"Head of Corporate Business Development Job Description Main"
Head of Corporate Business Development Job Description Reports to: Commercial Director Responsible for: Team leadership, management of corporate business revenue generation, client retention, new account development and product development. Main contacts; Clients, Corporate Business Development team, Centre Delivery teams, Education Business Development team, Marketing and Communications team. Main purpose of the role This new and exciting role has arisen as a result of the recent re-organisation of The Trust’s corporate business activities. Our focus going forwards will be to further develop our core business specifically in the Apprentice and Graduate development markets whilst maintaining our current capability in Team and Leadership development. These Learning and Development programmes will be delivered through our network of five residential training centres across the UK, with occasional use of third party venues. We will continue to work closely with long term clients to deliver programme outcomes that make meaningful and sustainable improvements to individual, team and organisational performance. The Head of Corporate Business Development will play a vital role in the realisation of our ambition for this re-focussed area of our work, with specific responsibility for revenue generation, client retention and new account development, product innovation and leadership of the Business Development team. The role will also involve working in close partnership with other teams across the Trust, including Product Delivery, Marketing and Communications and Education Business Development. Key responsibilities 1. To provide inspirational leadership, management and support to the recently established Corporate Business Development team. 2. To manage and develop the Corporate Business income stream to deliver against challenging sales and quality targets and in accordance with The Trust’s strategic plan. 3. To nurture, develop and manage relationships with strategic customers and other key external partners and stakeholders. 4. To work in close partnership with the Head of Education Business Development and other teams across The Trust to maximise the performance of the organisation in the context of our strategic plan. 5. To be the focal point for Corporate Business product development, market knowledge and customer insights. 1 Personal Specification Experience 1. Considerable experience working at management level within a corporate sales environment; ideally related to training and development, outdoor learning or similar. 2. Sector specific knowledge of the Apprentice and Graduate training and development markets and associated funding streams. Existing client and provider networks will be a distinct advantage. 3. Leadership of a successful and innovative sales team, with a demonstrable ability to motivate and encourage performance. 4. Delivering against revenue and product quality targets in a service environment. 5. Successful new product innovation and development. Qualifications 1. Educated to degree level or equivalent. 2. Qualifications relevant to corporate learning and development product delivery an advantage but not essential (for example, MBTI, NLP, APIOL etc). Skills and abilities 1. Ability to inspire, lead, motivate and develop staff through clear communication of vision and strategic direction. 2. Effective communicator with excellent written, verbal and inter-personal skills. 3. Commercial acumen and creativity, with strong negotiation skills. 4. Integrity and honesty, inspiring confidence and openness amongst colleagues; skilled at building motivated teams committed to the vision and values of the organisation. 5. Financially literate, with practical experience of using IT as an analytical and management tool. Personal qualities 1. Personal commitment to and a genuine enthusiasm for the work of The Outward Bound Trust. 2. Support and co-operate with colleagues to meet current and future business needs and to promote collaboration across The Trust. 3. Commitment to quality, customer service, best practice and continuous improvement in all aspects of The Trust’s operations. 2 Terms and Conditions Salary £35,000 to £40,000 per annum according to experience, plus performance related pay of up to 25% of salary. Location Based at our Hackthorpe Head Office with frequent travel to client premises, Outward Bound delivery sites, etc. Hours 37.5 hours per week but on occasion such reasonable hours as may be required for the proper performance of the duties (including work in the evenings and at weekends). Annual Leave 24 days per annum rising to 30 days over 2 years, plus bank holidays. Probationary period Six months. Benefits Company car provided Life Assurance: 4 x salary, covered from start date; includes Employee Assistance helpline. 8 weeks’ sick pay at full salary in any 12 months Long-term Disability Insurance: 2/3 salary less state incapacity benefit after 6 months’ absence, covered from start date Private Healthcare (currently BUPA): on application after completion of probation; taxable benefit Pension Scheme (Pensions Trust): on application after completion of probation; contributions 5% from employee and 10% from employer Berghaus uniform items provided. Also opportunity to purchase Berghaus products at discount Staff bursaries: discounted course fees for family members Childcare voucher scheme How to apply Please submit your CV together with a supporting letter providing evidence and examples of the experience requirements set out in the selection criteria listed in the Personal Specification. Please give the names, positions, organisations and telephone contact numbers of at least two referees, one of whom should ideally be your current or most recent employer. If you specifically do not wish referees to be approached without your prior permission then please make this clear. Applications should be emailed to firstname.lastname@example.org or sent to: Lucie Alexander The Outward Bound Trust Hackthorpe Hall Hackthorpe 3 Penrith Cumbria CA10 2HX Should you have any queries relating to any aspect of this appointment process, or require additional information, please contact Lucie Alexander on 01931 740004. Timetable Below is an indicative timetable (although dates may be subject to change); Adverts appear: from 25 November 2009 Closing date for applications: 18 December 2009 First interviews notified: week commencing 21 December 2009 First Interviews: from week commencing 4 January 2010 Final Interviews: from week commencing 18 January 2010 4