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Director of International Business Development

Company:HEADway People / Pôle Universitaire Léonard de Vinci

Location:France / Paris

Discipline:International Business Development

Employment Type:Permanent Full-time

Posted:2019-05-28

HEADway People is a leading direct sourcing specialist recruiting exclusively for the higher education, research and training sectors.  The Pôle Universitaire Léonard de Vinci (PULV), located in the Paris Défense district, has engaged our services for the recruitment of an outstanding individual for the position of:

Director of International Business Development

(based in central Paris, France)

Directly responsible to the senior management team and sitting on the Executive Committee, the Director of International Business Development will be in charge of recruiting fee-paying international students (English and French-speaking) onto the portfolio of programmes taught by PULV’s schools.

Working beyond the traditional scope of international relations (incoming/outgoing student mobility, double degrees, inter-university agreements, overseas campuses and offices), the successful candidate will have a strong international background and experience of recruiting and managing overseas students, as well as planning and delivering international business development activities.

1. Job purpose and main duties:

1.1. Upstream activities (planning)

  • Propose the international recruitment development strategy in line with PULV’s global marketing strategy and in collaboration with the Marketing & Communications Department, the International Relations Department and the programme management team,
  • Design the international multidistribution strategy (sales) for PULV products,
  1. B2B (institutional collaborations) working with the international relations team
  2. B2C: direct sales (especially at fairs / exhibitions) in collaboration with the admissions/marketing & communications teams
  3. B2B2C via agents and country managers,
  • Set up, propose and manage projects to achieve recruitment objectives,
  • Suggest any necessary improvements to the organisation of the International Business Development Director’s department and to relations with other departments at PULV,
  • Develop an innovative approach, whilst respecting PULV’s framework,
  • Propose a well-structured budget consistent with the actions to be carried out and the results expected,
  • Participate in the international franchising of programmes taught by PULV’s schools: operational assistance in setting up projects, partner relations, coordination, etc.

1.2. Recruitment development activities

  • Manage the multichannel international marketing strategy (print, web, social networks) in collaboration with the admissions / marketing teams,
  • Integrate processes and tools into our dedicated information system (applicant web portal and internal information systems) for monitoring applications and reporting on the recruitment of international students,
  • Manage downstream post-admissions and pre-arrival operations in collaboration with the international relations team,
  • Develop, reinforce, evaluate, manage and improve the network of agents and country managers / Contribute to the successful operations of the worldwide network of agents and country managers: provide accurate and timely information on new products, run information meetings, advise on specific points (eligibility, profiles of candidates to be recruited, etc.),
  • Manage and participate in a range of recruitment events across the globe (fairs, exhibitions, webinars, etc.), offer advice and individual supervision of candidates, ‘sales’, follow-up on registrations, arrivals on-site.

1.3. Off-site programme operations

  • Identify foreign partners and negotiate with them the off-site delivery of PULV programmes in line with the internationalisation strategy and in compliance with national and international accreditation standards,
  • Design and build a profitable business model for off-site programmes,
  • Deliver off-site programmes in collaboration with the relevant programme management teams.

1.4. Marketing of short courses (Summer & Winter programmes)

  • Identify foreign partners and negotiate with them the marketing of short courses delivered by PULV (on or off-site),
  • Design and build a profitable business model for short courses,
  • Deliver short courses in collaboration with the relevant programme management teams and the International Relations Department.

1.5. Monitoring of activities, sales reporting & business intelligence

  • Draw up, measure and monitor KPIs for international business development activities,
  • Carry out quality assurance checks on the marketing / communications / distribution tools used,
  • Collaborate with relevant programme management teams, the international relations team and support services,
  • Carry out regular internal reviews on course/programme portfolio developments at PULV,
  • Participate in monitoring competitors through operational benchmarking of their initiatives in the field,
  • Contribute to the continuous improvement of Group practices,
  • Regular sales activity reporting and evaluation.

1.6. Management

  • Participate in providing high-quality information in British English to the marketing & communications teams to enable the effective delivery of admissions marketing material to ‘fee-paying’ students,
  • Contribute to enabling the rapid internal structuring of international programme management processes through interacting with PULV schools and transverse services (Finance, International Relations, Information Systems Departments, etc.).

2. Person specification

2.1. Experience and essential personal qualities

  • Educated to Master’s degree level,
  • Highly developed interpersonal and communication skills, both in French and in English (bilingual).  Knowledge of a third foreign language would be appreciated,
  • Knowledge of the higher education sector,
  • Knowledge of the administrative procedures for the recruitment and arrivals of international students (Visa requirements, relations with Embassies, Campus France, etc.),
  • Successful previous experience in a similar experience, coupled with a significant track record,
  • Well-developed international networks (partners, agents, Campus France…),
  • Leadership experience; able to motivate and lead others,
  • Proven track record of successful negotiations in an international context,
  • Experience of working in a service-oriented business environment.

2.2. Operational knowledge

  • Project management in an international context,
  • Management of international admissions procedures and overseas students,
  • Sales techniques: prospecting and development,
  • Marketing techniques, especially digital marketing,
  • B2C & B2B sales of programmes and courses,
  • Sales reporting,
  • Proficiency with Microsoft packages (Excel, Word & PowerPoint) and able to use CRM software and databases confidently.

2.3. Desirable personal qualities

  • Strong sales acumen and the ability to obtain commitment,
  • Able to offer solutions and a good listener,
  • Able to adapt communications to different audiences (internal - staff, students, professors in charge of courses/programmes - and external - prospective students -), situations and subjects,
  • Dynamic and able to think innovatively,
  • Rigorous, organised, professional integrity, results-oriented, responsive,
  • Outgoing with excellent interpersonal skills,
  • Determined and able to work autonomously,
  • Enjoys rising to challenges,
  • Neat appearance and ability to be the external face of PULV,
  • Team spirit,
  • Highly available and willing to work flexibly.

3. Recruitment process:

Please email your application to: s.obarowski@headway-advisory.com

Following two interviews with HEADway recruitment consultants, shortlisted candidates will be invited to attend further interviews with the PULV senior management team.

Contact Person:If you wish to apply for this position, please specify that you saw it on AKADEUS.

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