View Vacancy - Director North India – Scottish Development International
Scottish Development International is the International arm of Scottish Enterprise, Highlands and Island Enterprise and the Scottish Government. We promote the export trade of Scottish companies across the world and assist overseas investors to locate in Scotland. Scotland is the most successful region in the United Kingdom, outside of London and the South East for achieving overseas investment, and we have the ambition to build on this track record.
We have a team of well over 1400 colleagues in Scotland and a network of partners, from our universities to industry bodies to contribute to our success. We are a partner of DIT and operate collaboratively across the globe. Our team in India, based in Delhi, Mumbai, and Hyderabad co-locate alongside DIT.
We are a UK top 100 ‘Best Company’ to work for in the not for profit sector. This is reflected in our approach to recruitment, retention and development. We aim to encourage the rich diversity of our workforce through policies and practices which promote creativity, talent and results regardless of age, disability, gender reassignment, marriage and civil partnership, pregnancy and maternity, race, religion or belief, sex, and sexual orientation
MAIN PURPOSE OF JOB
Manage the Delhi team and oversee operations for SDI in North India.
The primary focus will be to drive Inward Investment from North India to Scotland. It is anticipated that the sectors from which such opportunities will come from are the Global Business Services (GBS) through to Technology & Advanced Engineering (TAE) sectors: what is required is a strong sales professional that can develop the FDI pipeline and deliver projects.
Your role will be to lead the Delhi team for driving Inward Investment from India to Scotland by:
- Adopting a consultative sales approach to promote Scotland as the preferred FDI location for Indian companies, focusing on Global Business Services and Technology & Advanced Engineering/ICT companies.
- Account managing our existing investors to support their continued growth in Scotland
- Encouraging high value investments (Centre of Excellence model), research and development and joint venture partnerships
- Supporting the delivery of visits from SDI’s Leadership & Sector Teams, Ministerial Visits and Visits by Indian investors to Scotland.
Additionally, the post holder will also have a trade remit for SDI in India. This will enable significant trade results by supporting Scottish companies export to India.
Delivery of this aspect of the post holder’s role will be to build senior relationships with FDI target companies in India, including with stakeholders and partners such as the UK Government’s Department for International Trade.
The post holder will achieve inward investment results by assisting Indian companies to invest and grow their operations in Scotland. This will involve working on projects at all stages in the consultative sales process, including:
- Prospecting: Developing and delivering a prospecting plan for sub sectors including Software, Data Analytics, FinTech, Global Business Services.
- Customer engagement: we adopt a “consultative” sales model and the post holder will be expected to have a strong sales background, engage with senior decision makers and help build collaborative solutions to the challenges and opportunities they face.
- Pipeline development: This post holder will work with potential investors to systematically help move projects along a sales pipeline. This will range from early project idea development through to contribution to negotiations of possible financial support. It is based on having the wherewithal to challenge customers so that they create opportunites for themselves that are best exploited in the Scottish economy.
- Engagement in Scotland: SDI and our partners have a strong infrastructure of support in Scotland. The post holder will be responsible for ensuring the potential investors visit Scotland and are fully engaged within this ecosystem of support.
- Aftercare: The post holder will maintain excellent relationships with existing investors to support their continued growth in Scotland
SDI operates a regional model across Asia Pacific and the post holder will contribute to the development of sub-sector, sub-geography planning and delivery of the broad technology and financial services sectors, working closely with the team across India.
The post holder will also have a trade remit for India which will involve supporting Scottish companies export to India. The post holder will achieve the successful delivery of support that enables Scottish companies to export to India. The focus will be on those achieving significant export sales (in the order of £1m+ over three years).
The post holder will achieve the successful delivery of a range of customer and stakeholder missions and visits to and from the market. Lead and support on operational planning, activity and delivery of ministerial and senior management visits to India.
Much of our results are achieved through collaborative working and the post holder will achieve outstanding relationships with partners and stakeholders to deliver this.
Develop and maintain excellent working relationships with key partner organisations, including DIT throughout India, local industry bodies/trade associations, as well as key Scottish partners to support collaborative delivery.
The job holder will be responsible for the effective and efficient running of SDI’s office in New Delhi, ensuring full compliance in conjunction with SDI (and Scottish Enterprise) and FCO policies.
Staff development is critical and the post holder will achieve the realisation of the potential of staff in New Delhi through the performance management process, coaching and team building activities.
The job holder will have to ensure best practice use of CRM and adhere to compliance with all SE policies, particularly on health & safety and travel & expenses.
We want results. This is a sales driven role and the achievement of operational success and delivering inward investment projects is paramount.
The North India Director role requires senior level contacts/relationships within the industry across a number of sectors, hence the seniority of the post.
The characteristics required to bring about results with our customers requires strong skills in sales, particularly the engagement and influencing of management of key industry players at the highest level.
- Minimum 10 years experience in a senior sales role, with the proven ability to deeply challenge customers to achieve effective and lasting results.
- Strong awareness of sectors in the Indian economy, including Technology/Global Business Services.
- Demonstrate a resonant leadership approach (emotional intelligence and cultural awareness)
- Demonstrable high level influencing and representing skills, combined with a thorough understanding of economic development. This will include management experience and a track record of significant business development within a sales related environment
- Strong interpersonal skills, with the ability to interact effectively with key stakeholders at a variety of levels, including the most senior decision makers.
- Ability to travel throughout India, Scotland and AsiaPac.
- Excellent communication, negotiation and influencing skills, with a high level of confidence and competence in influencing at a senior level
- Ability to work well under pressure to tight deadlines in a highly challenging and demanding environment.
- An excellent understanding of economic development in a global context
- Previous experience of complex project management
For British High Commission (BHC) candidates, the Local Staff BHC Terms & Conditions will apply.
For other than BHC candidates, salary will be INR 118,756 per month together with a 12% provident fund and 6% Superannuation Fund/ Special Allowance
Internal candidates applying for this position need to upload their appraisal forms for the previous 2 years (if applicable) and also inform their current line managers. Else the application will not be considered.
Additionally the BHC offers a great benefits package that includes annual domiciliary medical cover, plus a Group Hospitalisation Scheme with Rs 500,000 floater cover for your immediate family.
The BHC is recognised as a good employer, with a robust, fair and transparent performance management & appraisal system linked to increments and staff bonuses. We have a 5-day working week, plus annual leave, public holidays, maternity leave provision, special leave, paid sick leave provision; ample development opportunities, travel opportunities, a good organisational culture, and excellent work/life balance.
Around half of our work force is women. We treat people with respect and equality and have a policy of zero tolerance for any form of discrimination, bullying, or harassment.
This is a good opportunity to be part of a strong, diverse team, working in the biggest network that FCO has anywhere across the globe. We are aiming to make it the best.
Please note applications without (a), (b) and (c) will not be considered.
(a) Completed the Online Job Application Form
(b) Complete the Motivation segment in the online application from (In Not more than 600 words)
(c) Attach a detailed CV
We will accept only online applications. Please send in your online applications by 15th May 2018 (Midnight)
- Applicants who do not have the required qualification & experience should kindly abstain from applying, as their applications will not be considered.
- Only shortlisted candidates will be contacted and no telephone enquires will be dealt with.
- The appointment will be subject to Police Verification and other checks including references, educational and professional.
We welcome all applications irrespective of age, race, colour, gender, disability, sexual orientation, religion, belief or creed. We are also open to applications from people who want to work flexibly.
This opportunity is closed to applications.
