JOB DESCRIPTION

Post / Business Development Manager – Republic of Ireland
Ref / S68/18
Date of JD / June 2018
Salary (£) / Band 6, SCP 33-36, £29,323 to £31,601 per annum
Reports to / Business Performance Manager
Unit / Business Services - Training Organisation
Location / The appointee will be based between Lisburn SERC and the SERC Dublin Training Centre – Blanchardstown, Dublin 15:but will be required to be available for work at any of the College sites as required. The appointee will be required to work in ROI at least 2 days per week. The role will also require travel throughout ROI.
Total hours of work / 36 per week. However the post holder will be required to
adopt a flexible approach (including evening work) and to devote such time as may be required by the exigencies of the service.
Work pattern / Monday to Thursday 8.45 am to 5.00 pm and Friday
8.45 am to 3.30pm. Hours may vary to suit the requirements of the post from time to time. Flexible working hours.

Job Purpose

The post holder will support the delivery of the College Employer Engagement Strategy by developing and managing relationships with clients to generate college income. The Business Development Manager will be required to maximise commercial income. They will be required to meet income targets on the Innovation Vouchers Scheme, KTP and Fusion. This will include the completion of all relevant paperwork to generate funding in particular the Baseline Audits, Costing Proposals, Business Plans, Delivery Evaluation Reports and contribute to the End of Year Reportsand CRM requirements. They will be responsible for the management of Sector Specific Employer Engagement & Relationship Management with external stakeholders. The BDM will be expected to arrange ‘sector specific’ events and meet agreed targets.Initial focus will be on oil, gas, leadership and management with an expectation of following all potential training requests.

Main Responsibilities and Duties

Sales

  1. To meet targets as agreed with the Commercial Contracts Manager and Chief Training & Contracts Officer.

Programme / Annual Financial Target
Commercial Training / £200,000
Invest NI
Innovation Vouchers / 3 Vouchers to be used at SERC
(Written by you, with your support or your influence to use SERC as the innovation provider)
Sector Specific Events Arranged / 2 per year
New Business Development / 10 new companies per month on SPICE

* N.B. targets are currently under review and are subject to change in line with Business Needs. This is a guide target only.

  1. To make appointments with potential ROI clients, write proposals and secure sales.
  1. Manage the invoicing of clients and, in conjunction with the finance department, ensuring that these are paid.
  1. Develop internal links and relationships to ensure businesses receive the most professional front line service.

5To work with colleagues in other business facing departments to ensure that all employer relationships are maximised.

Sector Account Management

  1. Manage a portfolio of sector specific businesses ensuring that customer needs are met and the full revenue potential of each account is secured. This will include large and medium sized key accounts.
  1. Utilise the SPICE CRM system to provide monthly reports on sector performance to management.
  1. Regularly monitor course requirements and highlight specific needs to the Commercial Contracts Manager to meet industry demand.
  1. To make logistical arrangements for service delivery including tutors, room bookings and exam registration. This will include working closely with a range of departments across the college.
  1. Ensure that high levels of customer satisfaction are secured at all times, and quickly rectifying any problems. Full training evaluations must be completed for each course delivery.
  1. Display an awareness of sector growth requirements by closely monitoring customer needs. Manage the process of linking such information with curriculum change.
  1. Manage client expectations through regular communications.
  1. To have an in-depth understanding of clients and their industry. This will include liaising with internal colleagues for intelligence gathering to help forecast future needs.
  1. To identify curriculum enhancement opportunities including industry projects, guest speakers, placements and work experience and liaise with Administrative Support to ensure implementation.
  1. Ensuring all clients understand the full product/service portfolio offered by SERC and ensure relevant leads are shared with the relevant department via CRM.
  1. Display strong negotiation skills when closing a sale and ensuring income is maximised for Business Services,
  1. Ensure the most appropriate funding stream is identified for a customer if eligible.

New Product Development

  1. Seek out & deliver relevant innovation services.
  1. To identify, from regular communication with clients, new product/service opportunities.
  1. To communicate opportunities to relevant colleagues and participate in product development projects.

