Head, Academic Business Development

at  Massey University

HEAD, ACADEMIC BUSINESS DEVELOPMENT

Position Purpose The purpose of the Head, Academic Business Development is to leverage market
intelligence, research and insights (proactively and reactively) to support
academic programme development (at all levels), while enhancing the
development and delivery of marketing and recruitment strategies.
Through consultancy, to understand strategic context, proactive data analysis and
effective use of appropriate research methodologies you will identify relevant
trends, uncover insights and make actionable recommendations as to how the
University and its Colleges can mitigate risks and take advantage of market
opportunities in programme development now and into the future.
The scope of activity will include:
 to develop and enhance the University’s portfolio of academic programmes
(both new and renewing of programmes) to inform the University about
prospective areas for colleges to develop or enhance – ensuring programmes
are relevant and attractive to students.
 to identify emerging or unmet market demand for specific programme, and
align this to student demand.
 to work as a trusted partner and a trusted source of reliable intel – meeting
the requirements of the DVC SaGE, Provost, colleges, and relevant academic
committees.
 to optimise the University’s marketing activities through early insights,
ensuring that the University’s marketing activity is built on a robust
understanding of market opportunities and insight into stakeholder needs
and expectations.
Department: Office of the DVC Students and Global Engagement
Location: Auckland, Manawatū or Wellington campus
Reports to: Deputy Vice-Chancellor, Students and Global Engagement
Responsible for: Band B
Delegations: Senior Management
Job Title: Associate Director
Key relationships: Internal
Vice-Chancellor and the wider SLT
Members of the Students and Global Engagement portfolio
Members of the Provost portfolio
Pro Vice-Chancellors, and their respective Heads of School
Academic Board (and their associated sub-committees)
Strategy and Research
Research and Enterprise
People and Culture (Human Resources)
Finance Services
Students
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ACCOUNTABILITIES

Academic Enhance and accelerate academic planning for new programme development
Business  To identify emerging or unmet market demand for specific programme and align this
Development to student demand.
 Proactively plan for and initiate horizon scanning for new programme development or
revalidation of programmes, undertaking market research and insights based on
relevant evidence requirements – increasing confidence in future programme
development.
 Reactively support college plans in programme development, undertaking research
and insights based on relevant evidence – ensuring all programme developments are
suited to the market.
 Contribute to academic programme development as required, completing and
contributing reports, timelines, commercial analysis and insights in a timely manner for
academic approval.
 Be the single point of contact (SPOC) for programme ideas and interests – ensuring
ideas can be explored and considered.
 Ensure market research and customer insight findings feature in all student marketing,
recruitment, and admissions plans, in conjunction with the respective teams. It’s
important the programme development intel is shared early, so these insights can be
built into marketing and recruitment plans.
 Proactively build working relationships and communities of practice with others
working in analytical roles across the university i.e. planning.
 Proactively build working relationships and communities of practice with colleges and
academics, ensuring key recommendations made have a clear route of development
from inception to delivery.
 Help to contribute to the University Academic Plan and academic decision making –
ensuring the university academic portfolio remains attractive to new and returning
students.
Research and Develop and implement research designs and analyses
analysis  Gather and analyse relevant sector and organisational data for the purpose of
recommending academic programmes for Massey to develop ensuring a relevant
action plan i.e. if a recommendation is made, we know how we can make it happen.
 Analyse existing programmes/courses in comparison to new and make
recommendations on new or revised packaging options i.e. new course groupings for a
new programme major (as an example)
 Analyse complex statistical data sets using appropriate software, such as Excel, SPSS or
Q.
 Analyse complex qualitative data sets using appropriate software, such as NVIVO.
 Be proficient at using Artificial Intelligence (AI) to help test and explore new areas of
research and analysis.
 To provide University level reporting by discipline – exploring the range of
programmes already available verses those that we may want to create, identifying
gaps and opportunities (and in comparison, to other institutions in New Zealand and
globally).
 Review existing programmes/courses in line with university policy and regulations, to
recommend areas of likely reduced demand – so we’re better able to plan against
market trends early.
 Manage research projects from start to finish, working with external agencies or
independently as required.
 Provide in-house expertise on qualitative and quantitative research methods, including
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surveys, qualitative interviews, and focus groups. Use appropriate research methods
to gather feedback from different audiences, including prospective students.
 Demonstrate a working understanding of relevant data protection regulations and
research best practice, working closely with Massey’s data protection officer, local
information managers and other stakeholders to handle information safely and
appropriately.
Reporting Develop clear and concise reports
 Develop clear and concise reports as required, to show opportunities and risks for
academic programme development – these will be important for management,
colleges and other related Academic Committees around prospective programme
development.
 Develop clear, concise reports (documents and presentations) based on ad-hoc
research projects, tracker studies, and ongoing evidence requirements.
 Organise and deliver presentations and workshops that meaningfully communicate
data and insights to key stakeholders and decision-makers across the University.
 With guidance from the DVC SaGE devise strategic recommendations arising from
market research and insight findings.
Behaviours and Develop and maintain networks and key stakeholder relationships
relationships  Maintain effective working relationships with internal and external stakeholders to
ensure that shared objectives are realised effectively and efficiently. Experience
managing external suppliers is desirable.
 Have the ability to communicate and influence others through this work, raising its
profile and importance, while being outcomes/impact oriented.
 Understand the linkage between academic programme development and revenue
generation – ensuring we can explore the most cost-effective route for revenue
generation.
 Represent the portfolio in internal committees, working groups and meetings, and
externally at events and conferences.
 Exhibit behaviours that help to create an open, forward thinking, collaborative and
creative culture in which to work. Be an ambassador of Massey’s reputation and brand
ensuring both are protected and represented in line with established guidelines.
General  Manage a research budget and the tender process for the procurement of research
suppliers in line with university policy.
 Manage people within your respective team, ensuring they have relevant professional
development plans in place.
 Must follow all university regulations, policies, and procedures.
 Must understand and work within the University Delegation of Authority Policy.
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QUALIFICATIONS AND EXPERIENCE

