Lateral/Promotional Opportunity

Title:Manager – India

Grade: E

Business Unit: International Sales & Partnering

Reporting to: Regional Director, SEMEAI

Location: Mumbai

Contract Duration:This post is being offered initially on the basis of a 2-year fixed term contract

Job Reference: EI.006.18E

Role Purpose:

India is a €2 trillion economy and is positioned for rapid growth in the coming years. Indigenous exports, particularly services, are growing strongly and a range of opportunities are emerging for Irish companies.

This is a key position within Enterprise Ireland’s International Sales & Partnering division with the person appointed playing an important role within the Southern Europe, Middle East, Africa andIndiateam.

The successful candidate will manage the Enterprise Ireland India market team. They will be responsible for managing assignments with Irish companies targeting the Indianmarket within a diverse range of sectors, in addition to planning and undertaking sectoral development initiatives.

The successful candidate will have a keen interest in the Indian Subcontinent and will have a proven ability to develop business development strategies and devise and implement a 3-year growth plan to increase Enterprise Ireland client exports to this market.

The implementation of the Client Engagement Model with clients in close partnership with sector divisions in Ireland will also be a key element of the role. The continued development of Enterprise Ireland’s network of pathfinders will be critical in bolstering clients’ access to the priority areas within these markets.

The successful candidate will be results focused and highly motivated to achieve the ambitious targets for the role. Candidates should have a strong understanding of sales and marketing practices that will benefit Irish companies exporting to India and an understanding of the market operating environment.

Key Deliverables:

Develop and implement a range of services and solutions to support Irish company sales activities in the India, leading to jobs growth in Ireland

  • Using the market intelligence gained through the client engagement model, lead the India team to proactively develop agreed sales and marketing plans with high engagement clients to achieve shared targets.
  • Build relationships with relevant clients within the key sectors who are seeking to increase their market penetration in India and assist in accelerating their sales.
  • Work closely with relevant Irish based and overseas colleagues to identify high engagement and developmental clients and determine the appropriate business model to properly prepare them for market entry.
  • Ensure that the right Enterprise Ireland services & financial supports are in place to enable clients to become self-sufficient in the market as early as possible.
  • Promote the market internally with clients and in the public domain to ensure our client base is informed regarding the critical success factors for growing exports in this market.
  • Help to shape the capability of clients to credibly address sales opportunities independently of Enterprise Ireland including the identification of prospects for support under the Strategic Marketing/Market Access/Internationalisation funding programmes.
  • Proactively identify for each client, new sales opportunities, advise clients on how they can best position themselves to win these contracts and accompany key clients at every level of their sales process until such time as they can credibly address sales opportunities independently of EnterpriseIreland.
  • Build a strong network of third party pathfinders across the region that will extend our reach in a cost effective and impactful way.

Effectively lead the Team

  • Lead, manage and mentor the India team. Maintain high staff motivation and output levels across the team, including active implementation of the Performance Development process.
  • Prioritise the continued integration of the team with the wider SEMEAI and IS&P team and lead an increasingly integrated approach with the relevant sector divisions in Ireland.
  • Proactively encourage knowledge sharing and collaboration across the wider Enterprise Ireland team and stakeholders, leading by example.
  • Work with each team member to build a strong network of third party pathfinders that will extend our reach in a cost effective and impactful way.
  • Mentor and coach new staff and arrange for provision of relevant training and learning where required.
  • Manage the day to day operations of the India office.

Gain a thorough understanding of the Indian market and build a network of contacts and supports in relevant sectors or service providers

  • Develop/build on expertise in key sectors of the market where Enterprise Ireland clients have substantial capability and proactively share this information with key clients in each sector.
  • Establish and nurture an extensive network of contacts at senior level in relevant buying organisations and make them aware of the range of capabilities that can be sourced in Ireland.
  • Build a strong collaborative relationship with the Department of Foreign Affairs and Trade and key stakeholders such as IDA, Bord Bia and Tourism Ireland so that they remain aware of the collaborative opportunities with, and the priorities and objectives of, EnterpriseIreland.
  • Identify and build relationships with pathfinders, mentors, professional service providers and other collaborators, enabling the Enterprise Ireland team to provide a robust service to client companies.
  • Advise clients on key areas of doing business in India – channels to market, competition, local partners, establishing a presence, recruitment etc.

Deliver on all assigned corporate responsibilities

  • Deliver on all organisational metrics set for the India team as agreed with the Director for SEMEAI.
  • Contribute to the Enterprise Ireland SEMEAI management team. Propose & implement new initiatives / project ideas / market opportunities to increase export growth and job increases in Ireland.
  • Lead by example in inputting relevant market / client information to management information systems across the organisation, particularly the regular and accurate updates of the CES, CEM and monthly reports.
  • Lead the ongoing development of the new Client Engagement Model with clients in partnership with sector divisions in Ireland.
  • Achieve budget management targets set out by the Director for SEMEAI.
  • Represent Enterprise Ireland in the broader media, the Irish associations, Irish diaspora and Irish American Business communities and project a positive image of Ireland as an international supply source.

