View Vacancy - AUS (Melbourne or Sydney) - Lead Generation Specialist, C4(L)

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Other British Government Departments (Partners across Government, including UK Visas)
SDI (Scottish Development International)

Scottish Development International (SDI) is the international arm of Scotland’s Economic Development Agency. Working with companies on a global scale we drive economic impact in Scotland through foreign direct investment. As part of a dynamic Asia team, in this role the applicant will develop and apply a range of consultative sales skills to uncover and co-develop potential investment projects mapped to areas of opportunity and strategic importance in Scotland through senior-level engagement with companies.

Main purpose of job:

Working as part of the Global inward investment team, the Lead Generation Specialist will lead the execution, and contribute to the development of a programme of activities and customer engagements, across the targeted opportunity areas in their market and as requested support Asia region or Global Lead Generation activity. The job holder will apply innovative thought to identify and match opportunities in Scotland with the targeted companies’ needs and proactively work with them to uncover or co-generate potential new inward investment projects.

The Lead Generation Specialist will generate market insights through research and company and stakeholder interaction and will use these market insights to apply innovative thought to identify wider aspects that influence the lead generation approach.

Roles and responsibilities / what will the jobholder be expected to achieve?:

Generate and engage with target companies by:

  • Identifying and forming value-add relationships with an appropriate portfolio of networks, intermediaries and stakeholders
  • Building credible and productive relationships with senior staff
  • Ensuring a clear understanding of Scotland and its opportunity areas for inward investment 

Identify and develop inward investment leads by:

  • Using the agreed approaches for lead generation and customer engagement
  • Identifying the most appropriate set of individuals within target companies to network with.
  • Designing and executing appropriate engagement activities
  • Develop tailored propositions that position opportunities in Scotland for target companies
  • Prioritizing and responding as appropriate to leads made visible through reactive channels, such as Enquiries.
  • Reviewing and engaging with colleagues in the Department of International Trade around any opportunities as yet unassigned for a UK region or those tagged for Scotland contained within the UK Inward Investment pipeline
  • Raise awareness of Scotland as an investment location by using all forms of social media

Provide support and advice to:

  • Colleagues qualifying enquiries to leads
  • Colleagues on research activities
  • Global Business Development Specialists as project is transitioned into the Business Development Phase

This role provides an opportunity for stretch by:

  • Taking a ‘strategic challenger’ approach with companies to identify projects may enable deeper company working at an international level.
  • Working with colleagues to scope major investment opportunities.

Resources managed (staff and expenditure):

The jobholder will for delegated budgets be responsible for allocating, monitoring and controlling resources within budget. The jobholder will also manage external resources required to execute on a project where typical project budgets will be around £20,000.

Essential on arrival:

Knowledge:

  • Knowledge of Scotland’s key Opportunity areas (specifically: digitally enabled Financial Services and Software IT; Renewable Energy is also an area of traction
  • Best practice in inward investment; research, analysis and lead generation techniques; and consultative sales techniques

Skills:          

  • Communication using various channels with a range of people and stake holders
  • Customer relationship management skills, with high levels of confidence and credibility in dealing with senior personnel
  • Diagnostic, strategic challenger, influencer and strong facilitation skills
  • Ability to work on own initiative and participate in and lead meetings alone or in support of more senior grades.
  • Excellent written and verbal communication skills
  • IT literate and comfortable using Microsoft packages such as PowerPoint, Excel and Word plus SE/SDI internal management systems (dynamics)

Experience:       

  • Working in a customer focused sales and or business development environment
  • Working with networks, partners and stakeholder.
  • Using past experience and precedent the Lead Generation Specialist will exercise discretion when required.
25 April 2021
Higher Executive Officer (HEO)
Full-time, Permanent
38
Asia Pacific
Australia
Sydney
British Consulate General
1
AUD
$105,485 per annum + annual leave loading and 11% superannuation (paid monthly)
9 August 2021

Learning and development opportunities (and any specific training courses to be completed):

SDI provides a range of training opportunities in Inward Investment promotion skills including consultative selling, networking, communication and project management.


Appointment is subject to an AFP records check and UK security clearance.

Employees who are not liable to pay local income tax on their Mission salary may have their salaries reduced by the equivalent local income tax amount

Open to Australian citizens, permanent residents, and partners/dependents of UK-based diplomatic staff currently posted in Australia and candidates with local permit/right to work in Australia. 

Staff recruited locally by the British Consulate-General and its Consulates is subject to Terms and Conditions of Service according to local Australian employment law.

The British Government supports flexible working practices. Interstate applicants will be required to meet their own travel and relocation expenses.

Working patterns:

Flexible hours, working from home and part-time could be possible after discussion.

Consulate core hours are 9am to 5pm, Monday to Friday.

Due to the unplanned nature of some consular work, a flexible approach to working hours and patterns is essential. 

Span of Control: no direct reports

Accountability:  reports to Deputy Head Inward Investment Asia Pacific

Level of Accountability: development of productive networks of stakeholders and intermediaries and engagement across a range of existing and potential customers

                                       Designing and delivering customer engagements

External accountability: with networks and stakeholders

                                       with existing and potential inward investment customers in Scotland and around the world

Global span of control: working with colleagues and stakeholders in Scotland and globally

Financial responsibility: Financial discipline for delegated project budgets

Key performance indicators: delivery of Inward Investment KPIs related to the lead generation phase of the customer journey that drives achievement of the business plan measures
                                              This role will be at least 80% customer facing


Your application must be submitted before 23:55 AEST-Australian Eastern Standard Time (UTC/ GMT +10) on the day mentioned in the above field “Application deadline”

Applications must include a current CV.

Incomplete application forms will not be taken into consideration, so please ensure you provide the information requested. We regret to advise that we will only be contacting short-listed candidates. Applicants called for an interview will be assessed on the core competencies listed above.

Advertised start date is provisional and subject to completion of reference and security checks.

Kindly check your application centre or email regularly for any update on the status of your application.

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This opportunity is closed to applications.