Job Title: Partnerships Manager (New Business)

Job Profile (proposed June 2014)

Job Title: Partnerships Manager (New Business)

Main Purpose of Job

To acquire new partners that will benefit Sue Ryder both financially and strategically, on a regional and national level.

Position in Organisation

·  Reports to Head of Partnerships

·  Currently had has no direct reports

·  Key internal contacts – Fundraising and MarComms colleagues, in particular Regional Fundraising Managers, Health & Social Care SLT, Retail SLT, ELT

·  Key external contacts – CSR leads, Marketing Managers within national companies and event organisers

Scope of Job

·  To contribute to developing and planning the national new business strategy

·  To deliver the new business strategy within the Partnerships team

·  To generate substantial income

·  To guide the new business strategy(ies) within the Regional Fundraising team

·  To guide the new business strategy within the Events Fundraising team

·  To develop relationships in order to create network(s) of support

·  To hold responsibility for the new business team’s budgetary performance

Dimensions and Limits of Authority

·  Operates within a budget, as agreed with the Head of Partnerships

·  Can authorise expenditure

·  Supervises volunteers as necessary

Qualifications

Level 12 Degree Level or member of a professional body of recognised Graduate status. (NVQ-5).

Experience & Skills

Experience

·  Track record of income generation from new business

·  Experience of developing & managing sustainable growth/pipeline either in a fundraising , sales or marketing environment and achieving/exceeding required results

·  Experience of consistently achieving/exceeding required results

·  Experience of developing partnerships with national and regional companies

·  Experience of internal and external relationship development with people at all levels including at a senior level

·  Experience of delivery through others

·  Experience of working as part of a team to achieve shared objectives

·  Experience of managing projects that delivered successful outcomes

·  Experience of budgeting and financial planning

·  Experience of building networks in a new environment/sectors

·  Experience of account management (desirable)

Skills

·  Excellent interpersonal and relationship building skills

·  Excellent face to face and presentation skills

·  Excellent stakeholder management (internal)

·  Ability to produce clear and persuasive written fundraising proposals

·  Ability to spot new opportunities and to deliver innovative solutions to problems

·  Ability to adapt style to suit different audiences

·  Excellent negotiation and influencing skills- both with internal stakeholders and external prospects

·  Ability to use own initiative and prioritise workload

Duties and Key Responsibilities

To lead acquisition of national corporate, event and media partners, in line with the Partnerships team strategy (354550%)

·  Deliver a successful new business strategy in order to achieve the required growth within partnerships

·  Develop and maintain a pipeline of qualified prospects from a range of different prospects, including corporate, event and media opportunities

·  Ensure new business criteria reflects strategy and opportunities are prioritised to make best use of resource

·  Work closely with internal teams to develop propositions for potential partners

·  Lead development of national event acquisition strategy for both process-led and proactive opportunities

·  Leverage and develop regional relationships into national partnerships

·  Negotiate new partnership contracts, ensuring they provide mutual benefit

To lead acquisition of regional corporate, event and media partners, in line with the Partnerships team strategy (403025%)

·  Work closely with the regional team to develop and maintain a strong pipeline of regional prospects

·  Lead development of regional and event proposals and pitches for key partnership prospects

·  Work closely with events team to develop new event partnerships propositions

·  Work closely with the regional team to develop and maintain a strong pipeline of regional activities

·  Create and implement best practice tools and methods to ensure new business development to the highest standard

To build relationships in order to create network(s) of corporate support (15%)

·  Be responsible for developing and maintaining relationships with people at all levels within prospect companies

·  Influence senior corporate contacts to engage with Sue Ryder and its work

·  Engage Sue Ryder’s SLTs and ELT in appropriate relationship building activities with key prospects

·  Represent the organisation at external events as required

·  Attend networking events and build contacts within the business environment

·  Keep up to date on corporate and event agendas as well as best practice and developments within the charity sector as relates to partnership fundraising, maintaining a strong external profile

To hold responsibility for thecontribute to the team’s budgetary performance (10%)

·  Manage and deliverContribute to the annual budget and activity plan for the new business team with the Head of Corporate Partnerships

·  Create and deliver effective management systems and processes

·  Strong forecasting skills and the ability to flag, monitor and investigate risks

·  Monitor performance rigorously through the use of targets and KPIs

·  Plan contingency action as necessary

·  Maintain an accurate view of pipeline development, income and expenditure at all times

·  Provide accurate management reports to illustrate progress against plan regularly and as required

·  Through development of all the above, ensure year on year budgeted growth and the development of long term relationships