Business Development Specialist

Transcription

1 Business Development Specialist National Library, Information and Knowledge Services The purpose of the National Library is to enrich the cultural and economic life of New Zealand and its interchanges with other nations. Te Tiakiwai Conference Centre is at the heart of the National Library which celebrates New Zealand history, creativity and heritage. It is a key public facility offering unique experiences for whole day or multi-day events. The Business Development Specialist is responsible for carrying out sales and marketing activity to promote the National Library s identity in the conference and events sector and to generate revenue to help ensure the Conference Centre s success. Reporting to: Manager Public Programmes Location: Wellington Salary range: Delivery G What we do matters our purpose Our purpose is to serve and connect people, communities and government to build a safe, prosperous and respected nation. In other words, it s all about helping to make New Zealand better for New Zealanders. How we do things around here our principles We make it easy, we make it work Customer centred Make things even better We re stronger together Work as a team Value each other We take pride in what we do Make a positive difference Strive for excellence Working effectively with Māori Te Aka Taiwhenua our Māori Strategic Framework enables us to work effectively with Māori. We accept our privileged role and responsibility of holding and protecting the Treaty of Waitangi / Te Tiriti o Waitangi.

2 What you will do to contribute Sales and Marketing Make proactive sales calls to corporate, government and niche markets leveraging the distinctive National Library of New Zealand identity Work with the DIA Communications team to ensure high quality promotional material is developed to support Te Tiakiwai Conference Centre marketing Provide support to internal and external stakeholders to progress enquiries and leads to achieve confirmed agreements and sales Establish contractual agreements with clients Work with Events Coordinator to handover confirmed agreements for delivery As a result we will see A regular programme of outbound sales calls is planned and carried out Sales calls and sales enquiries are documented for reporting to the Manager Public Programmes and for analysis of return on investment Sales leads are generated and progressed to venue bookings Sales and revenue from Te Tiakiwai Conference Centre grow Business Development Use market information and intelligence gathered from customers, work with the Public Programmes Team to develop and enhance the Te Tiakiwai Conference Centre offer Work together with the Operations Team to expand business opportunities by diversifying packages, event types and products Te Tiakiwai is recognised in existing and emerging markets for providing unique high value conference and event experiences in line with the National Library s purpose Sales leads and venue bookings increase Engagement and Account Management Develop and manage key accounts and maintain close relationships that will support and promote the strategic objectives of the National Library Ensure CRM database used for Te Tiakiwai Conference Centre is accurate and up to date Initiate renewal of repeat business contracts Maintain excellent working relationships with stakeholders, including attending networking functions where appropriate Liaise with Event Coordinator for any client feedback that requires attention post event A positive image for the National Library and Te Tiakiwai Conference Centre is developed and maintained with conference clients and professional conference organisers Positive relationships are developed and maintained with professional conference organisers and conference centre clients Opportunities for repeat bookings and client recommendations are maximised Page 2 of 5

3 What you will do to contribute Tradeshows and Familiarisations Represent National Library at industry updates and trade shows as identified with the Manager Public Programmes Plan, manage and host target client familiarisations showcasing the distinctive National Library heritage experience Deliver and supervise industry relationship networking initiatives jointly with the Operations Team Prepare and deliver quality client presentations and proposals that align with the National Library s Turning Knowledge into Value Strategic Directions to As a result we will see Opportunities are identified to attract conference clients and to build revenue Te Tiakiwai Conference Centre offering is aligned with and leverages off other industry activity and promotions Excellent knowledge of Te Tiakiwai Conference Centre s point of difference offering bespoke National Library cultural and heritage experiences in the events and conference market Set and Monitor Sales Targets Develop an annual sales plan with quarterly targets Plan and deliver sales campaigns and a sales and activity pipeline to develop new clients and accounts Monitor sales to ensure targets are met as per budget Provide accurate and timely reports on sales enquiries Sales budgets, sales targets and sales activity pipeline are documented and agreed with Manager Public Programmes Sales and revenue targets are met or exceeded Contribute to team success Participate in strategic planning, accountability and business planning processes for the Public Programmes team Provide constructive feedback to the Manager Public Programmes, Team Leader Operations and the Events Coordinator for continuous improvement of business quality Contribute to the successful operation of the public programmes team A cohesive National Library Public Programmes offering is developed and presented to the market Business quality is continuously improved over time The Public Programmes team works effectively together Health and Safety (for self) Work safely and take responsibility for keeping self and colleagues free from harm Report all incidents and hazards promptly Know what to do in the event of an emergency Cooperate in implementing return to work plans A safe and healthy workplace for all people using our sites as a place of work. Health and safety guidelines are followed Page 3 of 5

4 Advise Collaborate with Influence Inform Manage/ lead Deliver to Te Tari Taiwhenua Who you will work with to get the job done Internal Director, Pubic Engagement Manager, Public Programmes Manager, Te Puna Foundation Public Programmes Staff Other DIA staff External Conference clients Professional conference organisers Contractors and suppliers Your delegations Human Resources and financial delegations Direct reports Your success profile for this role At DIA, we have a Capability Framework to help guide our people towards the behaviours and skills needed to be successful. The core success profile for this role is Specialist. Keys to Success: Problem solving Critical thinking Interpersonal savvy Navigating complexity Communicating with influence Technical and specialist learning n/a n/a What you will bring specifically Experience: Proven experience in successful business development in the GLAM or cultural heritage sectors A proven track record of setting and achieving ambitious sales targets Experience managing multiple sales opportunities at any given time with demonstrated high conversion rate Knowledge: A tertiary qualification in Business Administration, Arts Management or GLAM sector management or equivalent relevant experience Extensive knowledge of and a passion for the cultural heritage of Aotearoa New Zealand Extensive knowledge of the national and international conference and events market Good understanding of sales and business practices from both a strategic and tactical perspective Skills: Exceptional interpersonal and relationship skills Effective oral and written communication skills to communicate with a wide variety of Page 4 of 5

5 Your success profile for this role What you will bring specifically audiences Highly developed negotiation and persuasiveness skills Fluency in te reo Māori me ona tikanga Māori desirable Other requirements: Ability to effectively manage workload ensuring focus on high value strategic activities Ability to work both independently and as part of a team and with minimal supervision Page 5 of 5