Position Description
Position title
Lead Business Development Innovator
Department/School
International Office
Faculty/Division
Strategic Engagement
Reports to (Title)
Director International
(6)
International Business Development Manager,
International Sponsored Students Specialist,
Direct reports
International Marketing Officer, Senior Financial
Insights Analyst, International Recruitment and
Development Manager, Project Manager India
Strategy
Children’s Worker (Children Act 2014)
Not applicable
The University of Auckland as an employer
ABOUT THE FACULTY or DIVISION Under the leadership of the Deputy Vice-Chancellor (Strategic Engagement) the International Office
supports the development, maintenance and strengthening of key international relationships that will
enhance and enable our ability to perform as a globally competitive University.
The University of Auckland’s international objectives are to actively engage in international partnerships
and activities which:
• Position the University of Auckland as a leading research university
• Enable participation in innovative and collaborative projects
Last updated: February 22
• Provide international opportunities for students and staff
• Benchmark against international standards, and
Support the internationalisation of staff and students.
MAIN PURPOSE OF THE POSITION
The Lead Business Development Innovator is responsible for leading a professional team responsible
for international business development, market activity planning and research, management
information reporting and performance evaluation in the International Office (IO). The Lead Business
Development Innovator works closely with the Director International, Deputy Directors, and Faculty
International Managers to develop and implement strategies to achieve the University’s significant
international student recruitment targets. The Lead Business Development Innovator will work to build
and manage key relationships with agents and partner institutions, identify and develop business
opportunities, negotiate and close articulation agreements and other institutional arrangements and
maintain extensive knowledge of current international market conditions and trends.
The role provides leadership and support towards the four priority recruitment strategies of the IO’s
strategic plan: Transnational Education (TNE); Postgraduate Taught programmes (PGT); Non-Award
(SA); and Outbound (SA).
Offshore and domestic travel is required. Some evening and weekend work is required.
WHAT YOU ARE EXPECTED TO DELIVER
Strategy, Planning & Decision • Apply extensive knowledge of the international education export
Making
market to contribute to the achievement of annual and long-term
student recruitment targets for the University.
• Identify and advise the Director International, Deputy Director,
Associate Director, Senior International Manager and International
Managers to strategic opportunities to support the achievement of
international student recruitment targets including new programme
opportunities, articulation and other partnering opportunities.
• Champion the international marketing and recruitment challenge
within the University by presenting to colleagues, engaging in
dialogue and by regular reporting of progress, opportunities and
achievements.
• Contribute to the development of the strategic and annual
operation plans for the International Office to drive efficiencies in
international student recruitment.
• Responsible for the reporting of international business
development travel.
• Develop and manage relevant international agreements with
sponsors relating to the placement of students at the University.
• Develop, manage, and grow the International Office’s Central
Scholarships Fund to ensure $1mil maximum spend.
• Lead on the growth and maintenance of the market share of the
New Zealand Scholars programme (an $8mil revenue stream in
2017)
Operational Activities
Business Development
• With relevant internal and external stakeholders, lead on the
development and implementation of new postgraduate taught
masters (PGTM), including new offshore pathways.
• With relevant internal and external stakeholders, lead on the
development and implementation of the Transnational Education
(TNE) strategy, including new offshore pathways, working with the
Director and faculties.
• Identify potential institutional partners, and the decision makers
within the institution.
• Research and build relationships with new institutional partners;
plan approaches and pitches; work with senior academic leaders to
develop proposals that address the needs, concerns, and objectives
of institutional partners; participate in pricing the solution/service
as required; resolve objections by working through differences to a
Last updated: February 22
positive conclusion.
• Present new products and services and enhance existing
relationships with agents and institutional partners.
• Arrange and participate in internal and external client debriefs.
• Brief the International Marketing team to develop effective
marketing campaigns and web and print col ateral.
• Grow and leverage the University’s existing networks of agents and
institutional partners, particularly through the agent incentivisation
strategy.
• Prospect for potential new students by attending recruitment fairs
and other events, as needed, in col aboration with the International
Managers, other IO staff and faculty representatives.
Student Conversion and Retention
• Work closely with the Applications and Admissions Office to ensure
that University targets are understood, and that initiatives and
objectives to recruit International Students are communicated.
• Contribute expert knowledge and advice to influence international
admissions policy to support the achievement of the University’s
international recruitment targets in key markets.