Functional Competencies:

  • Demonstrated ability to lead and manage a team to deliver on targets with proven team working skills and a proven track record in achieving results is essential.
  • Ability to deal with multiple sectors and knowledge/understanding of some or all of the key sectors of responsibility in the Indian sub-continent is essential.
  • Strong networking skills including:
  • a well-developed network within Enterprise Ireland;
  • an interest in building on and expanding key relationships with business leaders throughout the territory;
  • experience and ability in the development of a closely integrated approach with relevant sector divisions;
  • a demonstrable approach to collaboration;
  • ability to increase in-market delivery capability through the identification and management of 3rd party collaborators.
  • Company development skills including:
  • Strong marketing ability with good knowledge of business models and sales processes;
  • Understanding of company stages of development and corresponding needs.
  • Experience of implementing business development strategies in companies.
  • Good knowledge/understanding of the different cultures and the major issues impacting business competitiveness of Irish Companies in the Indian Sub-Continent.
  • A solid understanding of Ireland based Enterprise Ireland supports, services and processes together with an understanding of Enterprise Ireland supports and services delivered through the overseas office network.
  • A strong capability of integrating the activities of the Indian office with the priorities of the relevant sector divisions in Ireland.
  • Ability to manage the regional responsibility
  • Proven ability in terms of project management skills including the ability to oversee/manage significant events including inward and outward missions involving Government Ministers.
  • A third level qualification in Business or a related discipline is desirable.
  • A high level of resilience and stamina required to operate effectively in the marketplace.

Enterprise Ireland Behavioural Competencies:

Results Focused

The ability to remain outcome and results focused with regard to business priorities and organisational goals, monitoring progress and adjusting approach ensuring delivery against the appropriate timescales.

Innovation and Risk-Taking

Actively encourages new ideas, experimentation and measured risk-taking, while always being on the lookout for opportunities to continuously improve business processes and efficiencies within Enterprise Ireland and client organisations.

Problem Solving and Decision-Making

The ability to be decisive and take tough decisions about clients, people and costs to deliver sustainable results, using the analysis of information and situations to make logical and sound decisions.

Client Focused

The ability to provide an excellent client service focusing on client needs and building and maintaining effective personal and business relationships to advance clients’ objectives and Enterprise Ireland strategy.

Communicating with Impact to Influence Others

Communicates in a manner that will persuade, convince and influence their own staff and others, both internally and externally, in order to motivate, inspire or encourage them to follow a particular course of action.

Teamworking

Co-operates with colleagues, shares information and respects the opinions and values of staff members. Understands the skills, experience and knowledge of staff members and maximises how these can be utilised to the benefit of the department, the organisation and the client.

Embracing & Leading Change

Understands the business agenda of Enterprise Ireland and embraces changes for area of responsibility and for external and internal clients.

Acting / Leading with Integrity

Lives the Enterprise Ireland purpose and values, acting genuinely and with integrity, in a manner that builds trust and engages and motivates others, placing the genuine needs of the client, the organisation, and staff ahead of personal agendas

Networking

Establishes and maintains mutually beneficial relationships with colleagues and other networks for the purpose of sharing information.

Developing Yourself & Others

Creates an environment that enables others to excel in terms of job performance.

Salary Scale:

Starting salary is €65,837 per annum contributory superannuation. This will be pro-rated in line with the duration of this fixed term contract.

Candidates should note that entry will be at the minimum of the relevant scale and the rate ofremuneration may be adjusted from time to time in line with Government pay policy. Subject to satisfactory performance, increments may be payable in line with current Government Policy and applied commensurate with Enterprise Ireland’s implementation of this policy for the duration of the contract.

Applicants are advised to contact in relation to allowances associated with the role.

Application and Selection Process:

The selection process will include short-listing of candidates. The selection criteria will be based on the requirements of the position. Interested candidates should therefore apply in writing, providing a detailed and accurate account of where their skills and experience meet the requirements for the position. This should be contained in a short document (maximum 2 pages) accompanying your CV.

Applications should be sent to uoting reference number EI.006.18E. Applications to be received not later than Friday 2 February 2018.

N.B.All correspondence will be acknowledged in writing by the HR Services Department within 3 working days. Applicants who do not receive an acknowledgement within 3 working days should contact HR immediately.

ISSUED BY THE HR DEPARTMENT, ENTERPRISE IRELAND

ON 17thJANUARY 2018

Enterprise Ireland is an equal opportunities employer.