CITIZENS ADVICE
HEAD OF PROPOSITION AND BID DEVELOPMENT
Please find enclosed:
·Role Profile
·Person Specification
ROLE PROFILE
Band: / Head of Proposition and Bid DevelopmentReporting to: / Director of Business Development
Proficient salary: / As advertised
Location: / London/Flexible / Travel M
Team overview: / The Business Development department is made up from service design,development and bidding specialists and focuses on revenue growth and reputation enhancement. We work closely with the whole service to build relationships with key buyers (and influencers) of our services, developing and driving revenue generating and reputation enhancing activities that help us achieve our growth ambitions.
Role purpose: / To lead our bidding and proposition activities with a focus on revenue protection and growth locally and nationally
Accountable for developing national and local propositions and bids which total in excess of £40m per annum
Develop and manage the infrastructure and support for the service to develop new bids and propositions in line with best practise, legislation and our values and objectives.
Key accountabilities / Key elements/Tasks / % of Time
Developing a sophisticated and comprehensive understanding of our clients, our own service offerings, the competitive landscape and our sales capability / Ensure a comprehensive understanding of the products we have to take to existing and new buyers of our service and how these compare to existing and future client need and our competitors offering
Monitor trends in buyer behaviour highlighting risks to our service in our current market place
Guide and support the operational teams to deliver an outstanding customer experience, lower price and support the ongoing development of new service propositions
Provide strategic insight to the leadership and Executive time into our delivery model from a buyer perspective, recommending changes and improvement that improve our service offering to buyers (and ultimately clients) / 30
Developing and promoting new client, sector and service value propositions / Positioning the service as preferred supplier in our chosen markets and fundraising disciplines and proactively leading the relationships with the major funders and potential funders.
Providing effective advice and leadership throughout the bidding process including effective go/no go decisions, project management, document creation and production, pricing, pitch preparation and rehearsal
Ensure production of compelling bids and propositions that enable the service to:
●Increase the portfolio of buyers for our service locally and nationally
●Resecure and improve revenue from existing buyers of our service
●Build our relationship with buyers of our services locally and nationally / 40
Drive consultative bidding/proposition activity and pipeline development / Ensure a national and local pipeline of opportunities is in place, is understood by the wider business and other departments understand their roles and responsibilities within this
Monitor and improve our national and local bid win rate
Predict revenue generation to our Executive Board and Trustee Board / 10
Provide high level leadership and Influence / Provide strategic and political leadership to our bid and proposition work
Provide expert insight and advice to the Executive Team and other senior stakeholders when required.
Lead the identification and development of relationships with senior external partners within the public, private and corporate sectors such as fellow Charity Fundraiser Leaders, Corporate CSR and Government departments., / 10
Lead a business unit including management and develop staff and ensure the efficient working of the team / Lead a business unit and line manage such staff as may be allocated to the postholder through:
-Creating a positive working environment in which equality and diversity are well managed and staff can do their best
-Planning and allocating work, monitoring achievement of deadlines, and supporting staff as appropriate
-Managing performance and development, mainly through regular supervision sessions and the talent talk process
-Recruitment and induction of new staff
-Ensure that the service’s Equality and Diversity Strategy is embedded within the work of the team/unit.
-Compliance with Citizens Advice policies and procedures, including Health and Safety. / 10
Financial Management / Responsible for financial performance of the business unit, including meeting performance management and financial forecasting deadlines and complying with year end budget holder responsibilities.
Set and deliver against an accurate budget.
Demonstrate financial efficiency and value for money throughout the department. / 5
Other / Deputise for senior staff, and supervise staff and volunteers, as required from time to time.
Undertake any other duties as may be reasonably required within the scope of the role. / 5
PERSONAL SPECIFICATION
1. Proven track record of managing bidding and proposition activities local and nationally in excess of £40m per annum
2. Demonstrable understanding of pipeline development & management
3. In depth understanding, at a management level, of how client facing
services operate
4. Proven ability in a management role with the ability to lead, motivate
and develop a geographically dispersed staff team delivering bidding and proposition activities.
5. Proven project management skills including the ability to develop
consistent and achievable project plans, monitor progress and identify and
manage resources during the project lifetime.
6. Outstanding presentation and facilitation skills, including the ability to develop and negotiate contracts, grants or service specifications for client facing service delivery.
7. Ability to plan and deliver own and teams work effectively under
pressure and to deadlines.
8. Proven ability to assimilate and analyse complex issues quickly and
communicate them clearly, concisely and persuasively verbally and in
writing
9. Proven ability to influence and negotiate with senior managers, partners, funders and stakeholders.
10. Excellent interpersonal and communication skills and an ability to build
and maintain effective working relationships internally and externally at all
levels.
11. Understanding of the broad policy and legislative environment in which
the Citizens Advice service operates and a detailed understanding of the fundraising landscape including best practice and legislation
12. A track record of commitment to equality and the positive value of
diversity and a good, up-to-date understanding of equality and diversity
and its application to the work of the Department.
