.
• Excellent in presentation skills.

Skills and Abilities

• Exemplify a high level of compliance in accordance with the business requirements
• Able to communicate present and influence at all levels within an organization including C-level
• Good command of customer relationship exploration maintenance and development.
• Analytical in data clear and open-minded

Education / Qualifications

• Bachelors degree and above

Personal Qualities / Aptitudes

• Strong strategic thinking and operational deployment
• Ability to manage workloads effectively including balancing projects and changing priorities
• Well organized and self-motivated with the ability to work independently or as part of a team
• Ability to communicate and interact with other cultures effectively
• Highly motivated and passionate
• Shows initiative and can shape a new role

About Us

BSI is a business improvement and standards company and for over a century BSI has been recognized for having a positive impact on organizations and society building trust and enhancing lives.

Today BSI partners with more than 77500 clients in 195 countries and engages with a 15000 strong global community of experts industry and consumer groups organizations and governments.
Utilizing its extensive expertise in key industry sectors - including automotive aerospace built environment food and retail and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs.
Living by our core values of Client-Centricity Agility and Collaboration BSI provides organizations with the confidence to grow by partnering with them to tackle societys critical issues from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world.

BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.