1,055 Senior Director jobs in South Africa

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

The role holder leads the Visa Direct platform and commercialization responsibilities for Sub Saharan Africa across all use cases. Responsibilities cover the complete span - sizing the opportunity, thinking through and building the push payment strategy in line with the country's business objectives, identifying use cases, engaging internal and external stakeholders to deploy Visa Direct solutions. Key focus of the role is product and platform development with further deployment with responsibility from business requirements drafting to quality assurance and project management/coordination with multiple internal distributed teams. These new solutions have to be deployed keeping in mind the evolving market, client and consumer needs with the objective of driving significant future market growth for Visa in emerging markets. The role holder must possess a unique blend of commercialization and business analysis skills as well have intimate understanding of payments, mobile technology, consumer behavior and Visa's business. The role will work cross functionally with other functional teams in the markets and co-ordinate the product roadmap and learnings from the wider regional Visa Direct teams.

Solution Development and Deployment.
Be a thought leader and influencer in developing and deploying the solution in the market. The role holder has to manage the full cycle of Visa Direct solutions deployment - articulation of the solutions value proposition for internal and external stakeholders, mapping the value chain, working on commercials and solution deployment, testing the plans with key internal and external partners and institute program management for effective deployment and tracking of the agreed plan.

Go-to-market plans.
Success of new solutions/platforms requires seamless execution based on carefully design market plans. This role leads in defining market plans for Visa Direct with specific focus on defined target markets and solutions.

Business Analysis and Project Management.
New solution rollout has complexities involving multiple stake holders and the projects have tight deadlines and executive accountability associated with it. Role holder will lead product interrelated project tasks and associated deadlines to ensure that they are met.

Product and Platform design.
Recommend and develop product and platform design improvements relevant for Sub Saharan Africa. As subject matter expert, the role requires developing the knowledge base on these new solutions and customizing them for the local markets and developing industry best practices that can leveraged by local teams in many markets worldwide. Translate specific market needs and feed that that into the global platform development roadmap.

Partner Management and building local accelerator partners.
The role holder provides thought leadership to identify target accelerator partners, co-ordinate with partnership teams to sell-in the solution and manage these partners to deployment.

This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Qualifications

Professional

1. 10+ years' work experience – prior experience in taking new products from the idea stage to commercial launch is preferred.

2. Business degree and Technical education and background is advantageous.

3. Project Management ad Business Analysis experience is strongly preferred.

4. Extremely high value on direct exposure to digital payment solutions (mobile banking, payment cards, mobile money, ISO 20022, RTP, API-based platforms, payments' overlay services).

5. Experience of working on digital solutions in the FI or Technology space.

6. Fluency in English is required

Technical

1. Understanding of the Domestic and Cross Border Payments, Visa systems, Banking and Financial services, its platforms and commercial models, including ISO 20022 standard and Real Time Payments operating models.

2. Knowledge of payment and mobile technology, as well as overlay services for payments and its impact on emerging business models

3. Knowledge of Consumer behavior especially in a digital environment.

4. Knowledge of retail and its structure in emerging market

Business

1. Excellent inter-personal/ client management skills

2. Good analytical and organizational skills

3. Willingness and ability to work in unstructured and informal settings with sophisticated clients and/or partners

4. Proven negotiation skills

5. Solid communication skills – both written and spoken

6. Driven, self-starter

7. Culturally adaptable

Additional Information

Visa is an EEO Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

You are as unique as your background, experience and point of view. Here, you'll be encouraged, empowered and challenged to be your best self. You'll work with dynamic colleagues - experts in their fields - who are eager to share their knowledge with you. Your leaders will inspire and help you reach your potential and soar to new heights. Every day, you'll have new and exciting opportunities to make life brighter for our Clients - who are at the heart of everything we do. Discover how you can make a difference in the lives of individuals, families and communities around the world.

Job Description:
Role Summary
This role is responsible for a supporting the holistic High Net Worth strategy and development across the proposition. By doing this, this person brings in HNW sales to help SLHK hit the key success measures of Income, VNB and Client. The job holder is expected to drive the alternative distribution markets (e.g. Family Offices, Middle East).

