Country Manager At Cambridge University Press

JOB TITLE: Country Manager

JOB LOCATION: Lagos, Nigeria

JOB DETAILS:

• Responsible for all activities of the Press in Nigeria (Marketing and promoting Teaching and Learning Resources/Finance & Operations).
• Building a single high performing team to deliver the vision with direct/indirect management of local and Cambridge-based resources to achieve the vision for the market
• Liaises wth Schools, Distributors, British Council, educational institutions, aid funders, NERDC, the Ministry of Education (externally) Publishing and Assessment (internally)

Products:

• Cambridge Pathway, Teaching and Learning resources (CLS, ELT & NERDC), Teacher Training and Formative Assessment (CEM)

Main Duties and Responsibilities
Strategy:

• Plan and co-develop appropriate strategy for Cambridge Nigeria (in consultation with all role players)
• Monitor strategy closely and adapt when necessary
• Make an effective contribution to budgets, 4-year plans and business plans
• Generate new ideas for product, marketing methods and services
• Display keen awareness of competitors’ strategies and use this information to define ours.
• Communicate plans and strategy to other departments via regular meetings

Performance Criteria:

• Sales and marketing plan and strategy is co-developed by November of each year
• Attend regular meetings to review the strategy and budget as necessary
• Provide valuable input in terms of market trends and opportunities
• Ensure all stakeholders are involved and informed of the publishing and marketing strategy

Weighting % of Time / Frequency:

• 15%

Profitability:

• Draw up budgets accurately in collaboration with relevant stakeholders
• Keep expenditure within overhead budgets
• Give input on price decisions in order to make the agreed gross margin but also be market competitive
• Attend debtors’ meetings and give assistance with debt collection from agents and key customers
• Adhere to credit management policy with all customers

Performance Criteria:

• Budgets are completed as per stipulated deadlines
• Performance in line with budgeted contribution
• Expenditure occurred within agreed budgets
• Financial Director advised and supported regarding maximizing cash collection on a monthly basis
• Resources leveraged to improve profitability

Weighting % of Time / Frequency:

• 15%

Marketing:

• Work with clients and agents, ensuring client satisfaction and expectations are met.
• Manage key accounts by building relations, prescribing and selling products and manage overall performance of accounts in all territories in order to meet set targets.

Performance Criteria:

• All client queries are dealt with in a professional and timely manner

Weighting % of Time / Frequency:

• 25%

Sales:

• Meet sales forecast
• Meet with stakeholders to agree sales budgets and monitor regularly
• Report on sales and market conditions via monthly report
• Conduct all business in an ethical manner and in accordance with CUP’s ABC policies.

Weighting % of Time / Frequency:

• 25%:

Performance Criteria:

• Set and agree budgets with reps and distributors
• Regularly review budgets throughout the year.
• Adherence to all Anti Bribery and corruption policies and ensure that agents, reps and distributors adhere as well.

Team Management:

• Maintain regular contact with all team members
• Constantly seek to improve team and individual performance
• Communicate clearly, concisely and accurately
• Regularly discuss techniques and tactics in order to improve performance
• Give support and advice to team members, leading to improved performance
• Set regular and specific team development goals which are then achieved
• Identify specific training and development needs, and take appropriate action to ensure the needs are met
• Ensure cross-training and coaching between team members, leading to improved performance

Weighting % of Time / Frequency:

• 15%

Performance Criteria:

• Recruitment is done in accordance with Cambridge policies and standards
• All team members have the necessary skills to complete job tasks to set standards
• Objectives and goals are set in collaboration with the team
• All team members are clear and aware of the objectives and goals
• Team performance continues to improve
• Support is provided to team members as requested and needed
• Cross training and coaching are provided to team members as requested and needed

Collaboration:

• Assist all other departments as per operational requirements, including the Publishing team
• Collaborate with colleagues at all times
• Maintain effective relationships with Cambridge SA & Cambridge UK colleagues
• Participate as appropriate in discussions and negotiations with key customers, partners and clients

Weighting % of Time / Frequency:

• 5%

Performance Criteria:

• Ensure that assistance is given within all work areas as per operational requirements when needed

Minimum Qualifications Required
School – Mandatory (Minimum):

• NECO or equivalent pass

Tertiary – Mandatory (Minimum):

• Tertiary qualification (Bachelor’s Degree)

Other:

• A post graduate qualification in Business would be an advantage.

Professional Bodies:

• None

Job Related Experience:

• 15 – 20 years’ industry related experience in a senior role. Understanding the Nigerian educational landscape would be an advantage.

Job Related Skills:

• Provide general oversight of all Cambridge activities in the region; manage the day-to-day operations and ensure a smoothly functioning, efficient organisation.
• Computer literacy
• Commercial awareness
• Strong sales skills and experience
• Customer service orientation
• Financial literacy
• Strong leadership and management skills
• Knowledge of educational environment
• Microsoft Office proficient

Business Related Experience:

• 15 – 20 years’ industry related experience

Business Related Skills:

• Time management skills
• Task organising skills
• Interact well with clients
• Deadline management
• Good communication skills
• Attention to detail skills (pay great attention to accuracy)
• Computer literacy
• Can review and develop strategy, and once reviewed with their line managers and agreed implement that strategy through to a successful and sustainable business state.
• Provide leadership that promotes the organisation’s goals in a sustainable and responsible manner that is consistent with the wider Cambridge objectives and expectations

Managerial Related Skills:

• Manage ad hoc projects
• Ability to manage people
• Ability to manage and expand business
• Managerial and administrative skills
• Human resource management skills
• Planning skills
• Strategic and analytical project evaluation skills
• Motivating skills
• Problem-solving skills
• Ability to address complacency
• Decision making skills
• Sales target ordinated

Interpersonal Related Skills:

• Organising skills
• Good communication skills
• Conflict resolution
• Ability to handle complaints
• Intuitive
• Run to deadlines
• Comfortable working in a matrix management system

Behavioural Attributes:

• Strategic thinker with a strong entrepreneurial mindset
• Strong emotional intelligence with the ability to bring diverse teams together around a shared vision
• Confident
• Assertive
• Diplomatic
• Organised
• Self-managed
• Self-assurance
• Honesty
• Fairness
• Endurance
• Hard working
• Team player
• Trustworthy
• Loyal
• Patience
• Tactful
• Always embrace the company behavioural attributes i.e. Empowered, Decisive, Responsive, Innovative,
• Responsible and Collaborative
• Sales Techniques
• Maintain and protect Cambridge’s reputation in its markets and with all customers, communities, and government and regulatory bodies.

Additional Attributes:

• Consistent
• Stress tolerance
• Ability to manage multiple tasks

Physical Attributes:

• Language proficiency: English (Read, Write, Speak).
• Professional appearance and behaviour

Salary
Competitive