Training Development Manager

Job description / Role

With more than 700 people, 180,000 members, over 140 years of history and a commitment to setting and regulating the highest professional standards across land, real estate, construction and infrastructure: welcome to RICS. Today, we’re in more demand than ever thanks to worldwide development and globalisation of the sectors we serve. We see it as an opportunity to set consistent global standards, to shape the world around us with our advice and benchmarks and we’re passionate about what we do, and we expect our people to be too.

In return for your belief and talent, we can offer something very special: the chance to be part of an expanding organisation, where your contribution and commitment can take you far. As RICS grows, there’ll be every opportunity to grow with us, to be creative and gain recognition.

Overview of role:
In support of our regional expansion of training across the MENA region, we are looking for someone to take responsibility for strategically and actively promoting RICS’ training products to a target set of firms and governments. This role will be primarily focused on the growth of RICS’ Training sales and the successful candidate will be responsible to develop and execute target business development strategies.

The Training Development Manager will be responsible for identifying and qualifying in-house training opportunities, writing proposals and managing the delivery of those training contracts for both bespoke training projects as well as off the shelf training courses. Extensive travel is required with this role and the individual is expected to be spending around 70% of their time visiting clients and generating business and 30% on office based administration. Reporting to the Training Manager based in Dubai.

Key responsibilities include:
• Grow the training business through the identification and creation of a pipeline of in-house training opportunities
• Implement and execute procedures to support effective sales pipeline management and strategies and monitor and report on activities and progress.
• Meet and exceed individually set targets – Revenue, Accounts, Opportunities
• Work closely with the Training Manager and MENA Managing Director to hit overall regional targets for Training.
• Develop and execute sales strategies for existing and new training products.
• Articulate and communicate emerging client needs to assist in appropriate new training product development.
• Identify and prospect appropriate new firms to meet targets.
• For each target firm, develop a contact list and approach systematically.
• Increase income from Training sales on a proactive basis where significant opportunities exist.
• Gain market intelligence to improve conversion of opportunities into revenue.
• Generate regular client insights to inform the development of new training products.
• Identify and clarify client training needs and design bespoke in-house training solutions that meet customer needs
• Ensure training opportunities are qualified commercially in order to create a commercially appropriate bid
• Write training proposals and bids as required; refining solutions through ongoing relationship management
• Design and construct courses as per client requirements using regional faculty
• Working with the Training Operations Coordinator;
• Create course delivery plans and manage the execution of those plans to ensure that any training delivered is in line with the training contract and customer expectations
• Manage and review the learner feedback, provide customer and internal stakeholder reports
• Provide a high level of customer service throughout the contract

Requirements

• Relevant experience in within a training or professional services organisation
• Business development for training - creating training solutions based on client needs or training needs analysis
• Product development of training courses including face to face, blended and e-learning training formats, including management of technical authors and trainers
• Financial management of training contracts
• Managing the design and development of bespoke or in-house training courses
• Client relationship experience - customer focused, with the ability to build good external and internal relationships and comfortable in a client facing environment
• Knowledge of the property and construction industry

Key Skills:
• Excellent face-to-face business development and sales experience preferably in a qualification and/or training environment.
• Experience of strategic account planning, approaches and processes.
• Methodical and consistent approach to recording, structuring, analysing and summarising information and market intelligence.
• Credible presentation and communication skills, sufficient to negotiate confidently with senior C-level executives
• Able to communicate effectively in writing, orally and with strong presentational skills
• Computer literate and comfortable with new technology, especially online
• Organisational skills including appointment setting and record keeping
• Confident self-starter and enthusiastic with flexible outlook
• Able to influence people throughout any organization and at all levels
• Able to form strong individual and corporate relationships
• Experience of developing personal credibility in the marketplace
• Team orientated and with excellent interpersonal and team-working skills
• Results driven and highly commercially minded.
• Displays up to date knowledge of all RICS’ Qualifications, product and service offerings
• Displays an understanding of the sectors in which RICS operates

About the Company

We are a professional body that accredits professionals within the land, property and construction sectors worldwide.

We regulate and promote the profession; maintain the highest educational and professional standards; protect clients and consumers via a strict code of ethics; and provide impartial advice and guidance.