Job Responsibilities

• Relationship Management and HNW business development
• Build and develop strong and strategic relationships with HNW and Ultra- HNW Partners (eg HNW Brokers, Private Banks, Trusts, Lawyers, EAM's, IAM, Private Equity) to enhance SLHK ability at HNW Distribution and help deliver the HNW Sales Target.
• Build alternative distribution and bring new HNW sales ideas to the table
• Expand the business in Asia and Middle East
• Expand the business in Family Offices
• HNW product and training support
• Drive the HNW products and marketing support, in development, implementation, and ongoing refinement, and gather important MI.
• Provide HNW training and Wealth Structuring support across channels as per HNW roadmap
• HNW strategy and key initiatives
• Act with client lens to improve "ease of doing business"
• HNW Risk Management, Compliance, Legal and Regulatory Support – make sure Sun Life and the HNW team is protected at all time

Job Requirements:

• University Degree holder in Bachelor of Arts or Science
• Posses at least 10+ years of HNW and Ultra HNW Sales and Wealth Structuring experience, ability to win HNW Bank deals and relationship
• Proven experience in HNW Ops/Case Management
• Strategic thinker, high agility and able to build relationship with partners
• Excellent communications in both spoken and written English, candidates with language proficiency in Cantonese or Mandarin would be a plus
• Excellent presentation skills and strong client focus mindset

We offer 5-day work, attractive salary, MPF, group life and group medical insurance; and excellent career development opportunities to the right candidate.

We are an equal opportunity employer and welcome applications from all qualified candidates. Application forms and resume will be kept for a period of 24 months after completion of the recruitment process. (All information will be held in strict confidence and only be used for recruitment purpose).

Job Category:
Sales - Client Relationship Management

Posting End Date:
29/09/2025

This job is with LexisNexis Legal & Professional, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.
About The Business
LexisNexis Risk Solutions is the essential partner in the assessment of risk. Within our Business Services vertical, we offer a multitude of solutions focused on helping businesses of all sizes drive higher revenue growth, maximize operational efficiencies, and improve customer experience. Our solutions help our customers solve difficult problems in the areas of Anti-Money Laundering/Counter Terrorist Financing, Identity Authentication & Verification, Fraud and Credit Risk mitigation and Customer Data Management. You can learn more about LexisNexis Risk at the link below,

About Our Team
Are you looking to join an industry-leading sales organisation? Our sales team is dedicated to partnering with organisations to address and solve complex risk problems. At LexisNexis Risk Solutions, we pride ourselves in providing solutions that directly impact our customers' ability to mitigate and manage risk.

About The Role
We are seeking an accomplished Business Development Director/Business Development Manager to join our team.

In this role, you will be responsible for achieving revenue targets and driving business growth through effective sales strategies, in collaboration with a Field Account Manager and Overlay Sales Specialists. You'll be responsible the creation of a sales strategy that will build pipeline and drive incremental growth while retaining an existing book of accounts. You will prospect within your assigned territory to develop a robust pipeline, manage territory business plans, and guide prospects through the sales cycle to contract close while maintaining the relationship for retention and support through the customer relationship.

Responsibilities

• Achieving revenue targets and drive business growth within the enterprise space.
• Converting leads to opportunities, ensuring timely and accurate maintenance of accounts.
• Loging customer activity and communications comprehensively within the CRM system.
• Submitting monthly forecast reports and regularly update the sales pipeline.
• Prospecting within the assigned territory to develop and sustain a robust pipeline.
• Developing and manage territory business plans that include new logos, cross-selling, upselling, and renewal opportunities.
• Guiding prospects through the sales cycle to contract close, collaborating with presales and specialist teams as needed.
• Supporting customers through onboarding and implementation phases, in partnership with the FAM, ensuring a seamless transition and ongoing revenue life cycle management.

