J O B D E S C R I P T I O N

______

Job Title:Business Development Manager

Location:DRC Head Office, 11th Floor, Edgbaston House,

3 Duchess Place, Five Ways Birmingham

Responsible to:Chief Executive

Salary:NJC Scale PO1 (Salary Scale Points 33-36)

£28,127- £30,311 pro rata per annum

Hours:21 hours per week initially

Job Outline:

  • To play a strategic and operational role in developing DRC’sbusiness and commercial activities, as a member of DRC’s Senior Management Team.
  • To market and sell all trading activities to an agreed annual target of invoiced revenue, to increase year on year.
  • To develop new business relationships, services and products;and generate and negotiate new contracts and income for DRC to an agreed annual target of invoiced revenue, to increase year on year.
  • To oversee the effective delivery of DRC’s business and commercial activities.

Key Tasks:

Strategic Direction

  • To work with the Board of Directors and Chief Executiveto devise and implement various corporate plans, reportsand forecasts for the short and longer term to enhance the external profile of DRC’sbusiness and commercial activities and maximise income generation opportunities.
  • To take responsibility for DRC’s commercial business plans and targets including income generation targets, leading the staff team to ensure these are achieved.
  • To oversee the effective and efficient delivery of DRC’s business and commercial activities including the monitoring of all income and expenditure

Operational Direction

  • To market and sell all trading activities to an agreed annual target of invoiced revenue, to increase year on year.
  • To meet all financial targets laid down by the Chief Executive.
  • To take responsibility for bringing the Help at Home service to market and for managing this going forwards, including effective service delivery to agreed organisation standards, staff management and budget management.
  • Working with the Head of Operations, to take responsibility for developing agreed additional sustainable commercial activities at DRC’s Information Health and Wellbeing Centre.
  • To introduce new products and services to the external environment and take responsibility for direct selling and meeting targets.
  • To maintain effective relationships with DRC’s existing clients in order to retain business.
  • To develop new business relationships, generate and negotiate new income for DRC to an agreed annual target of invoiced revenue, to increase year on year.
  • To present DRC to potential clients through communication in face-to-face meetings, telephone calls and emails.
  • To actively and successfully manage the sales process: lead generation; credentials pitch; asking questions; solution pitch; negotiation; close.
  • To be responsible for ensuring all sales opportunities to DRC are captured and explored.
  • To represent DRC at meetings, events and tradeshows with a view to gaining new business leads and contacts.
  • To create and be accountable for all client proposals, contracts and any further documentation, following DRC’s procedures.
  • To respond to tenders and requests for information in a timely manner.

General

  • To maintain personal and professional development to meet the changing demands of the job, participate in appropriate training activities and encourage and support staff and volunteers in their development and training.
  • To undertake such other duties and training as may be reasonably required and which are commensurate with the nature and grading of the post.
  • To contribute to DRC’s Vision and Mission and strive to exhibit the Values and Behaviours at all times.
  • To comply with all legislative requirements, together with the policies and procedures of the organisation and to ensure this is applied by staff and volunteers.
  • The postholder will come into contact with vulnerable adults and will, therefore, be subject to a disclosure check at an enhanced level prior to confirmation of employment.

