Job Family: Management Level: 3

Transcription

1 ROLE DESCRIPTION Position: Reports to: RTO Sales and Marketing Manager Business Development Manager Job Family: Management Level: 3 Organisational context: Cerebral Palsy Alliance (CPA) is the largest provider of disability services in NSW/ACT providing a range of services to people with cerebral palsy. These include accommodation, therapy, technology, employment, community access and support and currently operate in a highly decentralised model over 70 separate service outlets. Currently, we employ over 900 staff and provide services to approximately 4000 clients. Cerebral Palsy Alliance s corporate offices are based at Allambie Heights. Their primary function is to provide the organisation with the necessary resources and support that will assist all operational areas to achieve Cerebral Palsy Alliance s overall mission and strategic direction. Cerebral Palsy Alliance client services has four divisions under the leadership of Divisional Managers responsible for LifePoints (therapy), Employment, Community Access and Respite Services and Accommodation. The Organisational Development Team is responsible for Talent Management, the Registered Training Organisation, Innovation and Change Management. Purpose, Nature and Scope of the Role: This role is responsible for the marketing and selling of a full suite of training courses including nationally recognised training, specialist short courses and elearning products. The customer base extends to Governments, NGOs, Disability Organisations, Individuals and Students. You will develop and implement strategies to achieve market share growth in this competitive market. This position reports directly to the RTO Business Development Manager, who in turn reports to the Senior Manager, RTO Operations. Sales and Marketing Manager Business Development Manager Senior Manager, RTO Operations

2 Core Competencies of the Role: Organisational Knowledge Leadership Teamwork Relationship Skills and Communication Innovation and Creativity Customer Service Delivery Professional Learning and Development: Cerebral Palsy Alliance has a strong commitment to providing our employees with evidence based, responsive professional development which includes the delivery of nationally accredited courses through its Registered Training Organisation. It is compulsory for all new employees to complete Cerebral Palsy Alliance s, Orientation and Induction Program in accordance with the current requirements of the role as reflected by the Training Alliance Calendar. It is each employee s responsibility to also ensure that learning and development, as outlined in the Annual Performance Appraisal, including knowledge of current Cerebral Palsy Alliance policies and procedures, is maintained. Interpersonal Relationships: Internal: RTO team GM, Organisational Development Marketing team Finance team External: Governments, NGOs, Disability & Community Organisations, Individuals Students Position Dimensions: Staffing: Direct Reports: Nil Indirect Reports: Nil Budget: As agreed annually

3 Accountabilities Core Competencies Competency Descriptors Performance Outcomes Organisational Knowledge Leadership/ Teamwork Interpersonal Skills/ Communication Has a comprehensive working knowledge of the mission and values of CPA. Has a comprehensive working knowledge of CPA s Key Result Areas and strategies. Has a comprehensive working knowledge of sector, state and national issues that impact on services. Has a broad knowledge of international issues that impact services. Has a comprehensive working knowledge and application of, CPA policies and procedures. Provides leadership to a small group (up to 4) of senior staff OR effectively performs as sole manager in a particular area/program. Actively participates in relevant management team and contributes to team goals. Is aware of, and maintains appropriate communication channels with all key staff, clients/families and stakeholders both within and outside CPA. Drafts report on sensitive/complex issues or projects. Builds on established networks, both internally and externally. Able to negotiate effectively on a wide range of issues. Positively identifies commonalities and differences and Can clearly articulate, communicate and demonstrate the mission and strategic priorities of CPA through the delivery of appropriate outcomes. Understands and demonstrates CPA s core values in all work practices. Communicates effectively to others how their and the team s role contributes to the achievement of the strategic priorities of CPA. Has a thorough knowledge of the organisation s policies and procedures and ensures compliance with policies and procedures. Can clearly articulate the key organisational-wide Fundraising and Marketing initiatives at every level. Can give sound advice that reflects contemporary fundraising and marketing practices and principles in response to CPA s needs. Provides coaching and support to team members, actively promoting a customer focussed approach towards all internal and external customers. Conducts formal annual performance appraisals on all direct reports, if appropriate. Assumes responsibility for monitoring personal impact on team dynamics. Identifies the need for and seeks out supervision from the manager, where appropriate. Demonstrates an ability to manage time and resources and considers the priorities of others when planning. Uses teamwork to effectively minimise repetition in information sharing and developing solutions. Works collaboratively with the senior management team to provide an effective response to their specific needs. Creates and implements opportunities that present a positive image of CPA and its services. Behaviour and communication is always in alignment with the organisation s values and Code of Conduct. Demonstrates an excellent level of verbal and written communication at all levels within CPA. Demonstrates an ability to resolve conflict and respond to complaints raised by internal and external customers, effectively and

