Business Development Manager (commercial) Job description and person specification

Transcription

1 Business Development Manager (commercial) Job description and person specification Job title Reporting to Key relationships Responsible for Business Development Manager (commercial) Head of Corporate Development Internal: Fundraising teams especially the account management and new business teams, Publishing and design team, Courses and Conferences team, Finance team xternal: Relevant and suitable advertisers, sponsors and other commercial partners and stakeholders No direct line management but will be supported on a range of activities by the Project and Programme Delivery xecutive Hospice UK is the national charity for hospice care, supporting over 200 hospices in the UK. We believe that everyone matters throughout their life right up until they die, and that no one should die in avoidable pain or suffering. Our vision is hospice care for every person in need. We want to bring about the wide-reaching social and cultural transformation that is needed in how adults and children in the UK are cared for at the end of their lives, and we believe hospices are critical to achieving this. Collectively hospices in the UK care for around 200,000 people every year as well as families and carers and we work closely with them to support their vital work, share best practice and to create a stronger national voice for hospice care. Our strategic priorities are to: extend the reach and enable hospice quality care to be delivered in any setting tackle inequality and widen access to hospice care work with communities to build capacity and resilience to care for those at the end of their life empower a strong, dynamic and responsive hospice sector Our values: we aspire to be supportive, professional, collaborative, creative and confident. Company Limited by Guarantee, Registered in ngland and Wales No , Charity registered in ngland and Wales No and in Scotland No. SC VAT No , registered office as above.

2 Job description Hospice UK s core purpose is that everyone, no matter who they are, where they are or why they are dying or bereaved gets the care and support they need, when and how they want it. In income generation we do this by engaging people with why we are here through emotional story-telling, connecting people to our cause, giving them the opportunity to support us in different ways and helping them to feel proud to make a difference. We aim to create a culture where income generation is embedded in the DNA of our organisation and everyone is proud of fundraising. We have a one team, one dream mentality The corporate development team forms part of the wider Income Generation Department and works closely within and across the department. The focus in the team is on raising funds from businesses either through commercial activity or through a range of corporate partnerships. Current activities include a range of successful corporate partnerships including several charity of the year partnerships, conferences and events, sponsorship, cause related marketing partnerships, a directory, a jobs board and the development of the nascent Compassionate mployers programme and the Open Up Hospice Care Corporate Alliance Purpose of role To develop and increase income for Hospice UK from advertising, sponsorship and commercial partnerships, with a key focus on generating sponsorship and exhibitor income for Hospice UK s range of conferences and advertising revenue for Hospice UK s jobs board. Working closely with the Head of Corporate Development, key tasks will include researching new opportunities, building relationships, developing new and existing partnerships and securing sponsors, advertisers and commercial partners. The post holder will be responsible for developing existing and new clients as well as maximising revenue from other organisation-wide products such as the corporate directory on Hospice IQ, enewsletters and other publications. Where possible the post holder will explore win:win business development opportunities to provide financial benefit for both Hospice UK and local hospices. The post holder will be responsible for delivering ambitious income targets. Key tasks and responsibilities General To meet or exceed agreed income targets To develop and implement a business plan for Hospice UK s commercial business To input into the budgeting process To provide regular reporting on performance against income targets, the prospect pipeline and business under discussion Page 2 of 7