Quality

  1. To ensure that all customer information is stored and tracked on relevant systemsincluding the College’s SPICE Customer Relationship Management System.
  1. To ensure that all processes and systems are followed in an efficient manner to deliver high quality output. This will include ensuring that mainstream processes in areas such as enrolment are followed.
  1. Advise the Commercial Contracts Manager on new opportunities and developments to maximise the effectiveness of the Business Services function.
  1. Maintain awareness and understanding of competitor offerings and activities.
  1. Provide regular performance reports to the Commercial Contracts manager and Chief Training & Contracts Officer as appropriate.

Team Performance

  1. Develop strong working relationships within all teams within SERC to ensure that objectives are met.
  1. Represent the Businesses Services department in a professional and positive manner with both internal and external stakeholders and in doing so reflect the values of the College.
  1. Ensure that all work and output is of the highest quality following all standards as agreed with the Commercial Contracts Manager. This will include making recommendations for quality improvement and monitoring quality on an on-going basis.
  1. Remain up to date and informed of the College, its products and developments.

NOTES

1. This is a description of the job as it is at present constituted. The duties and responsibilities are intended to give a broad indication of the variety of tasks the post holder may be asked to undertake. It should be noted that a job description is not an exhaustive list of activities and staff may be asked to carry out duties commensurate with the grade of the post. The job description may also be amended to take account of changed circumstances, and staff will be consulted when this is necessary. It is the College’s aim to reach agreement to reasonable changes, but if agreement is not possible, the College reserves the right to insist on changes to a job description after consultation with the post holder.

2.In carrying out the duties and responsibilities of the post it is expected that the post holder will do so in accordance with the College Ethos and Equal Opportunities

Policy.

3.This is a post which is governed by The Protection of Children and Vulnerable Adults

(Northern Ireland) Order 2003. Before appointing anyone to this post, it is policy to

ask for the relevant check to be carried out by Access NI

4.The College operates a no smoking policy and all staff are expected to adhere to this.

5.In order to deliver its objectives, the College has developed to the following set of

values and all staff expected to work within these;

  • Solution focused
  • Excellence driven
  • Responsive
  • Collaborative
  1. All Staff at Principal Lecturer Level and above (including equivalent staff on NJC Terms & Conditions, band 6 and above) are required to participate in evening and holiday cover rotas as required.
  1. All Staff are required to contribute to a healthy and safe working environment and to adhere to all health and safety regulations and College policies.
  1. All staff has a responsibility for ensuring that risks are managed at College, team and

individual level. This process will include the assessment and effective control of allacceptable risk situations.

  1. All Budget holders will be responsible for ensuring the delivery of a balanced budget across their area of responsibility, including the delivery of any agreed cost improvement programmes.
  1. Please note that a waiting list may be created from this post from which further appointments may be made should the same or a similar post arise within six months of the interview date. Please note such posts may be based at any College Campus.

Selection Criteria

Business Development Manager (ROI)

Essential Assessment Criteria

  1. Have a minimum of 3 years’ experience in selling one or more of the following to business with a proven success record.

Training Courses

Innovation Support

Training Programmes

Apprenticeships

  1. Have a minimum of 3 years’ experience in employer engagement.
  1. Hold a minimum of a HND/HNC qualification in a business related subject.
  1. Demonstrate the ability to work in a results oriented environment including delivering on targets.
  1. A current driving licence and access to a car or have access to a form of transport that will enable the post-holder to fulfil the role in full.

Desirable Assessment Criteria

  1. Have excellent communication skills including listening and questioning technique.
  1. Demonstrate strong negotiation skills.
  2. Be self-motivated with the ability to progress several tasks simultaneously and maintain timescales, including when working under pressure.
  1. Be IT literate in all Microsoft packages and some experience in contact management software.

*Please note essential criteria will be used for shortlisting purposes. Desirable criteria will not be used for shortlisting but will be assessed at interview.

The above are minimum criteria. These may be enhanced at the discretion of the Selection Panel.