4 Core Competencies Competency Descriptors Performance Outcomes Problem Solving/ Decision Making reconciles conflicting priorities and objectives. Takes responsibility for the timely provision of advice and assistance. Identifies operational and/or strategic issues that impact widely across the organisation. Uses advanced professional/technical practices to identify and resolve problems. Identifies and participates in the development and implementation of strategic solutions. Evaluates alternatives and provides appropriate reports/recommendations. Legislation/ Standards/ Practice Maintains a detailed working knowledge of all standards and relevant government legislation e.g. OH&S, Disability Services Standards and Disability Services Act. Assists in providing organisational feedback/comment /response on these to relevant professional groups/ external groups and government sector. Ensures the management and alignment of changes in practice or standards. Qualifications/ Experience Preferred degree in relevant discipline OR Frontline Management Certificate IV, plus five (5) years experience in a related discipline. Demonstrates ongoing professional development. efficiently. Demonstrates an ability to negotiate outcomes that meet the needs of both CPA and its internal and external stakeholders. Demonstrates an ability to persuasively promote ideas and directions that are consistent with CPA s mission and strategic goals. Develops and provides timely and relevant financial and nonfinancial reports and associated commentary that tracks key performance indicators. Effectively manages the budget reporting on major variances Identifies RTOs current and future needs and opportunities and develops resources that will effectively meet them. Recognises the importance of cultural diversity and reflects this in strategies. Empowers staff to generate their own solutions. Gives advice and bases decision-making on sound sales and marketing principles, evidence and informed opinion and develops solutions that will be balanced and beneficial to the RTOs internal and external customers. Participates in external networking to broaden opportunities. Ensures that all of the RTOS activities comply with the appropriate legislation and the organisation s policies and procedures. Demonstrates conceptual and analytical skills to critically appraise the literature and policies of others to assess their relevance and application to CPA. Represents CPA at the appropriate forums. Experience: Bachelor's degree in marketing or sales Minimum of 5 years' experience marketing or selling training or educational products Superior knowledge in marketing and sales Proven sales success

5 Core Competencies Competency Descriptors Performance Outcomes Ability to manage multiple projects simultaneously with a strong results/goal orientation Excellent written and verbal communications skills Ability to work independently with high level of motivation and customer service mindset Above average proficiency in MS word, excel and PowerPoint, digital media Can work well under pressure Willingness to travel across NSW and nationally if and when the need arises Ability to engage with clients and develop strong customer relationships Customer Service Delivery (Role duty statement) Has a broad working knowledge of the range of client/family needs and able to work with them to identify these and develops plans which involve multiple service involvement. Has a sound working knowledge of the range of services offered within the organisation and those offered by the general and specialist communities. Has built strong working relationships with other community agencies and works to extend these links to ensure outcomes for both individuals and client groups. Responsible for all HR matters of team and consults appropriately with HR for advice and support on matters relating to employees relations, OH&S and recruitment. Is actively involved in budget preparation. Monitors monthly expenses and identifies, investigates and reports on any variances to budget Meets assigned administrative deadlines in relations to reports, collection of relevant statistical data and the analysis of this data. Assists more senior managers with the evaluation of programs and prepares reports as required. Involved in the planning and development of services. Support the Business Development Manager/General Manager in formulating sales and marketing plans, guidelines, policies and short term strategies as well as setting goals and targets; Manage, implement and administer sales and marketing activities; Collect, compile, verify and analyse all sales and marketing related activities such as financial, competitive, sales, marketing and other information about affiliates, new markets, products and service offerings to assist senior management in making strategic and operational decisions; Develop and implement marketing plans for the RTOs products and services to meet established targets; Conduct market research to be able to identify the right products that clients need; Design, develop and implement marketing activities and materials such as brochures, audio/visual materials; Prepare documents and materials including but not limited to reports, presentations, information packages, proposals for meetings and negotiations with potential clients and partners; Manage and regularly update product pages on website, and other digital media/social media channels Marketing and selling online products including elearning modules; Build a comprehensive database for use to market courses and

6 Core Competencies Competency Descriptors Performance Outcomes Actively works to find opportunities to support and present a positive image of clients and the organisation s services in the community events. Develop and maintain effective long term professional relationships with key customers, prospects and industry leaders; Other duties as required by the organisation

7

8 Knowledge, skills and experience requirements: Essential Superior interpersonal and communication skills both verbal and written that have led to strong relationship development Management experience of small teams that have led to high performance and a track record of achieving set goals Proven track record of reaching targets within fundraising or marketing/public relation environments Experience in liaising, coordination, developing relationships within the media and writing of media releases Event coordination/management experience Ability to research, source and apply for grants demonstrating strong writing skills, attention to detail and creativity Ability to introduce ACT business networks to Cerebral Palsy Alliance A confidence and comfort with public speaking Utilisation of databases Ability to function independently with high autonomy and effectiveness Desirable Knowledge of the disability sector Application of Company Policy: To work in accordance with Cerebral Palsy Alliance Policy and Government legislation in particular the Disability Service Act, Occupational Health and Safety Act, and Cerebral Palsy Alliance Publicity Protocol Signed Date.. General Manager of Fundraising & Marketing