Omega Court Telephone // +44 (0) 114 267 3620 362 Cemetery Road Facsimile // +44 (0) 114 267 3629 Sheffield Website // www.iodparc.com S11 8FT, UK Business Development Manager, Edinburgh or Sheffield Candidate Pack November 2017 IOD PARC is the trading name for International Organisation Development Ltd Registered in England and Wales. Company No. 3613839 VAT No. 729 4246 18
Business Development Manager based in Edinburgh or Sheffield IOD PARC is seeking to appoint a dynamic and experienced Business Development Manager, to work as part of an established and professional business development team to develop and drive the strategic ambitions outlined in our Business Strategy. Winning profitable work with existing and new clients is fundamental to the success of our business. You will play a central and pivotal role in this through effective management of a set of Business Development systems and processes; leading a close and well-established team to support the achievement of annual turnover targets of the company. Job Description A. Outline of the Role The Business Development Manager will be responsible for a team (at present five staff see functional organisation chart) and will be a member of the Senior Management Team tasked to operationalise and deliver the objectives outlined in our multi-year Business Strategies and Annual Plans. Bringing creativity and dynamism, you will be responsible for: Consolidating and developing IOD PARC s market position through: o Identifying, prioritising and coordinating future and existing market opportunities based on IOD PARC s existing and possible future service offerings, client knowledge/experience, sectoral practice area and geographic targets; o Developing relationships and establishing alliances or formal partnerships where appropriate for mutual business growth; o Strengthening client intelligence deepening our understanding of client strategic priorities and focal areas, technical requirements and differentiated procurement systems to better meet their needs; o Ensuring our technical knowledge is presented in a meaningful and compelling way to signal our leading edge offer; o Presenting a consistent, clear, strong, visible, and proactive global brand underpinned by a strong and accessible story of what IOD PARC has done (our extensive portfolio and track record) and is doing (through close work with our established technical Practice Areas and consulting teams). 2
Oversee effective team-based bidding processes for medium to large opportunities (> 500,000 contract size) including representation of the company on business development scoping missions, market engagements, pre-positioning/ network development, as may be required Oversee a set of efficient systems and processes within the business development function; which acts as the fulcrum to the wider bidding effort and efficiently manages the general BD business/ flow. B. Primary Responsibilities As part of the Management Team you will be responsible for core elements of the delivery of IOD PARC s agreed Business Strategy through associated annual workplans and budgets. You will: Develop an annual business development plan including the identification of priority markets, target contracts and resource (financial and HR) requirements Coordinate and track all IOD PARC s business development activities Work with dedicated technical Practice Area leads and other Principal consultants to develop business in existing and new markets Build, develop and track relationships with existing and potential partners and clients to ensure IOD PARC has good market knowledge and positioning Be responsible for the delivery of high quality bids which are delivered on time, working strategically with and through the lead technical consultant and the BD team Represent and/or coordinate the representation of IOD PARC on research and business development scoping (PR), to secure business intelligence and facilitate networking opportunities (relationship management) Oversee the management of the core team of the business development function; seeking to strengthen team capability and ensuring the continued service role the team plays Continually look for ways to streamline processes to ensure the highest quality proposals including delivery within tight deadlines Work with the Finance Manager and the Operations Manager to ensure effective liaison with the financial and operational aspects of bidding and contract management Participate in the regular meetings of the Management Team Undertake professional development this should focus on both functional and consulting capability. It is expected that these responsibilities will take approximately 70% (150 days) of your time. As a Principal Consultant, you may undertake a strategic consulting role for approximately 40 60 days per year. C. Key competencies and professional expertise required Essential Significant and demonstrable experience working in business development in an international organisation 3
Senior management experience in a relevant organisational setting. This could be a consulting organisation or large international organisation or equivalent experience should include income generating activity Demonstrable entrepreneurial spirit and acumen Skills in complex budgeting and commercial cost modelling including an ability to draft and quality review commercial methodologies aligned to technical proposals Clear communication skills, both written and verbal Networking and negotiation skills Excellent administrative and organisation skills with strong attention to detail Time management skills and ability to prioritise within a busy workload Demonstrable IT skills including high level of competence with Microsoft Word and Excel Desirable To have a relevant Master s degree or similar post graduate qualification or alternative significant levels of experience to enable the candidate to be a Principal Consultant staff member with IOD PARC Experience working within a consultancy organisation Experience / or understanding of Performance Assessment and/ or Organisation Development approaches and methods Language skills in one or more international languages: Arabic, French, Spanish desirable About IOD PARC Incorporated in 1998, IOD PARC is a global consultancy firm based in the UK with offices in Sheffield and Edinburgh and in Australia and Nepal. We are performance enhancement specialists who help organisations and people reach their potential, primarily in International Development. We work in multiple regions and sectoral areas and deliver a series of consulting services in the fields of performance assessment and organisation development. Our aim is to be a leading partner in supporting our client s work. We have undertaken over 900 consultancy assignments in over 60 countries for a wide range of multilateral and bilateral agencies and civil society organisations. We combine the rigour and analytical skills of performance assessment expertise with a process-based approach to organisation development and change interventions, working with international organisations across the world. IOD PARC has been continually growing and evolving its business development function based on an ambitious company growth strategy. Identifying, capturing and delivering high quality consulting work, with a diverse client portfolio, is central to the success of our business. The role of Business Development Manager is to consolidate and build on our growth, so the business can consolidate its success and continue to expand. Equality Statement Equality and diversity is at the core of IOD PARC values. Staff are expected to work collectively and individually to promote a constructive and sensitive approach to others from a variety of backgrounds, where the work of others is valued and respected. We provide equal employment to all participants and employees without regard to race, colour, religion, gender, age, disability, sexual orientation, veteran or marital status. 4
How to Apply All correspondence, at this stage, should be to IOD PARC s recruitment email address (recruitment@iodparc.com). To apply for this post, please submit the following information preferably in MS Word: The completed application form which provides us with the key information we will need to take your application through to interview. An up-to-date curriculum vitae (of no more than 4 sides of A4) N.B. The documents should be saved in MS Word in the following format: Your First Name-Your Last Name-Document Name-Date (mm yy) e.g.: Jaque-Jones-CV-122017 Jaque-Jones-Application Form-122017 Please note: If we ask about your nationality or right to work in the country where the job is based, it is because many countries have immigration restrictions which require us to know. For instance, the UK government requires that people without a valid right to work in the UK cannot be appointed (even if they are the best candidate) above someone with an existing right to work in UK. Please indicate if you have a current right to work in any post, not just in your current post. The above information should be submitted to recruitment@iodparc.com. Any queries should also be sent to this email address. Applications are welcome until the deadline of midnight GMT on 1 st December 2017. Next Steps IOD PARC will agree a short-list of candidates. These candidates will be invited to participate in a preliminary interview during the week commencing 4 th December 2017. Final interviews are currently scheduled during week commencing 11 th December 2017. 5