Manager Commercial and Sectors

Tēnei tūranga – About the role

Standards New Zealand is New Zealand’s internationally recognised national standards body. It is a business unit within the Ministry of Business, Innovation and Employment and manages the development, adoption, publication, sale and access to New Zealand, joint Australian/New Zealand and international standards. Standards New Zealand operates through an independent, representative, consensus-based and globally connected standards development system, supporting quality, safety, trade, market access, productivity, innovation, competition and consumer protection.

The Manager Commercial and Sectors is a critical leadership role within Standards New Zealand. It is part of the Standards New Zealand’s leadership team. The role holds operational responsibility for a range of commercial functions and activities and is responsible for a wide portfolio spanning commercial services, sector and client engagement, copyright and licensing, product and service pricing, business development, account management, proposal and contract development, partnership arrangements, key client account management, international engagement, international standards participation and a range of special projects and initiatives. The role is a core part of leading Standards New Zealand’s operating model and supports statutory responsibilities, commercial performance, client relationships, New Zealand’s international participation, revenue generation and priority work program delivery.

This is a broad, demanding and hands-on management role. It requires both leadership and direct delivery. The successful candidate will need to lead a small in-house team while working through a wider network of centralised Ministry shared services and external partners to deliver outcomes. This includes relying on, influencing and co-ordinating shared service delivery across communications and marketing, legal services, financial services, sector engagement and promotion services, online channels, design and marketing, customer service design, procurement, and other Ministry functions.

The role requires strong people leadership, sound commercial judgement, strong influencing skills, resilience, practical problem-solving, a strong work ethic, and the ability to operate effectively in a complex, challenging and demanding market and sector environment. It requires the ability to work effectively within challenging economic and sector conditions where Standards New Zealand must balance statutory responsibilities, commercial sustainability, revenue generation pressures, international obligations, customer needs and expectations and public-good outcomes. With that challenge comes opportunity: this role provides substantial variety, influence, and the ability to make a meaningful contribution to a critical part of New Zealand’s quality and economic infrastructure, and the safety and wellbeing of New Zealanders, and other abroad using our standards.

Ngā herenga – Requirements of the role

Personal specifications

The successful candidate will bring:

• Proven senior management experience in a commercially focused, operational or professional services environment.
• Strong people leadership skills, including the ability to lead, coach, prioritise, support and hold a small team accountable in a demanding operating environment.
• Strong commercial acumen, including experience in pricing, business development, revenue generation, account management, contracts, licensing, intellectual property, proposals or partnership arrangements.
• Experience working in or with the public sector, including an understanding of government decision-making, public sector accountability, stewardship, financial discipline and ministerial or regulatory operating environments.
• Experience developing and maintaining strong relationships with senior stakeholders, clients, partners, government agencies, regulators, industry bodies and external service providers.
• Experience leading work programmes involving multiple priorities, competing expectations, constrained resources and practical delivery risks.
• Strong written and verbal communication skills, including the ability to prepare clear proposals, business cases, relationship material, advice and briefings.
• Sound judgement, discretion, integrity and a high degree of professionalism.
• Strong problem-solving ability, including the ability to identify risks, options and practical pathways through complex commercial, operational or stakeholder issues.
• Ability to work constructively through shared service relationships where delivery accountability depends on influence, coordination and clear expectations rather than direct line control.
• A relevant tertiary qualification or equivalent practical experience.
• Ability to identify and position solutions for strategic opportunities with key customers.
• Excellent written and verbal communication and presentation skills and ability to articulate complex messages clearly, simply and concisely.
• Demonstrated ability to quickly assimilate new areas of work.
• Proven ability to quickly develop trust and credibility, and to establish and build working relationships, within the organisation and in relevant sectors.
• Understands how the public sector operates and where Standards New Zealand fits in delivering outcomes for New Zealand.
• A tertiary qualification in commerce would be desirable. Alternatively, evidence of extensive relevant experience either in the public sector or in industry may be suitable.

Experience that would be a significant advantage

• Experience in standardisation, or conformity assessment, such as accreditation, or certification, regulatory systems, product assurance, technical infrastructure, quality infrastructure, intellectual property, publishing, commercial licensing or related disciplines.
• Experience with international organisations, international committees, trade-related institutions, standards bodies, regulatory agencies or sector bodies.
• Business development, sales, marketing, and pricing products and services.
• Experience managing copyright, licensing, subscription services, product pricing, digital access models, intellectual property protection, commercial contracts or access arrangements.
• Experience working with small specialist teams where the manager must combine strategic leadership with day-to-day hands-on delivery.
• Proven experience in managing customer accounts, sales achievement and relationship management.
• Significant experience in driving outcomes and managing an account / customer portfolio.
• Experience contributing to organisational change, commercial sustainability, business improvement or operating model development.

