SCHEDULE A : Position Description

Tourism New Zealand

Position Description

Position Title / Amway Key Account Manager
Team / Business Events, China
Reporting Manager / General Manager, Asia
Position Type / Fixed term, full time
Direct Reports / Nil
Location / Shanghai

Background

Tourism New Zealand is a Crown Entity governed by nine Board members who are appointed by the Minister of Tourism. Our core leadership team, based in Auckland and Wellington has responsibility for the overall leadership and management of the organisation. Offshore, our in-market general managers oversee activity in the 12 international markets we are represented in.

Tourism New Zealand is the organisation responsible for marketing New Zealand to the world as a visitor destination. The major tool we use to do this is the 100% Pure New Zealand marketing campaign, a campaign that has evolved over the past 14 years to make New Zealand one of the world's most well-respected tourism brands. Further information can be obtained from

At Tourism New Zealand we are committed to a set of values that define us and guide the way we work. These values embody the global spread of the organisation and the shared understanding of what we’re part of, the passion and enthusiasm for the work we do and our can-do approach to this work.

Key Responsibilities:

The China Business Events team promotes New Zealand as a conference and incentive destination, identifying prospects, educating the market and converting bids.

In May 2016, the Prime Minister announced that New Zealand had won the Amway China incentive for 2018, worth $50m. The bid was led by Tourism New Zealand with support from Destination Queenstown, Immigration New Zealand and Air New Zealand. The incentive winners will arrive in Queenstown in the first half of 2018 in waves of five hundred. In total, ten thousand Amway elite sales people are expected in Queenstown between March and June 2018.

This is the biggest and most complex incentive bid ever won by New Zealand. Its importance rests not only on its value but also on potential flow-on benefits for New Zealand’s business events industry. The appointment of an Amway Key Account Manager reflects the unprecedentedscale and significance of the opportunity.

The Amway Key Account Manager will:

  • Act as the day-to-day liaison point in China between Amway, Tourism New Zealand and Destination Queenstown
  • Coordinate the activities and input of New Zealand entities such as Air New Zealand, Immigration New Zealand and New Zealand RTOs
  • Develop and implement a pre-departure promotional plan, comprising monthly stories about New Zealand, content generation and in-store activation of New Zealand themes (across 260 stores in China)
  • Engagement of other NZ Inc. agencies and commercial businesses to support the promotional plan with sponsorships, content, gifts and experiences as relevant
  • Coordination of pre-incentive travel package development with New Zealand RTOs and/or the TNZ trade team in Wellington
  • Orchestration of Tourism NZ China input into the promotional plan on the part of the Business Events, Trade, PR and Marcoms teams
  • Identification of opportunities to drive upengagement in the New Zealand incentive scheme among Amway’s 300k nationwide distributors
  • Agree, allocate and monitor an annual Amway China promotional budget
  • Provide a monthly status report for internal use (Tourism NZ) and also for key stakeholders
  • Protect, develop and deepen the relationship between Amway China and New Zealand Inc., creating opportunities to extend globally

KEY TASKS / PERFORMANCE INDICATORS
Develop an annual, quarterly and monthly key account plan for Amway China to drive Tourism NZ and partner activities in support of the Amway 2018 incentive from July 2016 to June 2018 /
  • Tight, agreed plan (by ELT and with Amway) with timelines, milestones and deliverables captured in individual KPIs

Put in place a regular, structured system of communications and reporting between the key entities involved in delivering the Amway incentive programme /
  • Year-round calendar supported by clear meeting agendas, pre-reading, minutes and follow up interventions as necessary

Develop and execute a pre-departure promotional plan to motivate Amway’s 300k distributors in the period July 2016 to June 2017 /
  • Agreement by Amway and delivery in market on time and within budget leading to a high number of Amway incentive winners (10k+)

Develop commercial propositions to secure the participation of complementary New Zealand businesses in the delivery of the promotional plan and thereby enhance the Amway incentive experience /
  • Incorporation of New Zealand businesses and brands into the promotional plan, defined by agreed commercial agreements

Support the design and development by the Tourism NZ trade team in Wellington of travel packages for those Amway incentive winners who elect to take up a travel option in New Zealand prior to the incentive programme in Queenstown /
  • A menu of travel options agreed with Amway and supported in New Zealand by the relevant RTOs and operators

Coordinate the input of Tourism NZ China’s team members into the development and execution of the Amway promotional plan /
  • Clear understanding of and ownership by Tourism NZ China colleagues of their part of the promotional plan, captured in FY17 KPIs

Manage the Amway China budget, identifying and escalating to the GM Asia issues and opportunities promptly /
  • Budget requirements met

Provide a monthly status report for TNZ, and for stakeholders /
  • All agreed parties well informed and aligned

Identify key personnel within Amway China and ensure they are given a positive impression of New Zealand and recommend it to other Amway businesses globally /
  • Strong relationships based on professionalism, mutual respect and the achievement to a high standard of shared objectives

Maintain a safe working environment at Tourism New Zealand by:
  • Reporting any hazards, and any accidents or near misses that occur.
  • Adhering to health, safety and wellness policies, practices and processes.
  • Participating in health, safety and wellness programmes as required.

As with all Tourism New Zealand employees, it is expected that in undertaking all duties for Tourism New Zealand the employee will comply with the organisation’s policies. These policies can be found on the Tourism New Zealand intranet site.

Competencies

Leadership / Willing to take responsibility and be accountable for actions and performance of self and team, exercising control in establishing priorities, and scheduling to maximise time and resource utilisation appropriately.
Stakeholder Focus / Ability to develop strong rapport and trust quickly. Understands the importance of ensuring relationships are maintained and supported regularly.
Priority Setting / Spends time on what’s important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.
Planning / Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignment; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.
Managing & Measuring work / Clearly assigns responsibility for tasks and decisions; sets clear objectives and measures; monitors process, progress, and results; designs feedback loops into work.
Results Orientation / Working through each aspect of a task or project; driving a task or project through to completion.
Judgement Decision Making / Considers all relevant information to draw reasonable and appropriate conclusions; appreciates the consequences of decisions; reaches an appropriate decision in a timely manner to meet specific outcomes.
Interpersonal Skills / Verbally expresses thoughts, information and ideas in a clear, appropriate manner. Establishes a connection and affinity with all kinds of people easily and quickly, demonstrating interpersonal sensitivity.
Written Communication / Is able to write clear and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.
Comfort Around Higher Management / Can deal comfortably with senior managers and external stakeholders; can present to senior managers without undue tension and nervousness; can craft approaches likely to be seen as appropriate and positive.
Negotiating Skills / Can negotiate skilfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Person Specification

  • University degree
  • Five to ten years commercial experience in a leading international consumer brand, travel or incentive business
  • Key account management expertise(ideally with some demonstrated project management experience)
  • Disciplined, structured; highly focused on detail
  • Some experience of digital and retail promotional planning and execution
  • Demonstrated ability to develop effective and enduring internal and external relationships both at very senior and more operational levels
  • Enthusiastic interpersonal style that promotes effective communication
  • Patient, pragmatic, resilient while able to stay focused on the big prize
  • A strong reputation for integrity
  • Some understanding of New Zealand, the tourism industry and New Zealand ways of working would be advantageous
  • Knowledge and experience of tourism marketing would be desirable
  • Fluent Mandarin and English, verbal and written. International experience essential.
  • Ability to travel domestically and internationally when required

Date: May 2016

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