13. Proven ability to manage and work effectively within cross-functional
departments internally and externally, finding creative and innovative
solutions
Desirable
- Member of the Institute of Fundraising and a relevant Fundraising qualification
- Demonstrable costing and pricing skills
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Requirements for role (candidates will confirm at application stage and at interview)
- A proven commitment to continuing professional development of selfand wider team.
- Proven ability to use IT packages, including word processing, spreadsheets, presentation packages, email, maintain an electronic diaryand the ability to use or learn to use other packages as necessary.
- Ability to commit to and work within the values, aims, principles andpolicies of the Citizens Advice service.
- Willingness and ability to work unsocial hours and undertake travelthroughout the UK with some overnight stays
TERMS AND CONDITIONS
1.PROFICIENT SALARY:As advertised
Appointment may be at an initial salary level (90 or 95% of the proficient salary) or at the proficient salary, depending upon skills and abilities as assessed during the recruitment process.
2.ANNUAL/TOTAL LEAVE
Annual leave is 26 days pro rata per annum from 1st January to 31st December, plus 4 fixed days (normally over Christmas and New Year). Additionally, there is Long Service Leave of 1-5 days after 3-7 years service.
3.PENSION SCHEME
Citizens Advice provides a Group Stakeholder scheme. Further details of this scheme will be provided to the successful applicant at offer and contract stage.
4.LEARNING AND DEVELOPMENT
Citizens Advice has a co-ordinated staff training and development strategy. This will mean that training for your current job, and future career developments relevant to Citizens Advice will be provided and you will be encouraged to take an active role.
5.INTEREST FREE LOANS
Interest-free loans are available to purchase season tickets for travel, and for career development purposes. If you are a designated essential car user, interest-free car loans are also available.
6.SALARY SACRIFICE SCHEMES
Citizens Advice offers childcare vouchers and operates a Cycle to Work scheme which provide a tax-efficient method for employees to pay for childcare or purchase a bicycle for commuting to work.
7.DISCLOSURE AND BARRING SERVICE CHECKS (DBS)
Some Citizens Advice positions may require the successful candidate to undergo a DBS check.
9.EQUALITY AND DIVERSITY
Citizens Advice recognises the positive value of diversity, promotes equality and challenges unfair discrimination. We recognise people with different backgrounds, skills, attitudes and experiences bring fresh ideas and perceptions, and we wish to encourage and harness these differences to make our services more relevant and approachable. Citizens Advice will not discriminate or tolerate discriminatory behaviour on the grounds of race, colour, sex, transgender, disability, nationality, national or ethnic origin, religion or belief, marital/partnership or family status, sexual orientation, age, social class, educational background, employment status, working pattern, trade union membership or any other irrelevant factor in any aspect of employment.
Our values include a commitment to equality and fairness, and to valuing each other. All our employees are expected to have read and understood our Equality and Diversity Policy and to ensure they behave in accordance with its principles. Breaches of the policy may lead to disciplinary action.
10. DIGNITY AT WORK
Citizens Advice is committed to providing a culture in which all staff value each other and are able to work together to their full potential in an inclusive environment free from harassment, bullying and other unacceptable forms of behaviour. Unacceptable behaviour in the workplace will be actively dealt with, all complaints will be taken seriously, confidentiality will be respected and victimisation of those that raise complaints will not be tolerated.
Our values include commitments to work together and value each other - all our employees are expected to have read and understood our Dignity at Work Policy and to ensure they behave in accordance with its principles. All staff are responsible for helping to create and maintain a positive and inclusive working environment free from bullying and harassment. All managers have a particular responsibility for ensuring a supportive and inclusive working environment in which dignity at work is actively promoted.
11.PROBATIONARY POLICY
New appointments are subject to a six months probationary period. Performance is reviewed after three months and again after six months. At the end of the probationary period the outcome of the assessment may be confirmation of post; notice of dismissal; or at Citizens Advice’s discretion, an extension of the probationary period by a further three months.
12.POLITICAL IMPARTIALITY
An important part of the principle of impartiality is that Citizens Advice staff are seen to be upholding the principle of party political impartiality. To avoid possible misunderstanding or possible conflicts of interest guidelines have been established on staff taking part in party political activities. More information on this and a copy of the guidelines is available from the People Team, telephone 03000 231233. If you currently hold, or are intending to stand for local or national party political office, we will expect you to tell us about this if shortlisted for interview.
13.LOCATION
As advertised
14.EMPLOYMENT STATUS
As advertised
15.FLEXIBILITY
Our roles are open to discussion about flexible working, which may include arrangements such as part-time working, formalised flexitime, fixed (non-standard) working hours, working from home and job-sharing.
16.HOME WORKING POLICY
If you are contracted to work from home, you will be required to provide a suitable work area which is available for long term use and which can accommodate a standard size workstation, plus any other work equipment likely to be required to do your job.
17.HOURS OF WORK
As advertised
Normal full time working hours are 9 - 5.15, Monday to Friday, although these hours may vary from week to week to meet the needs of the job. Staff may be able to agree a different working pattern with their manager.
Citizens Advice is an operating name of The National Association of the Citizens Advice Bureaux.