Takohanga tuhinga o mua – Key accountabilities and deliverables

Commercial Services

Lead and deliver Standards New Zealand’s commercial services function, with responsibility for commercial strategy, revenue activity, commercial arrangements, pricing, contract and licensing support, customer relationships and business development.

Key responsibilities Include:

• Lead copyright and licensing services, including commercial access arrangements, permissions, intellectual property protection, licensing processes and emerging access models such as subscriptions, sponsored access and reseller arrangements. Manage one Senior Advisor Copyright & Licensing direct report.
• Lead product and service pricing, including pricing advice and reviews, cost recovery, revenue implications, commercial risk and the market positioning of Standards New Zealand products and services. Manage one Senior Advisor Commercial Services direct report.
• Lead business development across Standards New Zealand’s portfolio, identifying opportunities to grow revenue, improve access, strengthen value propositions and support long-term commercial sustainability. Manage one Senior Advisor Business Development and Client Relations direct report.
• Lead client relationship and account management across government agencies, regulators, industry bodies, high-value subscription customers and commercial partners, while maintaining oversight of commercial pipelines, relationship risks, revenue opportunities and business development priorities.
• Lead the development, negotiation and management of proposals, commercial offers, contracts, memoranda of understanding, partnership agreements, sponsorship and pre-funded access arrangements, and other customer-facing commercial solutions, working with MBIE legal, procurement and other functions as required.
• Work with internal teams to ensure commercial offers are deliverable, appropriately priced and aligned with Standards New Zealand’s capacity, statutory role and strategic priorities. Provide commercial advice to the National Manager and leadership team on revenue, cost recovery, market positioning, pricing risks, business opportunities and customer engagement.

Internationnal engagement and participation

• Lead Standards New Zealand’s international engagement and participation functions, ensuring New Zealand’s interests are represented effectively in the global standardisation system. Manage one Senior Advisor International Engagement direct report.
• Lead operational management of New Zealand’s participation in international standards development, including systems, processes, stakeholder engagement and committee arrangements across ISO, IEC, PASC, PISC, Pacific quality infrastructure forums and related international activities.
• Lead the responsibility for recruitment, assessment, appointment, induction and ongoing management of New Zealand experts participating in international committees. Manage country voting, balloting, consultation, committee obligations and other participation requirements.
• Build and maintain relationships with international and regional standards bodies, national standards bodies, Standards Australia, international committees, Pacific Quality Infrastructure partners, and relevant Asia-Pacific and trans-Tasman forums.
• Identify international standards priorities aligned with New Zealand’s economic, regulatory, trade, innovation, market-access and sector interests. Work with domestic stakeholders to build awareness, recruit expertise and support participation where this would benefit New Zealand.
• Contribute to the management of Standards New Zealand’s participation in international meetings, workshops, forums and general assemblies, subject to organisational priorities and available resources. Advise the National Manager and leadership team on international obligations, costs, risks, opportunities and priorities, while safeguarding New Zealand’s reputation as a credible, constructive and trusted contributor.
• Lead, support and oversee major international programmes, including the Ministry of Foreign Affairs and Trade-commissioned, multi-year Pacific Capability Programme supporting standardisation and conformity-assessment capability across Pacific Island countries.

Sector engagment, relationship management and promotion

Lead sector-facing engagement to promote the value of standards, support customer and stakeholder needs, and identify opportunities that support Standards New Zealand’s commercial sustainability and wider public value.

Key responsibilities include:

• Build and maintain strong relationships with government agencies, regulators, industry and professional bodies, commercial and subscription customers, standards users and sector leaders, ensuring Standards New Zealand presents a professional, credible and customer-focused presence.
• Promote the value of standards in supporting safety, quality, consumer protection, productivity, innovation, trade, market access, regulatory compliance and competition.
• Identify sector needs, emerging risks, market trends and business opportunities, using stakeholder insights to inform Standards New Zealand’s work programme, strategic planning, business and product development, communications, pricing, commercial strategy and international participation.
• Lead and support stakeholder engagement through events, presentations, sector meetings, workshops, forums and related activities.
• Work collaboratively with communications, marketing, customer service and sector engagement shared services to improve the visibility, understanding and uptake of standards.
• Support stakeholder events, presentations, sector meetings, workshops, forums and other engagement activity.
• Provide insights from sector engagement to inform planning, business development, product development, communications, pricing, commercial strategy and international participation decisions.
• Work with communications, marketing, customer service and sector engagement shared services to improve the visibility, understanding and uptake of standards.
• Ensure Standards New Zealand maintains a professional, credible and customer-focused presence with external stakeholders.