Requirements

• Able to demonstrate experience with a focus on strategic accounts within the enterprise space.
• Prove proficiency in CRM systems, particularly Salesforce.
• Have excellent communication, negotiation, and interpersonal skills.
• Able to work independently and collaboratively within a team environment. Display analytical and problem-solving abilities.
• Have a proactive approach to identifying and pursuing new business opportunities.
• Able to manage complex sales cycles and close large deals.

Working for you
Benefits
We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• Generous holiday allowance with the option to buy additional days
• Health screening, eye care vouchers and private medical benefits
• Wellbeing programs
• Life assurance
• Access to a competitive contributory pension scheme
• Save As You Earn share option scheme
• Travel Season ticket loan
• Electric Vehicle Scheme
• Optional Dental Insurance
• Maternity, paternity and shared parental leave
• Employee Assistance Programme
• Access to emergency care for both the elderly and children
• RECARES days, giving you time to support the charities and causes that matter to you
• Access to employee resource groups with dedicated time to volunteer
• Access to extensive learning and development resources
• Access to employee discounts scheme via Perks at Work

Learn more about the LexisNexis Risk team and how we work here

We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact

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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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Sporty Group

Partnered with some of the World's greatest Champions including Real Madrid FC, Michael Essien and Eder Militao, we're on the lookout for some Champions of our own to be a part of the 'Top Ranked Fastest Growing and Most Successful Online Gaming Brand in the World'. Home to SportyBet, SportyTV, , and the newly launched SportyFM, we continue to lead with innovation and exclusive sports content.

Sporty is expanding and we're building the world's go to platform for everyday entertainment.

Business Development Director – Emerging Markets

Location: Africa (French OR Portuguese Speaking Countries)

About The Role
Are you a strategic thinker with a strong commercial and contractual background, ready to lead the charge in emerging markets? We're looking for an experienced Business Development Director to drive our growth in new geographical regions. If you thrive in fast-paced, evolving environments and have a knack for building meaningful partnerships, we are looking for you.

What you'll be doing

• Lead Market Expansion: Drive business development in emerging markets, identifying and seizing growth opportunities in new regions. Take ownership of local provider relationships, ensuring smooth operations and regulatory compliance. Manage compliance work in collaboration with internal teams, supporting Provider integrations and certification requirements
• Build and Manage Provider Relationships: Identify, negotiate, and manage relationships with local providers to support market entry and growth. Ensure compliance with local regulations and align provider agreements with business objectives. Maintain a deep understanding of each market's regulatory landscape, navigating challenges to drive success
• Contract and Compliance Management: Handle contract negotiations, securing favourable terms that align with business goals. Support compliance efforts, coordinating closely with internal teams to meet regulatory requirements
• Market Intelligence and Strategy: Vet new products and analyse competitive landscapes to inform strategic decisions. Provide insights that shape market entry strategies and long-term growth plans
• Internal Collaboration and Communication: Work closely with payments, compliance, and product teams to ensure seamless execution of business strategies. Act as a bridge between external providers and internal stakeholders, ensuring clear communication and aligned goals
• Relationship Management: Build and nurture strong relationships with key providers and stakeholders, ensuring long-term, mutually beneficial partnerships. Navigate the complexities of restraints of trade, maintaining ethical and compliant business practices

What you'll bring

• Experience and Independence: A seasoned professional with a proven track record of working independently after onboarding
• Commercial and Contractual Expertise: Strong background in commercial negotiations and contract management, ideally within the Gaming sector
• Flexibility: While South Africa is the preferred location, candidates in other regions will also be considered
• Fluent in English along with French OR Portuguese is essential

What's In It For You

Sporty is a remote first company in pursuit of sustainability

A competitive salary + individual performance based bonuses every quarter

28 days paid annual leave

Our core working hours are 10am-3pm in your local time zone with flexibility outside of this

Referral bonuses & flash bonuses

Top of the line equipment

Annual company retreats to provide great internal networking opportunities

Personalised Support

We're committed to making our recruitment process accessible to everyone. If you need any adjustments or accommodations during the application or interview process, please let us know.

Your Move

If you're excited about this role, even if you don't meet every requirement, we'd still love to hear from you. We understand candidates may hesitate to apply if they don't meet all requirements, however your unique perspective is what helps us innovate and grow together.