Disability Resource Centre

Person Specification
Job Title:
Business Development
Manager (21 hours initially) / Responsible to:
Chief Executive / Located:
Head Office, Edgbaston House, Five Ways, Birmingham
Salary:
NJC Scale PO1 (Points 33-36)
to be applied pro rata
Essential
/
Desirable
/
How Identified
1. Physical. /
  • Full driving licence or the ability to be mobile due to the nature of the post.
  • Ability to work unsocial hours, including evenings or weekends, on occasion when the need arises.
  • Good attendance record.
  • Any absences relating to a disability or any other incapacity will not be taken into account.
/ Job and Medical
History form
and references.
Performance on interview process.
2. Qualifications /
  • Degree or equivalent qualification in a related field such as management, marketing or business studiesor successful proven track record in marketing or business development
/ Formal possession
of an appropriate
qualification to be
verified at interview
or from records.
3.Experience /
  • Comprehensive and wide experience of commercial projects and services, with demonstrable success
  • Experience of successfully marketing new products and services
  • Substantial practical experience of managing budgets, maintaining financial records, preparing detailed reports and business plans.
  • Experience of leading and managing staff and volunteers
  • Experience of working closely with a Board of Directors.
/ Past employment activity record application form. Performance on related selection methods, eg presentation, group discussion.
4.Training /
  • Demonstrable commitment to continuing personal and/or professional development.
  • Demonstrable and competent knowledge and usage of IT systems including the full Microsoft Office suite
/
  • Training in project management.
  • Training in sales or marketing.
/ Past training history from application form and records. Selection process by demonstrations of ability to display knowledge and skills at the interview.
5. Knowledge /
  • Commercial acumen with the ability to understand the organisation as a business
  • Detailed knowledge of marketing and marketing techniques.
  • Knowledge of ways of communicating with a diverse range of clients including businesses leaders and service users with a disability or impairment.
  • Commitment to equal opportunities practice.
/
  • Knowledge of disability equality and issues affecting disabled people.
/ Application form, qualifications held and demonstration of knowledge at interview.
6. Circumstances
(Personal) /
  • A willingness to go the extra mile and to be flexible to the needs of the post
  • A willingness to travel throughout Birmingham and beyond.
. / Ensuring candidates are aware of these requirements from the application pack.. interview questions and application form details.
7. Disposition /
  • Determination and commitment to succeed in a challenging environment
  • Confidence and ability to lead by example and exert a positive influence on staff and volunteers
  • Ability to work independently, assess priorities, deal with competing demands and meet deadlines.
  • Excellent organisational and time management skills.
  • Strong communication skills in all forms including written, oral, email, telephone, and presentation
  • Ability to develop and maintain positive relationships with all stakeholders both internal and external
  • Strong leadership & interpersonal skills
  • Ability to demonstrate a commitment to DRC’s vision and values.
/ Performance in related selection process, e.g. exercises, group discussion, problem-solving, questions in interview or presentation.
8. Practical and
Intellectual Skills /
  • Ability to produce and implement strategic business plans to deadlines
  • Ability to understand and execute the principles and practices of marketing to the charity and social enterprise sectors
  • Confident negotiator and ability to ‘close the deal’
  • Strong client management skills and ability to keep promises
  • Capable of hands on problem solving and ability to generate ideas and solutions
  • Ability to understand DRC as a business, considering the business and cost implications of decisions
  • Ability and acumen to identify new business opportunities and skills to bring them into practice.
/ Performance in related selection process.

Louise Mckiernan

Job Descriptions/Business Development Manager doc

August 2014

A world of opportunity for disabled people

Post: Business Development Manager (21 hours per week initially)

Salary: £28,127- £30,311 pro rata per annum

The Disability Resource Centre (DRC) is one of the leading disability organisations operating in Birmingham, Solihull and the wider West Midlands.

Our mission is ‘to support disabled people to take control of their own lives and to actively seek out opportunities to achieve their full potential as individuals in mainstream society’. This is at the heart of everything we do.

This is anew and exciting opportunity to join our forward-thinking and successful organisation and to work closely with the Chief Executive to develop DRC’s business and commercial activities as a member of the Senior Management Team.

We are seeking a commercially-minded and results-driven individual to take charge of our 4 social enterprise brands, which are all at different stages of development; to market and sell these to a wide-range of audiences;and to oversee their effective delivery, in line with organisational quality standards.

Candidates will have comprehensive experience of business development in any sector, although some knowledge of the health social care sector would be advantageous; a proven track record in effectively managing commercial services and activities; together with experience of successfully marketing new products andservices. Candidates will also demonstrate a commitment to DRC’s vision and values.

Whilst the hours for this post are set at 21 per week initially, there will be scope to increase these with the right person in post with the determination and drive to maximise commercial incomegeneration and increase this year on year.

To apply, please download the following job application pack

Job description and person specification

Accompanying information

Candidates are asked to submit CVs and a 2-page supplementary statement outlining their relevant knowledge, skills and experience against the job description and person specification to:

Samina Bibi, Executive Assistant, Disability Resource Centre by email to or by post to Head Office, 11th Floor, Edgbaston House, 3 Duchess Place, Five Ways, Birmingham B16 8NH.

Closing date for submissions: Monday 22 September 2014 at 12.00 noon

Interviews will be held on: Monday 29 September 2014