Shared service dependency management

This role requires active management of shared service relationships and delivery providers. Standards New Zealand’s delivery model relies on a large number of centralized Ministry wide shared services and business partners, without line management authority, to deliver and support key functions and business activities.

• Manage Standards New Zealand’s working relationships with a range of shared service teams that support communications and marketing, legal services, financial services, procurement, customer service, sector engagement and promotion, online channels, design, and other enabling functions.
• Set clear expectations with shared service providers on Standards New Zealand’s operational needs, service issues, performance and quality expectations, deadlines, risks and priorities.
• Escalate and resolve delivery issues where shared service dependencies affect Standards New Zealand’s commercial, customer, international or sector engagement or quality or delivery outcomes.
• Ensure shared service arrangements support Standards New Zealand’s business priorities, statutory responsibilities, customer service needs and commercial performance.
• Coordinate cross-MBIE input into commercial agreements, legal advice, communications material, promotional activity, financial reporting, contract processes and online access channels.
• Maintain a constructive, solutions-focused and one-MBIE approach while ensuring Standards New Zealand’s needs are clearly represented and followed through.

Special projects and initiatives

Lead or contribute to priority projects and initiatives that support Standards New Zealand’s strategic direction, commercial sustainability, international alignment and improved service delivery.

Key responsibilities include:

• Lead or support special projects relating to commercial strategy, business development, sector engagement, digital access, emerging technologies, copyright and licensing, standards access, Pacific capability, international participation, education or capability building.
• Develop project plans, proposals, advice, stakeholder material, reporting and implementation approaches as required.
• Work across Standards New Zealand and the Ministry to solve practical problems, remove barriers, manage risks and deliver improvements.
• Support strategic initiatives that improve Standards New Zealand’s ability to operate sustainably in challenging economic and sector conditions.
• Contribute commercial, market, international and sector insights to business planning, strategic decisions and organisational prioritisation.
• Maintain a delivery focus, ensuring initiatives move from concept to practical implementation where agreed and resourced.

Leadership team contribution

• Contribute to Standards New Zealand’s strategic planning, business planning, day to day management of the business, prioritisation, performance management and organisational decision-making.
• Support the National Manager and other managers to manage risks, solve problems, improve delivery and maintain a constructive team culture.
• Bring a commercial, sector-facing and international perspective to leadership discussions.
• Model a practical, resilient, collaborative and high-integrity approach to leadership.
• Support a tight, hard-working leadership team operating in challenging conditions, while maintaining professionalism, public service values and a focus on outcomes.
• Help build a culture of accountability, responsiveness, quality, continuous improvement and constructive problem-solving.
• Willingly undertake other duties within, and outside of, the scope and seniority of the role as required to support delivery of business objectives.

People leadership

• Set clear expectations, priorities and performance standards for direct reports.
• Build team capability, confidence, resilience and delivery focus.
• Support staff wellbeing while maintaining accountability for performance and outputs.
• Coach and develop staff, including through regular feedback, work planning and professional development.
• Manage recruitment, induction, leave, workload, performance, development and conduct matters as required.
• Foster a collaborative, customer-focused and commercially aware team culture.
• Ensure the team works effectively with other Standards New Zealand teams, MBIE shared services and external partners.
• Model professional, respectful and inclusive leadership behaviours.
• Hold people to account.

Organisational commitment, public service and integrity

• Contribute to the Ministry’s purpose of growing Aotearoa New Zealand for all.
• Act with integrity, professionalism, discretion and sound judgement.
• Protect the reputation of Standards New Zealand and MBIE in all internal and external interactions.
• Comply with relevant legislation, policies, delegations, financial requirements, procurement obligations and information management expectations.
  Use public resources responsibly and maintain a strong focus on public value, transparency and accountability.
• Demonstrate commitment to continuous improvement and evidence-based decision-making.

Key competencies

Cultivates innovation:

• Creates new and better ways for Standards New Zealand to be successful by identifying opportunities, challenging existing approaches where appropriate, supporting practical innovation and translating ideas into workable solutions.
• Nimble learning. Learns quickly in complex and changing environments, adapts to new issues, seeks feedback, and applies lessons from experience to improve delivery.

Customer focus:

• Builds strong customer and stakeholder relationships, understands sector and client needs, and delivers solutions that support both customer outcomes and Standards New Zealand’s statutory and commercial responsibilities.