If you're interested, we encourage you to apply Every application is reviewed by a member of our team (AI is not used in our recruitment process), and we aim to respond within 48 hours.

Sporty Group

Partnered with some of the World's greatest Champions including Real Madrid FC, Michael Essien and Eder Militao, we're on the lookout for some Champions of our own to be a part of the 'Top Ranked Fastest Growing and Most Successful Online Gaming Brand in the World'. Home to SportyBet, SportyTV, , and the newly launched SportyFM, we continue to lead with innovation and exclusive sports content.

Sporty is expanding and we're building the world's go to platform for everyday entertainment.

Business Development Director – Emerging Markets

Location: Africa (French OR Portuguese Speaking)

About The Role
Are you a strategic thinker with a strong commercial and contractual background, ready to lead the charge in emerging markets? We're looking for an experienced Business Development Director to drive our growth in new geographical regions. If you thrive in fast-paced, evolving environments and have a knack for building meaningful partnerships, we are looking for you.

What you'll be doing

• Lead Market Expansion: Drive business development in emerging markets, identifying and seizing growth opportunities in new regions. Take ownership of local provider relationships, ensuring smooth operations and regulatory compliance. Manage compliance work in collaboration with internal teams, supporting Provider integrations and certification requirements
• Build and Manage Provider Relationships: Identify, negotiate, and manage relationships with local providers to support market entry and growth. Ensure compliance with local regulations and align provider agreements with business objectives. Maintain a deep understanding of each market's regulatory landscape, navigating challenges to drive success
• Contract and Compliance Management: Handle contract negotiations, securing favourable terms that align with business goals. Support compliance efforts, coordinating closely with internal teams to meet regulatory requirements
• Market Intelligence and Strategy: Vet new products and analyse competitive landscapes to inform strategic decisions. Provide insights that shape market entry strategies and long-term growth plans
• Internal Collaboration and Communication: Work closely with payments, compliance, and product teams to ensure seamless execution of business strategies. Act as a bridge between external providers and internal stakeholders, ensuring clear communication and aligned goals
• Relationship Management: Build and nurture strong relationships with key providers and stakeholders, ensuring long-term, mutually beneficial partnerships. Navigate the complexities of restraints of trade, maintaining ethical and compliant business practices

What you'll bring

• Experience and Independence: A seasoned professional with a proven track record of working independently after onboarding
• Commercial and Contractual Expertise: Strong background in commercial negotiations and contract management, ideally within the Gaming sector
• Flexibility: While South Africa is the preferred location, candidates in other regions will also be considered
• Fluent in English along with French OR Portuguese is essential

What's In It For You

Sporty is a remote first company in pursuit of sustainability

A competitive salary + individual performance based bonuses every quarter

28 days paid annual leave

Our core working hours are 10am-3pm in your local time zone with flexibility outside of this

Referral bonuses & flash bonuses

Top of the line equipment

Annual company retreats to provide great internal networking opportunities

Personalised Support

We're committed to making our recruitment process accessible to everyone. If you need any adjustments or accommodations during the application or interview process, please let us know.

Your Move

If you're excited about this role, even if you don't meet every requirement, we'd still love to hear from you. We understand candidates may hesitate to apply if they don't meet all requirements, however your unique perspective is what helps us innovate and grow together.

If you're interested, we encourage you to apply Every application is reviewed by a member of our team (AI is not used in our recruitment process), and we aim to respond within 48 hours.

Wits Plus (Pty) Ltd, seeks a dynamic and strategic leader to serve as Director of Marketing and Business Development. This role will oversee the marketing of short courses for open enrolment and lead the business development team in engaging corporate clients for closed and bespoke courses. The Director will drive brand management and revenue growth through innovative marketing strategies and corporate partnerships, whilst ensuring alignment with the institution's mission to provide high-quality Lifelong Learning opportunities.