Qualifications: A relevant postgraduate qualification
Experience:  Proven experience in complex and multifaceted market research and intel
environments, where this leads to product/programme development.
 Provide experience in leading independent work, but across multiple
stakeholders.
 Experience at using data and intelligence to make clear recommendations
to leadership roles – being both influential and a trusted advisor.
 Demonstrable interpersonal, relationship management, stakeholder
engagement or international relations experience sought.
 Demonstrable experience in communications in all forms – particularly
written and through presentations.
 Experience operating in a cross-cultural business environment
 Project management and reporting
 Understanding of the higher education environment (desirable)
 Understanding of the university decision making structures (desirable).
 Competency in, or a desire and willingness to undertake professional
development in, Te Reo Māori, Tikanga and Te Tiriti principles.

CAPABILITIES:

Working Together  Establishes and maintains productive working relationships with key
stakeholders internally and externally.
 Contributes as a member with multiple teams that span function, issue, and
Essential location.
 Establishes and maintains credibility and appropriate confidentiality with
stakeholders
 Proactively Identifies and addresses potential issues with stakeholders.
 Leverages partnerships to improve the performance of programs or
portfolios, and expertly resolves conflict and other obstacles to team
performance.
 Able to coach and influence internal and external stakeholders, building
productive working relationships.
Continuous  Implements new systems, procedures and tools efficiently when changes
Transformation occur in the work environment.
 Works with agility, adjusting current working processes or adopting new
Essential approaches in response to changes in the business environment.
 Seeks challenging opportunities or assignments to grow and develop one’s
own knowledge, skills and abilities.
 Uses digital tools to innovate programs, processes, systems or services.
 Communicates and analyses assumptions about a particular issue with
colleagues to gain new perspectives or more effective solutions.
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Organisational  Recognises and acts immediately to address any issues with equity, diversity
Leadership and inclusion in the team and/or in direct reports.
 Manages appropriate systems, structures and processes to meet
departmental requirements.
Essential  Works to develop team capability and performance, through coaching and
feedback.
 Builds engagement and collaborations within department / functional area
that aligns with the University’s goals.
Communication  Develops a clear, complete understanding of needs and problems through
careful listening, probing, reflecting, and summarising.
Essential  Leads discussions in a respectful manner, that are sincere and professional.
 Delivers written and oral communications that engage audience
participants, respond to their questions and concerns, and produce specific
outcomes and impact.
 Communicates in a timely manner using the appropriate style and method.
 Able to address broad audiences and stakeholder groups, working with
communication plans and a mix of communication methods.
 Able to present information clearly, concisely and logically. Varies content,
style and form to suit the subject.
People Management  Manages a team to the successful completion of a project or task.
 Facilitates discussion of team goals, roles, needs, and responsibilities and
Essential how these link to the wider organisation
 Leads individual and team meetings to review progress and performance,
ensuring follow-up on previous decisions.
 Responsible for proactively engaging in people management activities such
as performance, recruitment, development, engagement, budgeting.
 Manages individuals and team behaviours in line with capabilities/values,
