Manipal Global Education - Learner Sourcing Head - B2B/B2C Sales

JOB PURPOSE :

What is the main purpose or objective of the job; and what will it contribute to the overall business of the company.

This is a senior leadership role and involves heading the Learner Sourcing and Campus relations team at Manipal Global Skills Academy. The Learner Sourcing & Campus partnerships team is today over 15 people including Zonal Sales managers, Digital Sales associates and a team leader. This is a revenue target carrying role.

Talent Sourcing: The main objective is to proactively source freshers or candidates having 0-2 year job experience for our hire-train-deploy business model. Define strategy on where to "find" or "source" the best talents for our programs. This would include creating job boards, forging alliances with the Institutions/Colleges, partnering with career/job assisting agencies, participating in job fairs, consolidation of external database of student & Gig workforce.

Define and design various outreach campaign to reach out to the potential job seekers and converting them to become enthusiastic learners for our job assured programs.

Delivery fulfilment: Map business requirements and create strong funnel of job seekers to meet qualified learner needs for our various training programs.

Campus Connect: Lead the strategy and execution of building close campus connects with over 250 campuses across India for learner sourcing.

Capacity Building: Build efficient sourcing teams, impart periodic training, productivity & effectiveness measure as per the metrics, benchmark against global standards.

Partner Management/Build Relationship: Identify, negotiate, on-board and manage various partners, who can constantly provide us pool of quality leads. Build strong professional relationships with Institutes (Key decision makers and TPOs) and rollout various outreach programs on regular basis.

WORK RELATIONS:

Main interfaces with whom do you have regular contact in carrying out your duties (whom do you report to/who do you functionally report to/whom do you have interface within and outside the organization?)

Internal Interface:

- Program Management team

- Digital Marketing team

- Business Development team

- Senior Leadership

External Interface:

- Partners, Institutions, Colleges, Event Managers, and Leadership teams & HR/L&D team of Client Organisations

- Industry Practitioners, Thought Leaders, Members of Governance bodies

Reporting to CBO

CRITICAL ACCOUNTABILITIES:

List the critical accountabilities that must be achieved in order that the job purpose is fulfilled.

- Build capacity to handle more than 1+ Lakh applicants/aspiring job seekers

- Rollout various outreach programs (both off campus and campus) as per business requirements with clear and defined outcome across geography

- Ensuring delivery fulfilment including application processing, conduct of assessments, converting leads to learners and payment process fulfilment.

- Work closely with the Sales team by providing with business-critical data points, sourcing plan, timelines, and support in creating an attractive business proposition

- Active participation in Job fairs, Conclaves, Leadership Summits etc.

- Build high performing team with clear focus on productivity improvements

KEY FIGURES :

- Figures and Finances (Include the amount for which the job is directly accountable)

- This function is measured on handling aspiring applicants which could be more than 1+ Lakhs.

- Build capacity and implement framework to manage more than 4,000 learners in a year.

SUPERVISION :

Direct Reports: Zonal Sales Managers, Digital Marketing

Indirect Reports: Tele callers (Counsellors)

KEY SUCCESS FACTOR:

How is the success in the position measured?

Quantitative:

- Maintaining strong funnel to feed the demand cross all service portfolios

- No. of outreach programs conducted

- No. of active partners onboarded

- No. of learners successfully selected for training

- Scanning up the sourcing team to meet the current and future requirements

Qualitative:

- First preferred choice for all our partners

- Implement best outreach programs

Skills:

1. Building high performing teams.

2. Designing various outreach programs with measurable impact

3. Communication and presentation skills

4. Relationship-building skills

Knowledge:

1. In-depth knowledge of sourcing techniques

2. Knowledge of the talent landscape to become the drivers of success to get the right job seeker for right positions offered by our clients

3. Knowledge of using multiple social media channels including Twitter, Facebook and other position specific communities

Competencies:

- Must have great market intelligence understanding the available talent in the market and position offered by our hiring partners

- Competency to build relationships with candidates, referrals channels and professional association

- Highly process oriented and ability to benchmark the process to global standards

- Should have demonstrated leadership skills and team management skills

- Ability to converts opportunities into results, leads in rapid solutioning using different approaches, processes, and frameworks

- Demonstrate excellent Presentations, communication and organizing skills