3 Generate revenue for the Hospice UK Jobs Board To develop a Hospice UK jobs board advertising business plan with a full budget breakdown To perform regular competitive analysis of other existing jobs board advertising and sponsorship opportunities To develop innovative packages, pricing and marketing initiatives To work with the design and publishing team, and independently, to create the materials needed to sell these packages (e.g. rate cards, proposals, presentations) To achieve or exceed annual advertising and sponsorship targets against agreed budgets To continuously review opportunities to ensure they meet the advertiser s needs whilst delivering the required advertising revenue and profitability Generate revenue from sponsorship of Hospice UK products and services Through working closely with the Director of Income Generation and the Head of Corporate Development identify and develop opportunities for sponsorship and/or advertising. Develop and agree a plan for each sponsorship opportunity identifying the key target audience, and agreeing the package and pricing Produce well-written and presented sponsorship proposals and presentations as needed nsure that the internal systems are in place to deliver on sponsorship agreements and ensure that all the necessary paperwork is in place for all deals To continuously review opportunities to ensure they meet the sponsor s needs whilst delivering the required revenue Develop and maintain excellent client relationships To grow and maintain our commercial supporter base based on existing prospects and relationships To develop strong relationships with all advertisers and sponsors via phone, written and face to face communication. Keep accurate and timely records of these communications using our database To research and understand advertiser and sponsor s needs and expectations. To fully understand and articulate the value of propositions to prospective and current advertisers and sponsors based on these needs To manage queries and issues in a timely manner Knowledge of the marketplace To grow and maintain expert knowledge of the market Managing information systems To set up and manage first class systems for CRM, booking processes, data capture and delivery of advertising and sponsorship packages and to ensure these are fully compliant with organisational best practice Page 3 of 7

4 Other Work collaboratively across the department contributing fully in team meetings and team planning days, with a particular focus on collaborating with the corporate new business and partnerships teams Undertake other tasks as directed. This role profile is not exhaustive and is subject to review in conjunction with the post holder and according to future changes/developments in the service. All job descriptions are non-contractual and give a sense of the broad scope of the role and so include a level of flexibility. Whilst they list some key tasks there will also always be tasks that arise and which can be reasonably expected of the role. Page 4 of 7

5 Person Specification = essential D= desirable xperience and knowledge Importance Criteria Assessment D D Skills and abilities Demonstrable experience of working in a business development role with clear transferable skills Proven track record of securing advertising income and/or conference exhibition sales or similar xperience of managing a budget and achieving agreed income targets xperience of communicating easily with a wide range of audiences on a face-to-face basis as well as by post, telephone and by any other appropriate methods xperience of performing market research and competitor analysis xperience of inspiring and winning the confidence and trust of clients with ease To possess, or to have the ability to develop, a thorough knowledge of the work of Hospice UK and the hospice movement Knowledge of online marketing and advertising techniques An understanding of public relations and marketing initiatives with particular reference to sponsorship and sales promotions To be willing to become conversant with all forms of voluntary giving, current charity legislation and codes of practice Importance Criteria Assessment xcellent written and verbal presentation skills Demonstrable creativity, determination, tenacity and persuasiveness. To have a flexible approach to work and the ability to meet deadlines xcellent organisational, planning and timemanagement skills with the ability to prioritise and Page 5 of 7

6 juggle conflicting demands Self motivated with the ability to work both alone and as a member of a team. Ability to use own initiative and work proactively, to spot and develop arising opportunities and to utilise these accordingly. A willingness to accept accountability, and be pro-active in seeking responsibility. Understand and value the need to work in cooperation with colleagues and others across the charity. To be collaborative with colleagues in the department. To demonstrate excellent I.T skills, particularly with databases, reporting, MS Office An approach to mirror our values supportive, professional, collaborative, creative and confident Page 6 of 7

7 Terms and Conditions of appointment Contract Salary Probation period Notice period Work Pattern Pension Life Assurance Simplyhealth Scheme Permanent 40,000 per annum The probationary period is six months Two months, following successful completion of probation Full time, 35 hours per week You will be auto enrolled into our pension scheme which is at 4%. Further contributions can be made to the scheme and Hospice UK will match contributions of up to 7% of your gross salary. Is provided upon start date at three times salary, subject to acceptance by our insurers A cash plan scheme, which provides payments towards everyday healthcare treatments for example dental, optical etc. up to a policy limit. Childcare vouchers Cycle to work scheme Season ticket loan Holiday Location We offer childcare vouchers Loaning of a cycle via a salary sacrifice scheme. An interest free loan is available 25 days in the first year, increasing to 27.5 days in the second year of service and 30 days in the third. The leave year runs from 1 January to 31 December. After 5 years service an additional 10 days leave is added to entitlement to use as part of a four week break from work The post holder will be based at Hospice House, Britannia Street, London, WC1X 9JG. Page 7 of 7