Key responsibilities

• Develop and implement digital-first integrated marketing strategies and execution to position the Wits Plus brand, and promote short courses, including digital campaigns, content creation, and branding initiatives aimed at increasing enrolment and visibility.
• Lead and guide the business development team in identifying, cultivating, and securing partnerships with corporates for bespoke and closed training solutions, including market analysis and relationship management.
• Collaborate with academic and administrative stakeholders to innovate product offerings, analyze market trends, and create business cases for new opportunities in higher education short courses.
• Oversee communications, media relations, and customer engagement efforts to enhance the institution's reputation and support enrolment goals.
• Monitor performance metrics, manage budgets, allocate resources effectively to achieve marketing goals and objectives, and managing marketing projects from conception to completion, including planning, execution and reporting.

Qualifications and requirements

• Master’s degree in marketing, digital business, communications, or a related field; advanced degree preferred.
• At least 7-10 years of experience in B2B and B2C marketing and/or business development, with experience in developing and implementing ideally within higher education or continuing education sectors, with a proven track record in promoting educational programmes or courses.
• Expertise in digital marketing, market research, and corporate relations; experience in short-course development or sales is highly desirable.
• Excellent leadership, communication, and interpersonal skills, with the ability to build cross-functional teams and influence stakeholders.
• Proficiency in data analytics and strategic planning to inform decision-making and drive growth.
• Experience is using data to drive improvements, data-led decision making to deliver lead generation and conversions to drive revenue growth.

To apply: applications should be made with a covering letter outlining why the candidate believes they should be considered for the role, together with a CV, names and contact details of at least three (3) references Please submit your application by logging onto the University of the Witwatersrand online portal at or email to

Any enquiries must be directed to the Wits Plus (Pty) Ltd CEO at

REQUIREMENTS

Core skills summary

Strategic leadership: Ability to lead teams, plan and execute marketing and business development strategies, and manage budgets and resources effectively.

Marketing expertise: Proficiency in digital-first marketing, brand positioning, campaign management, and public relations to drive visibility and enrolment.

Business development: Experience in cultivating corporate partnerships, conducting market analysis, and developing bespoke training solutions.

Analytical and data-driven decision making: Skilled in using data and performance metrics to inform strategy, optimise campaigns, and drive lead generation and conversions.

Sector knowledge: Familiarity with higher education, continuing education, and short course promotion in both B2B and B2C contexts.

Communication and stakeholder engagement: Strong interpersonal skills to collaborate across academic and administrative teams and influence internal and external stakeholders.

Closing Date

2025/10/20

Reference Number

WCG

Tracking Number

DEDAT 51/2025

Job Title

Director: Green Economy Programme and Projects (DEDAT 51/2025)

Department

Department of Economic Development and Tourism

Salary level

13

Enquiries

Ajay Trikam

Job Type

Permanent

Location - Country

South Africa

Location - Province

Western Cape

Location - Town / City

Cape Town

Job Purpose

The Department of Economic Development and Tourism, Western Cape Government is seeking a dynamic and innovative senior manager to develop, establish and monitor programmes and projects which will facilitate economic growth within the green economy.

Minimum Requirements

• An undergraduate qualification (NQF level 7) in Economics or Economic Development, Sustainability or Climate Change or Town Planning or Engineering as recognised by SAQA.

• 5 years' middle management experience

• The successful completion of the Senior Management Pre-entry Programme (see paragraph 4 in notes below).

Recommendation

None

Key Performance Areas

Line ManagementStrategic management, advice and guidance in respect of the following functional areas:

• Manage and coordinate green economy projects including transversal projects relating to resource resilience.
• Facilitate and manage the alignment between all relevant stakeholder interest within the green economy.
• Identify and drive opportunities for innovation within industry development.
• Facilitate an enabling skills environment for the green economy.
• Guide an enabling regulatory environment for the green economy.
• Monitor and oversee the performance of entities contracted by the WCG to deliver on the Green Economy related priorities.
• Communicate and source intelligence regarding the Green Economy and resource resiience.

