Regional Trade Manager, Advanced Manufacturing and Engineering

Main purpose of job:

Invest Northern Ireland (Invest NI) (www.investni.com) is the Northern Ireland government’s principal business development agency. As part of the Department for the Economy (DfE), Invest NI has responsibility for supporting the growth of the Northern Ireland economy through the development of its businesses locally and internationally, bringing greater economic benefit and prosperity to this region of the UK.

Invest NI in Asia Pacific operates in five regions (and eight offices), Australia & New Zealand (ANZ), China, Hong Kong, Northeast Asia and Southeast Asia.  Invest NI’s overseas offices are responsible for supporting Northern Ireland companies in developing business overseas, increasing export sales and developing collaborations. They are also responsible for marketing and promoting Northern Ireland as an inward investment location.

Invest NI works closely with a wide range of clients including local businesses, multi-national companies, universities and colleges. Invest NI also works closely with business associations and stakeholders such as the UK’s Department for International Trade (DIT), Chambers of Commerce, industry bodies, and local councils in Northern Ireland.

Based in the British Consulate General in Shanghai and reporting to the Regional Director, Trade and Investment, China (the ‘Regional Director’) the post-holder will be Invest Northern Ireland’s (Invest NI) key representative in the Advanced Manufacturing and Engineering sector (‘AME’) in China. The job-holder will line manage a Senior Officer, Advanced Manufacturing and Engineering who is based in the British Consulate General in Guangzhou.

The primary focus of the position will be:

• Trade development across the AME sector, helping Northern Ireland companies to increase export sales to the region; and
• To raise Northern Ireland’s profile for business purposes.

The post-holder will be the national lead for AME, Northern Ireland’s most significant business sector in Asia Pacific. They will oversee the subsector of Crushing and Screening equipment, as well as the growth of emerging subsectors, which includes (but is not limited to) Aerospace, Electrical & Electronic Engineering, Automotive, Advanced Materials & Polymers, and General Manufacturing.

Linked to Invest NI’s International and Business strategies and the strategies of Invest NI’s sector teams, based in Northern Ireland, and working with our international partners and stakeholders, the post-holder will develop and agree an annual operating plan and objectives that support the growth of Northern Ireland exports in these sectors and ultimately economic growth for Northern Ireland. They will also be expected to be flexible, and, as required, work across and explore other sectors as part of a small team representing Northern Ireland.

This is a role where commercial focus is of paramount importance, a significant part of the role is to undertake research, conduct business development work to identify sales opportunities for Northern Ireland companies and provide market access advice to exisitng exporters and new market entrants to China. The post holder will be required to monitor expenditure and deliver activities within a pre-allocated budget.  The post-holder will develop and co-ordinate targeted activities such as marketing, promotional events and exhibitions, represent Invest Northern Ireland at exhibitions and conferences, speak at events as needed, prepare activity reports and summarise information for the Regional Director.

The post holder will work closely with the wider Invest NI teams based in its Belfast headquarters, China, Asia Pacific and other locations. The post-holder is also expected to undertake travel on a regular basis, either within China, to the UK and other countries.

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

Exports & Investment

• Develop and implement specific sectoral business strategy and trade journey for the AME sector, including but not limited to the subsectors of Crushing and Screening equipment, Aerospace, Electrical & Electronic Engineering, Automotive, Advanced Materials & Polymers, and General Manufacturing to promote Northern Ireland and to increase export sales in China.
• Proactively conduct Business Development work to identify sales opportunities for NI companies and provide market access advice to existing exporters and new market entrants.
• Develop strong C-level relationships with targeted companies, stakeholders and influencers in the region and enable Northern Ireland companies to engage with them;
• Work with INI APAC Marcoms Director to develop marketing strategies for AME sector in China that aligns with business development activity to promote exports and strengthen Northern Ireland’s impact in China;
• Engage effectively with colleagues and stakeholders based in Northern Ireland to provide market and sector briefings and to ensure that activity in the market aligns with corporate plans;
• Support Northern Ireland companies interested in the region by providing information they require to make informed business decisions by handling market research and assessment enquiries, conducting visits and arranging business development meetings and writing appropriate reports. In this regard the post holder will be able to leverage the Invest NI’s appointed Trade Advisory Support providers in China in the delivery of support services to NI client companies and in relation to sector relevant market research;
• Identify and attend sector trade exhibitions and conferences, deliver in-market physical events and virtual webinars,  arrange and attend client and customer meetings to promote industry excellence from NI and to highlight key market opportunities for NI companies;
• Support the achievement of InvestNI business outcomes relating to trade performance targets, client engagement, export successes, marketing and communication and stakeholder engagement.
• Co-ordinate VIP (including Ministerial delegations) visit programmes to China, prepare briefing and manage the necessary logistics and protocols;
• Support business delegations by providing English / Chinese translations in an effective manner as required;

Effective Strategic Relationship Management

• Build a strong network of strategic relationships, particularly at senior and C-suite level, with industry leaders and senior government officials both in the Region and in Northern Ireland, to maximise opportunities for the long-term benefits of Northern Ireland’s and the wider UK economy;
• Leading a small team to work collaboratively with other UK government agencies (such as DIT, Northern Ireland Bureau, and FCDO offices) and in-market business associations and economic development agencies; and
• Work effectively in partnership with wider teams based in Northern Ireland, Asia Pacific and other locations.

Database & Budget Management

• Manage relevant information sources and maintain accurate recording of customer and stakeholder information on Invest NI’s CRM and management systems;
• Manage a pre-allocated budget appropriate to the agreed operating sectoral strategy in China.

Resources managed (staff and expenditure):

The post-holder will manage one member of staff, who will be located in the British Consul General Office in Guangzhou. The post-holder will be responsible for managing a pre-allocated budget appropriate to the agreed operating sectoral strategy. The post-holder will be expected to make decisions delegated to him/her by the Regional Director of China, and act within Invest NI policies and guidelines.

• Educated to degree level ideally in a business or related function
• A minimum of 7 years’ recent successful business development experience of which at least 3 years of this experience is in China within the last 6 years, with relevant and current experience in the AME sector. Business development experience includes (but may not be limited to) achieving business outcomes (such as sales), advising clients, formulating and implementing business strategies, driving team performance;
• A sound commercial knowledge of China and the business opportunities across business sectors outlined above, being aware of the issues and solutions relating to doing business in this region;
• A minimum of 7 years’ recent successful business development experience of which at least 3 years of this experience is in China within the last 6 years, with relevant and current experience in the AME sector. Business development experience includes (but may not be limited to) achieving business outcomes (such as sales), advising clients, formulating and implementing business strategies, driving team performance;
• A recent successful track record in developing and maintaining relationships with senior executives, industry leaders and government officials to achieve positive business outcomes;
• Strong IT computer skills using Microsoft Word, Excel, PowerPoint, Office, Internet and Social Media;
• Successful team management experience, an effective and responsible leader;
• Ability to work at pace and independently as part of a remote team; and to prioritise and manage an often heavy workload in a multi-location environment and liaising with team members in these locations;
• Knowledge of the UK’s key business sectors;

Language requirements

• Fluent in English, spoken and written; and
• Native in Chinese, spoken and written