Decision quality: 

• Makes sound and timely decisions using judgement, evidence, commercial understanding, public sector awareness and practical risk assessment.

Action orientated:

• Takes ownership of difficult issues, follows through on commitments, manages competing priorities and maintains momentum in a demanding environment.

Collaborates:

• Works constructively across Standards New Zealand, the wider Ministry, government agencies, industry and international stakeholders to achieve shared objectives and strengthen outcomes.

Wellbeing, health and safety

• Displays commitment through actively supporting all safety and wellbeing initiatives.
• Ensures own and others safety at all times.
• Complies with relevant safety and wellbeing policies, procedures, safe systems of work and event reporting.
• Reports all incidents/accidents, including near misses in a timely fashion.
• Is involved in health and safety through participation and consultation.

Tō tūranga i roto i te Manatū – Your place in the Ministry

The Manager Commercial and Sectors position reports into the National Manager Standards New Zealand within the Market Integrity branch. The branch sits within the Te Whakatairanga Service Delivery group.

More information about MBIE's structure

Ngā Kawenga Ārahitanga – Leadership Expectations

At MBIE our leadership expectations provide consistent language for how we expect our leaders to lead at MBIE. They are supported by our values, and the Public Sector leadership capabilities as described in the Leadership Success Profile (LSP).

Leadership Expectations - Ngā Kawenga Ārahitanga (MBIE)

Lead by example - Whakatinana hei tauira
Enable our people - Whakaāhei ō tātou tangata
Deliver what matters - Whakatutuki ngā manako

Matatautanga – Competencies (Leadership Success Profile)

The Leadership Success Profile (LSP) is a leadership capability framework, developed by the New Zealand public sector for the New Zealand public sector. It creates a common language for leadership and establishes what great leadership looks like. You can look at the twelve underpinning capabilities and four leadership characters here: Leadership Success Profile | Te Kawa Mataaho Public Service Commission(external link)

To mātou aronga – What we do for Aotearoa New Zealand

Hīkina Whakatutuki is the te reo Māori name for the Ministry of Business, Innovation and Employment. Hīkina means to uplift. Whakatutuki means to move forward, to make successful. Our name speaks to our purpose, Grow New Zealand for All.

To Grow New Zealand for All, we put people at the heart of our mahi. Based on the principles of Te Tiriti o Waitangi / The Treaty of Waitangi, we are committed to upholding authentic partnerships with Māori.

As agile public service leaders, we use our breadth and experience to navigate the ever-changing world. We are service providers, policy makers, investors and regulators. We engage with diverse communities, businesses and regions. Our work touches on the daily lives of New Zealanders. We grow opportunities (Puāwai), guard and protect (Kaihāpai) and innovate and navigate towards a better future (Auaha).

Te Tiriti o Waitangi

As an agency of the public service, MBIE has a responsibility to contribute to the Crown meeting its obligations under Te Tiriti o Waitangi (Te Tiriti). Meeting our commitment to Te Tiriti will contribute towards us realising the overall aims of Te Ara Amiorangi – Our Path, Our Direction, and achieve the outcome of Growing New Zealand for All. The principles of Te Tiriti - including partnership, good faith, and active protection – are at the core of our work. MBIE is committed to delivering on our obligations as a Treaty partner with authenticity and integrity and to enable Māori interests. We are committed to ensuring that MBIE is well placed to meet our obligations under the Public Service Act 2020 (Te Ao Tūmatanui) to support the Crown in strengthening the Māori/Crown Relationship under the Treaty and to build MBIE’s capability, capacity and cultural intelligence to deliver this.

Mahi i roto i te Ratonga Tūmatanui – Working in the public service

Ka mahitahi mātou o te ratonga tūmatanui kia hei painga mō ngā tāngata o Aotearoa i āianei, ā, hei ngā rā ki tua hoki. He kawenga tino whaitake tā mātou hei tautoko i te Karauna i runga i āna hononga ki a ngāi Māori i raro i te Tiriti o Waitangi. Ka tautoko mātou i te kāwanatanga manapori. Ka whakakotahingia mātou e te wairua whakarato ki ō mātou hapori, ā, e arahina ana mātou e ngā mātāpono me ngā tikanga matua o te ratonga tūmatanui i roto i ā mātou mahi.

In the public service we work collectively to make a meaningful difference for New Zealanders now and in the future. We have an important role in supporting the Crown in its relationships with Māori under the Treaty of Waitangi. We support democratic government. We are unified by a spirit of service to our communities and guided by the core principles and values of the public service in our work.

What does it mean to work in Aotearoa New Zealand’s Public Service?(external link) — Te Kawa Mataaho The Public Service Commission