Strategic Management (including change management):

• Define and review on a continual basis the purpose, objectives, priorities and activities of the Directorate.
• Participate in the Chief Directorate's strategic planning process.
• Active involvement in the development and management of the strategic and annual performance and operational plans for the Directorate.
• Evaluate the performance of the Directorate on a continuing basis against predetermined key measurable objectives and standards.
• Report to the Chief Director: Green Economy on a regular basis on the activities of the Directorate.
• Monitor and ensure compliance with relevant legislation and prescripts in respect of adequate and appropriate record keeping of the activities of the Directorate, and of the resources employed by it.

People Management:

• Participation in the recruitment of staff in the numbers and grades appropriate to ensure the achievement of the Directorate's Annual Performance and Operational Plan.
• Motivate, train and guide staff within the Directorate, to achieve and maintain excellence in service delivery.
• Actively manage the performance, evaluation and rewarding of staff within the Directorate.
• Monitor information capacity building within the Directorate.

• Active involvement in the compilation of a human resource plan, a service delivery improvement programme, and an information resources plan for the Directorate.

• Promote sound labour relations within the Directorate.

• Actively manage and promote the maintenance of discipline within the Directorate.

Financial Management

• Active participation in the budgeting process at Branch level.
• Preparing of the Annual and Adjustment Budgets for the Directorate.
• Assume direct responsibility for the efficient, economic and effective control and management of the Directorate's budget and expenditure.
• Assume direct responsibility for ensuring that the correct tender and procurement procedures are adhered to in respect of purchases for the Directorate.
• Report to the Chief Director: Green Economy on all aspects of the Directorate's finances.
• Perform diligently all duties assigned by the Chief Director: Green Economy.
• Assume overall responsibility for the management, maintenance and safekeeping of the Directorate's assets.
• Ensure that full and proper records of the financial affairs of the Directorate are kept in accordance with any prescribed norms and standards.

Competencies

• Extensive knowledge of applicable policies, legislation, guidelines, standards, procedures and best practices

• Management principles

• Knowledge in development economics

• Knowlede in sustainability

• Knowledge in statistical information and applied in economics

• Public service procedures

• Knowledge of research

• Knowledge of People Management processes

• Knowledge of labour relations

• Empowerment (SMME, Broad-based BEE)

• Knowledge of capacity Building

• Knowledge project management

• Knowledge of financial management

• Financial systems in the public service.
• Budgeting and other financial processes
• Asset Management and Intervention Control
• Financial delegations

Remuneration

All-inclusive salary package of R per annum (Level 13). Note: The remuneration package consists of a basic salary (70%) and the employer's contribution to the Pension Fund. The remainder of the package may be structured according to your personal needs.

Notes

1) Only applications submitted online will be accepted.

2) All shortlisted candidates must make themselves available to be interviewed at a date, time and place as decided by the selection panel. Please ensure that you submit your application on or before the closing date as no late applications will be considered. The selection process will be guided by the EE targets of the employing department. By applying for this position, you are consenting to the Western Cape Government contacting your previous employers/managers for an employment reference. Reference checks will include enquiries relating to your disciplinary records and reasons for leaving. Kindly note that technical support is only available from Monday to Friday from 8:00 to Should you experience any difficulties with your online application you may contact the helpline at

3) All shortlisted candidates will be subjected to a technical exercise that intends to test relevant technical elements of the job, the logistics of which will be communicated by the Department. Following the interview and technical exercise, the selection panel will recommend candidates to attend a generic managerial competency assessment (compliance with the DPSA directive on the implementation of competency based assessments). The competency assessment will be testing generic managerial competencies using the mandated DPSA SMS Competency Assessment tools.

4) The nominated candidate will be required to complete the Senior Management Pre-Entry Programme before they may be appointed into this post. The purpose of the Senior Management Pre-Entry Programme, which is a public service specific training programme applicable to all applicants who aspire to join the SMS, is to ensure that potential SMS members have a background on processes and procedures linked to the SMS. The duration of the online Pre-Entry Programme is 120 notional hours (15 days). Full details may be sourced by the following link:

5) Furthermore, thanks to the huge public interest, we receive many applications for our positions, and as such will not be able to respond personally to all applications. Therefore, should you not hear from us within 10 weeks from close of advert please consider your application unsuccessful.