• Monitor trends in key markets for Postgraduate and Undergraduate
entry requirements and propose revisions as appropriate.
• Work with Associate Director, Applications and Admissions, and
Contact Centre to maximise and monitor the conversion of
international applications to enrolment of undergraduate,
postgraduate and study abroad students against set targets,
including the proposal of specific conversion campaigns for key
targets and/or programmes.
Relationship Management
• Demonstrate a high level of interpersonal skills through relationship
management, advocacy and negotiation either internally or with
outside organisations or key stakeholders.
• Manage group dynamics, providing effective leadership and
direction.
• Develop and maintain strong collegial relationships between
International Office, faculties, and other service divisions to ensure
plans and strategies are aligned.
• Manage regional scholarship programmes and sponsorship bodies
and international relationships with government organisations,
recruitment agents, foundation providers and other key external
stakeholders.
• Work effectively with the international marketing team to maximise
international student enrolments.
• Contribute as appropriate to the hosting of international visitors.
• Represent the University at national and international events.
Staff Leadership
• Provide leadership, mentoring and direction for direct reports.
• Ensure that staff develop a level of university awareness relevant
to their position, including knowledge of appropriate policies,
procedures and regulations.
• Model and encourage behaviours aligned to the development and
maintenance of a culture that is inclusive, flexible and encourage
excellence.
• Ensure that Business Development team have the appropriate level
of responsibility, training and resources to perform their jobs
effectively and achieve the agreed goals.
• Adhere to University policy and procedures relating to the
management of staff within the University.
• Assist the Director with the planning of offshore recruitment
activities and provide advice and direction to the recruitment team.
• Provide leadership in training and mentoring the recruitment team
on best practice.
Resources
• Approve travel and event bookings for recruitment programmes
within financial delegation.
• Provide monthly reporting to management.
Continuous Improvement
• Work collaboratively toward operational and strategic continuous
improvement initiatives at a university level and throughout the
faculty
Last updated: February 22
• Undertake projects as agreed with the Director International, Dean,
Associate Deans and/or identify projects that wil advance the
development of department activities within the faculty.
KNOWLEDGE, SKILLS, EXPERIENCE AND CAPABILITIES
Qualifications
Essential:
• Bachelor’s degree of relevant tertiary qualification or
equivalent experience.
Preferred:
• Postgraduate qualification.
Experience
Preferred:
• Minimum 5 years’ experience in the tertiary education
sector, marketing and recruitment fields, or similar
sectors.
• Proven business development experience and relationship
management experience in international education or
high-level corporate environments.
• One year’s experience working or studying in another
country.
• Marketing and recruitment experience in at least five
international student markets of importance to the
University.
Skills and Knowledge
Essential:
• Experience developing and implementing processes and
Systems.
• Knowledge of policy environment impacting on sector
growth.
• Demonstrated ability to synthesise complex data and
communicate with influence on strategic programme
development opportunities.
Preferred:
• Functional proficiency in a foreign language spoken in one
or more key source markets.
• Strong understanding of international education systems,
including nationally approved minimum admissions
requirements.
Leadership Capabilities
Essential
Refer to the Leadership Framework
The five leadership dimensions and associated capabilities (5D Leadership) reflect and encourage a culture
of distributed leadership for all staff. The Leadership Framework is an important part of how we attract,
select, develop and enable staff achievement.
KEY RELATIONSHIPS
Internal:
External:
• International Marketing Team • Government agencies
• International Managers Team
• Recruitment agents
• Faculties
• Pathway providers
• Applications and Admissions
• Partner institutions
Office
• Contact Centre
DELEGATED AUTHORITY Human Resources
Has full supervisory / managerial responsibility, includes allocation of work, accountability for their
outputs, quality etc, and review of their performance and development.
Last updated: February 22
HEALTH AND SAFETY All staff have a responsibility for their own health and safety, and that of others who may be
affected by their work and their acts or omissions.
Staff will:
• Ask for assistance if they are unsure what to do
• Make themselves aware of and follow the contents of the University’s Health and Safety Policy,
standards and guidelines
• Undertake all health and safety training and induction, as required
• Report any unsafe or unhealthy working conditions or any faults in equipment to the Academic Heads
or Directors of Service (or their delegated nominee)
• Ensure that all appropriate personal protective equipment is worn or used as required
• Familiarise themselves with and adhere to local emergency procedures and how to provide
appropriate assistance to others
OCCUPATIONAL HEALTH The following aspects of the role require a good level of health and fitness, or involve risks to
health in some pre-disposed individuals, and require referral for a pre-employment health
assessment and/or ongoing health surveillance.