expected standards and staff conduct policies.
Delivering Results  Maintains focus on critical work and expectations.
 Helps others drive tasks to completion. Able to track and complete agreed
Essential work in planned timeframes.
 Takes responsibility for escalating issues that impact on planned work and
outcomes.
 Documents how results were obtained to support knowledge transfer and
best practices.
 Supports self during change by remaining flexible, focusing on the positives,
and proactively seeking out opportunities to get involved
Service Centric  Acts with the internal/external stakeholder or customer in mind, seeks to
understand and deliver on customer perceptions and expectations.
Essential  Able to respond to common stakeholder/customer queries and problems or
escalate if required.
 Responds to unexpected stakeholder/customer requests with a sense of
urgency and positive action.
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
Provides a level of customer centric service excellence that contributes to
the department’s objectives.
Strategic Thinking and  Sets the agenda and communicates expected outcomes to others, and
Business Acumen allocates resources to deliver on University objectives.
 Makes sound recommendations when faced with complex and
Essential contradictory alternatives.
 Raises awareness of potential strategic alliances and partnerships.
 Communicates key considerations for business decision making process.
 Analyses and interprets workforce and financial information and uses this to
make cost effective planning decisions for the team or direct reports.

CAPABILITIES: TECHNICAL

Planning: Operational  Contributes to short-term operational plans ensuring they align with long
and Strategic term plans and strategies.
 Monitors progress of work against plan as required to meet objectives.
Essential  Reports variances and makes agreed upon corrections.
 Facilitates development of team objectives and plans with team members.
 Anticipates and adapts to plan changes.
Risk Management  Proactively identifies and manages risk within business area.
 Develops or implements risk mitigations and ensures key control
Essential measures are operating effectively.
 Makes use of organisational resources for risk avoidance and
management.
Managing Finances and  Assists in the collection and preparation of required budget information.
Budgets  Explains and works with the organisations finance and budgeting tools.
 Participates in developing and monitoring a budget for a specific work
Essential group or department.
 Detects and interprets budget variances and overruns.
 Implements the organisation’s budget cycle and process.
Priority Setting  Describes team or unit priorities and how they relate to roles
 Demonstrates an expectation that there will be ongoing shifts in demands
Essential and priorities
 Clarifies and handles multiple concurrent and diverse activities
 Addresses potential conflicts that impact current delivery commitments
 Works with or leads others to re-prioritise work and reschedule
 commitments as necessary
 Responds to shifting priorities while maintaining progress of regularly
scheduled work.
Digital Skills  Competence and confidence in using core systems Massey University
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
Proficient in the use of Microsoft Word, Excel, Outlook and PowerPoint
Essential  Proficient in the use of scheduling and calendar tools
 Intermediate experience in the use of SharePoint, can coach others in the
use of SharePoint
 Performs file management tasks such as folder management and controlled
document administration.
Pre-employment checks
 Requirement to pass a Qualifications Validation Check.
Essential  Requirement to pass a Criminal and Traffic Convictions (Security) Check
performed by the Ministry of Justice.
 Requirement to pass a Credit History and No Asset Procedure (NAP) Credit
History Check performed by Equifax.

Please refer the Job description for details