FINANCIAL RESPONSIBILITY Budget Expenditure
•
Responsibility for managing own operating expenditure budget.
•
Authorised to spend from Manager’s operating expenditure budget.
Purchase Orders
•
Maximum authority to approve/issue purchase order to the value of:
-
$10,000
Purchase Card (P-Card)
•
Monthly limit of $10,000 and per transaction limit of $2,000
Correspondence
•
Authority to sign external correspondence
Last updated: February 22
TABLE TWO: 5D LEADERSHIP CAPABILITIES
These capabilities are for Professional Staff Senior Leaders and
Academic Staff: Associate Professor, Professor and Academic Heads
Dimension
Capabilities
Personal Attributes: Displays integrity, professionalism, adaptability and courage,
accurately perceiving and interpreting own and others’ emotions and behaviours in
Exhibiting Personal
the context of the situation to effectively manage own responses, reactions and
Leadership
relationships.
Rangatiratanga
Role modelling leadership
Interpersonal Effectiveness: Communicates with clarity, using constructive
behaviours to engage others and
interpersonal behaviours and interactions to influence others, resolves conflict and
support the University’s values and
aspirations.
inspires cooperation and achievement.
Global & Commercial Acumen: Demonstrates an understanding of the competitive
global environment and key market drivers, as wel as an awareness of economic,
social and political trends that impact the University’s strategy, and uses this
understanding to create and seize opportunities, expand into new markets and
deliver programmes, teaching and learning, research and service.
Establishing Strategic Direction: Establishes and commits to a strategic direction
Setting Direction
for the Faculty/Service and University based on an analysis of information,
Mana Tohu
internal/external drivers, consideration of resources, and organisational values to
Establishing and committing to
clearly communicate a compel ing view of the future.
plans and activities that will deliver
the University’s strategy.
Stakeholder Service: Ensures that the service provided to stakeholders is a driving
force behind decisions and activities; crafts and/or implements service practices that
meet the needs of stakeholders (including students and staff) and the University,
including a safe and healthy environment.
Building Strategic Partnerships: Identifies opportunities and takes action to build
strategic relationships with stakeholders inside and outside the University to help
achieve strategic aspirations and objectives.
Innovating and Engaging
Whakamatāra
Facilitating Change & Innovation: Facilitates and supports University changes
Identifying, creating and responding
needed to adapt to changing external/market demands, technology, and internal
to relationships and opportunities to
initiatives; initiates new approaches to improve results by transforming
improve and progress the
University/community culture, systems, or programmes/services.
University.
Scholarship / Professional Development: Engages in discovering, integrating,
applying and disseminating the knowledge and professional skil s necessary to be
successful in current and future roles; promotes col egiality and actively pursues
development experiences to improve personal impact and that of the University.
Championing Equity: Leads strategic decision making and implementation for Te
Enabling People
Tiriti o Waitangi and equity objectives, and values the capabilities and insights of
Hāpai
those with diverse backgrounds, styles, abilities, and motivation.
Developing self, others and teams
so they can realise the University's
Building Talent and Engagement: Establishes systems and processes to attract,
strategy and values.
select, develop, engage, and retain talented individuals; creates a work environment
where people can realise their full potential, thus al owing the University to meet
current and future chal enges; coaches and develops others to excel in their current
or future position; drives a culture of col aboration and engagement.
Decision Making: Identifies and understands issues, problems, and opportunities;
compares data from different sources to draw conclusions and uses effective
approaches for choosing a course of action or developing appropriate solutions; takes
Achieving Results
action that is consistent with available facts, constraints, and probable consequences.
Whai hua
Accepting accountability for making
Implementing Strategy: Translates strategic priorities into operational reality and
decisions and taking action to
drives high standards for own and others’ accomplishment; creates alignment to
deliver the University's strategy and
ensure activities produce measurable and sustainable results; tenaciously works to
deliver excellent results.
meet or exceed chal enging objectives; maintains fiscal responsibilities and seeks
continuous improvement for al levels.
Last updated: February 22
